Mohan ‎Muthoo 💬 🇬🇧 🌍

Spring Drive

Founder

Instantly.ai

Instantly Certified Expert 🏅

Smartlead

Smartlead Certified Expert 🏅

Clay

Certified Clay Expert 🏅

Apollo.io

Official Partner 🏅

automate rev.ops.

Program Mentor

Timely

Full-cycle outbound account executive, selling CRM SaaS to small businesses.

Outbound Account Executive

INFUSEmedia

- Managed a team of BDRs across the EMEA region.
- Built and led training and development for individual reps 
- Built cold outbound strategies and tactics to execute effective campaigns across the team

EMEA BDR Team Lead (Manager)

- Refined and executed cold outbound sales development focusing more heavily on Enterprise accounts.
- Fastest ever firm promotion from BDR to Senior BDR
- Only BDR published on company website

Senior Business Development Representative

- Managed and executed cold outbound campaigns across a range of industries in the EMEA region, from SMB to Enterprise accounts.
- Focus on cold calling, emailing and social selling
- Broke the firm record for most meetings booked in a first month as a BDR

Business Development Representative

doovice

- Wrote copy for cold outbound social sales messages landing a 50%+ conversion rate for UGC
- Recruited and led a team of 10+ volunteer marketing and sales reps at universities across the UK
- Used outbound selling strategies and tactics to generate organic promotion that led to 5,000+ unique monthly visitors within 4 months (no paid marketing)
- Managed back-end CMS and content editing

I get you 10+ new client calls p/m | 100k+ Monthly LinkedIn Views 👉 springdrive.co

Hey there 👋 

I'm the Founder at Spring Drive - we Book You B2B Sales Meetings so you can Scale your Business without Hiring More Reps 🛠️

We've worked with B2B service agencies, Y-Combinator backed startups, globally recognized SaaS brands featured in Forbes and the Apple Store, B2B ecommerce companies, and everything in between.

We have a ton of case studies and accolades, having been nominated twice for our work (Finalist in the Standout Use of AI category at the UK Digital Excellence Awards, and for the GTM10 Awards), plus been recognized as Official Expert Partners by numerous top companies in GTM and Outbound.

Head to 👉 springdrive.co 

OR

DM me, I will reply 💬

Dear all founders/sales people,

Please don't book a sales appointment with someone, suggesting you're interested in their offer, as a tactic to reverse sell them your product.

It shows a sincere lack of respect for people's time and also portrays you as deceptive.

Not to mention its amateur af.

If you're struggling to find a way to get people to listen, which I empathise with, its tough out there, try these:

- Ask for feedback from people who don't reply
- Ideate better messages
- Consider pivoting or amending your offer
- Try another channel
- Try more volume
- Ask pre-existing friends and colleagues for referrals

But, please, don't waste people's time by tricking them and spoiling your reputation in the process.

Good luck out there everyone.

Mohan ‎Muthoo 🇬🇧

Multi-Award Nominated | 4th Ever Official UK Clay Expert | 2M+ LinkedIn Views | We Book 10-30 Sales Meetings Monthly for B2B SaaS | 👉 springdrive.co

Your prospects aren't active on LinkedIn. There's no intent data.

How do you personalize? Like this.


Companies often feel they need to do specific kinds of personalization probably because of what they listen to online.

'Check their LinkedIn and say something about their activity'

Really?

When has that ever produced something interesting...

Sometimes being simple but relevant in a way that makes sense is the best.

Here's an example...

Call 200 prospects a day instead of 30.

But the research takes forever - until now.


Here's a SUPER simple use case for Clay that is really powerful.

Not everything has to be fancy or complex to be effective.

We booked 11 meetings for a client recently in 4 weeks.

A couple had 10k+ Employees. MASSIVE deal value.


The way we do this at Spring Drive is quite simple.


1. A lot of messaging market testing when we begin with a client.

2. Using our own messaging strategy framework to guide us on what works best and to ideate the most strategic differentiated and incredible copy we can.

3. Doubling down on our expertise with AI and systems to make the process smooth and scalable.


What's your main challenge right now with booking more meetings?


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DM me if you want help generating more B2B meetings.

2 Booked Meetings + 1 Lead on Day 1.

ZERO personalization. ZERO Triggers.


(From 1.3k sends.)


Instead, we just crafted a message per granular segment and...

You guessed it...

Ideated a good offer after testing.


Outbound is more like being a doctor than being a surgeon.

It's knowing where to look and finding the right, often simple, prescription.


Some companies are trying to be surgeons when all you've got is the flu.

"Let's bring in this tech stack and use a high intent waterfall to create a message with 3 personalization points so they know we have wifi."

Mate.

mate.

Simple strategies with scale > complexity overkill

If you'd like a LIFETIME deal for one of the best SaaS databases...

Now's your chance:


My friend Stuart Brent's company saasyDB is offering lifetime deals for access to their database of SaaS companies.

It's a really targeted database - and you don't just get company data but ALL people data for the companies too.

I've used it many times for campaigns an we always have good metrics with it, solid replies and non-existent bounce rates.


If you'd like the lifetime deal, just DM me 'LTD' and I'll hook you up with the code.

