{"id":4212,"date":"2020-02-28T15:34:39","date_gmt":"2020-02-28T21:34:39","guid":{"rendered":"http:\/\/kmbrian.com\/blog\/?p=4212"},"modified":"2020-02-28T15:35:51","modified_gmt":"2020-02-28T21:35:51","slug":"personalize-cold-email-ccq","status":"publish","type":"post","link":"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/","title":{"rendered":"How to Personalize Any Cold Email Using The &#8220;CCQ Method&#8221;"},"content":{"rendered":"<p>Personalization has been a hot topic among sales reps and marketers for a while now, particularly in the B2C world. But \u2013 as we all know \u2013 where B2C goes, B2B follows.<\/p>\n<p>I recently spoke to Jack Reamer, B2B Lead Gen expert from <a href=\"http:\/\/emailsthatsell.com\/\">Emails That Sell<\/a>, to find out what personalization means for cold emailers in the B2B space.<\/p>\n<p>Emails That Sell aims to make life easier for the cold emailers out there, providing help with email copy, strategy, and \u2013 of course \u2013 personalization, so Jack was my go-to for insights on all things personalization.<\/p>\n<p><span class=\"embed-youtube\" style=\"text-align:center; display: block;\"><iframe class='youtube-player' width='700' height='394' src='http:\/\/www.youtube.com\/embed\/6hIC30z7KCY?version=3&#038;rel=1&#038;showsearch=0&#038;showinfo=1&#038;iv_load_policy=1&#038;fs=1&#038;hl=en-US&#038;autohide=2&#038;wmode=transparent' allowfullscreen='true' style='border:0;' sandbox='allow-scripts allow-same-origin allow-popups allow-presentation'><\/iframe><\/span><\/p>\n<h2>Why Bother With Personalization? [1:10]<\/h2>\n<p>Simply put: to double your reply rate.<\/p>\n<p>After analyzing tens of thousands of emails, <a href=\"http:\/\/salesloft.com\/resources\/blog\/sales-email-personalization-research\/\">SalesLoft<\/a> found that you&#8217;ll get a 112% lift simply by adding personalization. That\u2019s a huge reward for just a little extra effort.<\/p>\n<p>Jack warns that cold emailers who are not already practicing personalization are way behind the times. \u201cPersonalization is going to be a mandatory practice for cold emailers \u2013 starting six months ago! If you want to stand out; if you want to win your prospects\u2019 attention, this is essential today.\u201d<\/p>\n<p>There are other benefits of personalization too \u2013 for insance, it\u2019s great for deliverability. Spam filters like to see variety, so open rates are going to drop if you use the same template over and over again. This means that over time, even the best performing email stops performing \u2013 it\u2019s a sliding scale as you increase volume.<\/p>\n<p>And personalization delivers a silver bullet for this common problem. What\u2019s not to like?<\/p>\n<h2>Is There Ever a Time When You Shouldn\u2019t Personalize? [3:00]<\/h2>\n<p><img data-attachment-id=\"4216\" data-permalink=\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/cniysifw\/\" data-orig-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/cNIySIFw.jpeg?fit=350%2C350&amp;ssl=1\" data-orig-size=\"350,350\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"cNIySIFw\" data-image-description=\"\" data-medium-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/cNIySIFw.jpeg?fit=300%2C300&amp;ssl=1\" data-large-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/cNIySIFw.jpeg?fit=350%2C350&amp;ssl=1\" loading=\"lazy\" class=\"size-medium wp-image-4216 alignright\" src=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/cNIySIFw.jpeg?resize=300%2C300&#038;ssl=1\" alt=\"\" width=\"300\" height=\"300\" srcset=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/cNIySIFw.jpeg?resize=300%2C300&amp;ssl=1 300w, http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/cNIySIFw.jpeg?resize=150%2C150&amp;ssl=1 150w, http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/cNIySIFw.jpeg?w=350&amp;ssl=1 350w\" sizes=\"(max-width: 300px) 100vw, 300px\" data-recalc-dims=\"1\" \/><\/p>\n<p>Cold emailers who aren\u2019t particularly careful about who they\u2019re reaching out to shouldn\u2019t personalize, according to Jack. That includes if you send to risky or unverified emails.<\/p>\n<p>He explains that \u201cif that email ends up bouncing and there\u2019s no prospect on the other end of that inbox, you\u2019ve just wasted a lot of time. This is why personalization works so well \u2013 unlike every other aspect of emailing, you can\u2019t just click a few things and off you go.\u201d<\/p>\n<p>Prospects and sales data are easy to come by nowadays. But if there\u2019s a chance that emails are going to bounce, then adding personalization is simply going to drain your time.<\/p>\n<p>Jack says: \u201cI\u2019m a big believer of sending only to valid emails for many reasons, and not wasting your time with personalization is one of them\u201d.<\/p>\n<p>There&#8217;s no reason to not at least run an email verification on your list \u2013 these days it is dirt cheap, with easy-to-use services like <a href=\"http:\/\/www.voilanorbert.com\/\">Voilanorbert<\/a>. Yet the rewards can be massive.<\/p>\n<h2>What Should I Personalize? [5:18]<\/h2>\n<p>Personalization can sound daunting to cold emailers used to just firing off the same email template time and time again, but as Jack explains, it really doesn\u2019t have to be that difficult or time-consuming.<\/p>\n<p>\u201cYou should start by personalizing the intro sentence in your cold email,&#8221; he says. &#8220;It\u2019s really easy to add a merge tag in the beginning of your email. You\u2019re not really going to have to change the rest of the body of your template.