Re-imagining Cold Outreach through Design Sprint

Re-imagining Cold Outreach through Design Sprint

How we transformed LinkedIn connection management
with a Design Sprint and CRM Integration

As one of the fastest-growing technology and analytics companies in the United States, we're constantly looking for innovative ways to tackle modern-day challenges. Through a meticulously executed design sprint, we transformed our approach to sales engagement and not only boosted internal efficiency but gained valuable insights for businesses seeking to improve their digital outreach strategies.

35%

of salespeople struggle
with prospecting

22%

find it difficult to get
responses from prospects

Key
Takeaways

  • Improved sales efficiency and effectiveness by integrating our CRM system with LinkedIn
  • Boosted problem-solving skills and collaboration via Lightning Talks, Affinity Mapping, and Solution Sketching
  • Reduced administrative tasks and increased the number of successful LinkedIn connections
  • Fostered a culture of innovation and continuous learning across all departments

The
Challenge

When it comes to managing LinkedIn connections, sales teams have to deal with specific difficulties. A recent study from HubSpot found that more than a third of salespeople (35%) struggle with prospecting, while 22% find it difficult to get responses from prospects. Not only does this create obstacles in building and maintaining engagement with a robust network, but it also makes keeping track of connection requests overwhelming and time-consuming.

The Challenge

The
Solution

Through a 5-day design sprint, Rapidops developed a solution to address these challenges. After gathering insights through methods like Lightning Talks, Affinity Mapping and Solution Sketching, our team developed a CRM integration to simplify LinkedIn connection tracking and engagement while also reducing administrative burdens and increasing prospect response rates. The solution not only led to significant efficiency gains but also inspired a culture of innovation, continuous learning and collaborative problem-solving within our organization.

5 Phase of a Design Sprint

DAY 1
understand
DAY 2
DEFINE
DAY 3
IDEATE
DAY 4
PROTOTYPE
DAY 5
TEST
  1. Day 1 - Understand

    During the first phase of the project, we set out to understand the common challenges faced by sales teams when managing LinkedIn connections. The most common issue we discovered was the absence of reminders for approved LinkedIn connection requests.

    Using the methods below, we brainstormed possible solutions for this problem, like checking email and CRM status, using Zapier for email-CRM integration, and monitoring LinkedIn notifications. Ultimately, we decided that creating a Chrome Extension integrated with our CRM, Salesmate was the simplest and most effective solution.

    Lighting Talk Technique
    Lighting Talk Technique

    To encourage insights from various business perspectives, we used the Lightning Talk technique.

    Affinity Mapping
    Affinity Mapping

    We also used Affinity Mapping to visually categorize ideas for clustering.

    How Might We” Method
    “How Might We” Method

    The "How Might We" or HMW method was employed to reframe insights and pain points for problem-solving.

    User Journey Mapping
    User Journey Mapping

    We used User Journey Mapping to map the user experience and identify opportunities and pain points.

    Pain Points & Opportunities

    Lack of reminder for approved LinkedIn connection requests and the need to manually check them in emails.

    Low response rates from potential connections after sending requests, leading to missed opportunities.

    Ineffectiveness in personalizing connection requests and messages for individual prospects.

    Uncertainty in classifying connection types and running effective email outreach campaigns.

    Challenges in gaining insights into customer lifetime value.

    Difficulty in analyzing lead data for decision-making.

    Inability to track outreach message effectiveness and measure the ROI of LinkedIn outreach efforts.

    Calculating lead nurturing time spent on LinkedIn connections.

  2. Day 2 - Define

  3. Day 3 - Ideate

  4. Day 4 - Prototype

  5. Day 5 - Test

How we
did it

Tools & Techniques

  • Figjam
  • Figma
  • White-boarding
  • Sticky Notes
  • Salesmate CRM
  • Chrome Extension

Strategy

  • Product Strategy
  • Platform Discovery
  • Lightning Talks
  • ‘How Might We’ Method
  • Affinity Mapping