Spring Drive getting 1 lead per 286 contacts for a B2B SaaS client.

And the reality from 100s of our campaign successes:


Most of our campaigns have strong reply rates but sometimes (like in this test) the reply rate isn't great.

It's the reality.

Ad agencies will admit - sometimes CPC goes too high.
Content agencies will admit - sometimes organic reach is s*** for a week.

Any cold email agency (no matter how revered) that tells you 'we always get great reply rates' or say they can guarantee reply rates - 

They are lying to close you.

I'm of the opinion that at Spring Drive we'd rather be honest about the realities and work with clients who get the game and want to reap a sustainable pipeline over time - particularly given how well we do messaging.

What's important here is that the message we came up with was so good that the IMPORTANT metric was well above average.

Actual leads generated per contact.

Ultimately, your goal is to generate pipeline - not a vanity reply %.

Now, we always work on reply rates because if they're better you'll get more.

But, this does happen. 

This is from a client campaign at Spring Drive (we've since booked them 19 meetings in 8 weeks).

Subject lines that gets EVERYBODY to open.

3 steps that work well:


Here's how to write subject lines that lead to multiple calls booked every week.

We do this consistently at Spring Drive for clients.



1. Boring

Don't make subject lines marketing-like, or curiosity-led

'What if you could double your ROI in 2 weeks?' - BAD

Just keep it super boring and simple

'next 2 weeks' - much better


2. The colleague test

Ask yourself, 'would someone write this subject line in an email to a colleague?'

If not, bin it.

Right in the bin.

Stick it in there.

Remember, cold email is about trust and conversation, not marketing.


3. Don't use {first name} and rarely use {company name}.

Only one type of email has my first name in it...

A marketing email.

Don't do it.


Comment your best subject lines below and I'll rate out of 10


credit to effenpinaboh on midjourney for the creative

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DM me if you want help generating more B2B meetings.

Don't always follow advice here blindly if you want more sales meetings.

Here's 1 guideline I've seen bucked:


Copy length.

Generally, shorter copy is better.

Definitely true - I like to keep emails under 70 words if I can.


But we recently tested a short version and longer version of an email.

The short version - 60 words.

Longer version - 110 words.


The shorter one had about 30% better deliverability.

Not surprised there - longer emails give filters more context to get caught.


But, the longer email had a 18% positive reply where the shorter one had 3%.


This is because sometimes longer emails can give more context and framing that actually make the proposition stronger.

And, for some ICPs, it feels more credible.


Ultimately, this is why testing is everything.

--

DM me if you want help generating more B2B meetings.

Should B2B SaaS companies use cold email to get sales?

No (here's why):

Cold email is still VERY effective, but for some founders - I'd recommend you go full multi-channel.

1. Targeting only enterprise accounts.

These companies often have security systems - Mimecast, Proofpoint, Barracuda - that are just no-no's for cold email.

Those pesky systems eh.

- Add cold calling here in particular, very effective for enterprise.

2. You target IT/tech heads

Yeah these guys hate sales.

And they hate you.

CISOs, software engineering, IT - never works great.

Although to be honest, this isn't just cold email. Any sales.

Maybe they'll love us eventually...

3. You have a tiny TAM

I hate to burst your bubble, but size matters folks.

The reason a large TAM is important for cold email is....

Sustainable Pipeline.

The problem with extremely low volumes... 

(either because the TAM is niche or because you want to only target companies that have particular intent signals) 

...is that even if you get great results in one or two months, you just don't have enough to sustainably generate enough pipeline for the next 12 months.


4. You have no social proof (of any kind)

To be honest - this can still work, but its just harder. I've made this work for clients that we used little to no social proof for.

BUT - it will be harder, PARTICULARLY, if you have a results-based offer.


5. No interest in investing time and ideation

If you're not interesting in running A/Z testing time find a winning message and you're expecting results quickly.

Just not the right mindset mate.


For everyone else - cold email can bang for you. So bang it.

Do any of these apply to you alpacas?

Booking Hinge for a client...

Here's why they went for it:


Picture of me holding a massive fish on my hinge profile, obviously.

Nah kidding, but as usual we tested loads of variants, found a winner, and starting smashing it.

Cold email for this one (we can do linkedin, calling, bla bla too).

Spring Drive.

---

DM me if you want help generating more B2B meetings.

AI is like a sharp well-crafted kitchen knife.

But I can promise you one thing.


Even if you give that kitchen knife to me... my chicken tagine will be s*** compared to Gordon Ramsey's. 


A lot of you are confused why your meal sucks when you're using the best kitchen knife on the market.

Might be time to look at the cook.

B2B SaaS Founders can get more customers...

By writing messages that use negatives.


Small conversion lifts from better messaging can make a serious difference to your revenue.

For example, if you convert 0.5% of your outreach to pipeline and that amounts to 10 meetings and 2 closes at a 20% close rate (reasonable figures).

A small uplift from 0.5% to 1% means DOUBLE the revenue.

Sometimes you can do this on the pipeline side with better messaging that stands out because you buck the trend of conventional sales language.

Here's an explainer using negatives and direction changing:



Comment below the most annoying boring sales opener you get...

Most B2B SaaS founders get no results from cold outbound.

Here's the biggest thing they don't do:


They don't test enough variations - A/Z testing.

I've seen this pattern hundreds of times. A founder will craft what they think is the perfect message, send it to 500 prospects, get no replies, and conclude the channel is dead.

But they didn't:
- Ideate fundamentally different offers
- Come up with different lead magnets
- Angle different variations to different segments
- Test at least 1k messages PER segment-variant
- Test at least 8-15 different TOF messages

A/Z testing is so important because you don't know what will work.

The market decides that.

Even companies with nearly identical offerings can see wildly different results from the same message template.

This is because they may have more resonant social proof, case studies, and come up with a framing or lead magnet that everyone wants.

The companies that succeed with cold outbound aren't necessarily better writers.

They're better ideators (word?) and testers.

They understand that finding a winning message is a discovery process, not a creative one.

They run 8-15 different variations before drawing any conclusions about whether the channel works for them.


Listen lads, I get it takes forever but also like - do it properly or don't bother. Or hire Spring Drive. Or tell me to "do one m8" (in a strong british accent).


Is there anything else you think would be good to test? 

Lmk in the comments below you hooligans.

How to create a B2B SaaS offer that actually sells

You have 4 options:

No matter what anyone tells you - offer is king.

Personalization is like icing, decoration.

If your offer is stanky nobody cares about personalization.

First and last time i use the word stanky btw.


Here are the 4 ways you can section your offer:


1) Your Core Offer

This is your main thing. Your bread and butter.

For a Facebook Ads SaaS, it's running a fb ads analytics subscription (for example). For a CRM SaaS company, its the monthly subscription for their CRM system.

It's just what you do - doesn't change.

The hardest thing to go out into the jungle with - generally speaking.


2) Compartmentalized Offers

These are smaller, bite-sized pieces of your core offer.

Think of them as stepping stones.

The Facebook Ads tool might offer just ad creatives. The CRM company might do a CRM audit.

Same expertise, lower commitment threshold.

It should be quick to deliver and inexpensive (a one-off thing usually).

This solves the trust problem. People can test you without the full leap.


3) Lead Magnets

Free value with zero commitment required.

NOT a sales pitch disguised as content. Actual useful stuff.

This should solve a real problem, just not the biggest one.

The key is it should be something you can deliver immediately over email with nothing in return from the prospect.


4) Incentives

This is basically gifts.

Be careful here. These can attract the wrong people if you're not measuring lead quality properly.

The key is to level these so they're a nice touch, but not so nice that a prospect might reasonably come to the meeting just for the gift.

Think more $5 starbucks gift voucher, less fancy iPhone case.


You can also combine these btw to stack offers and create a bundle of sorts.

But remember that markets are crowded and nothing is new under the sun - so get creative with the only thing that actually matters to your prospects:

The offer.


What are some more cool gift ideas btw? 

tea cup with linkedin quotes? i dunno

Here's a framework to book meetings with larger companies.

It works for our clients at Spring Drive:


You won’t get the same volume for the same input as compared to smaller companies. 

But we’ve been booking both for clients by compartmentalizing our deliverability and focusing on hyper-relevant offers that we differentiate.


1. Automate enrichments to gather ESP data for prospects

We do this using HTTP API formulas in Clay.

Lemon squeezy.

yes I just said that.

This way you can focus on the prospects that are in easier to target ESPs.

Right now outlook is a tricky one.

No biggie, we have the data to redirect and test in the meantime.


2. The same old - hyper relevant offers.

Ironically, if you have a great offer it works all the same. Most of the meetings we've booked have been through a great offer sent via email.

Not some crazy multi-handstand first send them a water bottle with their name on it then tickle their elbow nonsense.


3. If the companies are SUPER big, internal data strategies can be effective

I did a video on this earlier.

Basically, get internal data on what's happening from juniors and then use that to create real intelligence and referral plays.

We can create this on evergreen with Clay and Smartlead.


(below booking senior decision makers at American Express for a client)


Comment a BIG brand company you'd love as a client...

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DM me if you want help generating more B2B meetings.

I'll be with Eloise Barrege at LGM For Sales & GTM next week on a live webinar just for you on:

"Outbound: How to Build a Messaging Strategy That Gets Replies"

I'll be going over how to craft outbound messaging that sparks interest and gets replies.

From copywriting frameworks to lead magnet strategy, all the way to personalization at scale.

You’ll leave with a practical playbook to boost your outreach instantly.

Date & Time: Tuesday 14 October 3pm GMT (10am EST)

Sign up here if you'd like to attend: https://lnkd.in/eKGJeUww

Me when someone says "Can we do a 6-step intent data waterfall"

which I know will end up with 147 contacts and be completely dried up by next month...

It was a pleasure being invited on Sönke Venjacob's podcast last week to discuss all things GTM.

In particular, we covered:

- Structures for copywriting
- Ideas around messaging strategy everyone gets wrong
- Personalization players

and more

You can listen to the full episode here: https://lnkd.in/de5y8jsZ

Taplio

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