\u201d<\/p>\n<p>Why the intro sentence?<\/p>\n<p>Studies have found the preview text is a better indication of your open rate than your subject line right now. According to experts, this could be because we have &#8220;subject line blindness&#8221; caused by cold emailers or spammers who write misleading subject lines. This means we\u2019re now looking more to the preview text to see if it\u2019s worth our time to open this message.<\/p>\n<p>Jack explains: \u201cIf right after the name you go into something that no other salesperson or SDR is mentioning to this prospect, it\u2019s much more effective for getting their attention and earning that open.<\/p>\n<p>\u201cFrom a psychological perspective, if you start off the email with something that shows you\u2019ve done the legwork, there\u2019s a bit of reciprocity going on, especially if it&#8217;s a compliment. We\u2019re using liking and reciprocity \u2013 some really powerful sales psychology tactics \u2013 in order to get that reply.\u201d<\/p>\n<p>According to the SalesLoft study cited above, personalization has diminishing returns. So personalizing a little bit offers a big lift, but writing custom templates for every prospect yields diminishing returns for that extra effort.<\/p>\n<p>This is good news, because we don\u2019t have to customize everything for each prospect: that would be a huge amount of work and the research is showing that it\u2019s just not worth it.<\/p>\n<p>Jack suggests that \u201cthe sweet spot lies between 20% and 50% of that cold email being personalized, so here\u2019s the grain of salt I take from this: if your cold email is 4-5 sentences, dropping in one custom sentence should get you into that sweet spot of personalization and 2X replies.\u201d<\/p>\n<p>Let\u2019s face it: even if you don\u2019t hit 2X replies, 1.5X is going to be worth it for your business. Think of the value of a new customer. Increasingly, personalization is becoming the obvious choice, as it\u2019s going to help companies take up more market share.<\/p>\n<p>What\u2019s more, personalization is a tool that every single cold emailer has under their belt. So let\u2019s not be lazy \u2013 let\u2019s just make it happen.<\/p>\n<h2>What Does the Process Look Like? [8:46]<\/h2>\n<p><img data-attachment-id=\"4218\" data-permalink=\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/pckckqfg\/\" data-orig-file=\"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/pckcKqfg.jpeg?fit=350%2C350&amp;ssl=1\" data-orig-size=\"350,350\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"pckcKqfg\" data-image-description=\"\" data-medium-file=\"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/pckcKqfg.jpeg?fit=300%2C300&amp;ssl=1\" data-large-file=\"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/pckcKqfg.jpeg?fit=350%2C350&amp;ssl=1\" loading=\"lazy\" class=\"size-medium wp-image-4218 alignright\" src=\"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/pckcKqfg.jpeg?resize=300%2C300&#038;ssl=1\" alt=\"\" width=\"300\" height=\"300\" srcset=\"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/pckcKqfg.jpeg?resize=300%2C300&amp;ssl=1 300w, http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/pckcKqfg.jpeg?resize=150%2C150&amp;ssl=1 150w, http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/pckcKqfg.jpeg?w=350&amp;ssl=1 350w\" sizes=\"(max-width: 300px) 100vw, 300px\" data-recalc-dims=\"1\" \/><\/p>\n<p>Jack has a super useful personalization acronym: CCQ.<\/p>\n<p>That\u2019s:<\/p>\n<ul>\n<li style=\"list-style-type: none;\">\n<ul>\n<li>Commonalities<\/li>\n<li>Compliments<\/li>\n<li>Questions<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&#8220;These are a couple of buckets you can look for things to pull from each prospect in order to create that custom intro sentence.\u201d<\/p>\n<p>According to Jack, \u201cthe most powerful personalization you can add in a cold email is commonality.\u201d<\/p>\n<p>He explains that finding facts you can show your prospect to prove you share something in common isn\u2019t always easy. But if you can swing it, then you\u2019ve instantly separated yourself from the pack of salespeople who are vying for the prospect\u2019s attention.<\/p>\n<p>Jack suggests commonalities such as similar hobbies and passions, both living in the same city, having worked for the same company, or having mutual friends and acquaintances. The latter is one he encourages everyone to try out. Simply go to sales navigator, pull up the prospect, and find out if you know any of the same people.<\/p>\n<p>So what about prospects where you don\u2019t have commonalities? Go ahead and look for compliments.<\/p>\n<p>Jack recommends starting by &#8220;checking out their About section on their LinkedIn profile \u2013 a third of prospects will have a nicely written About page, and if they say anything like \u2018I\u2019m passionate about&#8230;\u2019 or \u2018At my company we believe that&#8230;\u2019 or \u2018I started here and now I\u2019m&#8230;\u2019 \u2013 they\u2019re basically telling you what they\u2019re proud of.<\/p>\n<p>\u201cGrab that and compliment them. They\u2019re basically telling you things they want the world to know so that\u2019s firepower we can use to get this conversation going.\u201d<\/p>\n<p>When it comes to questions, ask about something specific, Jack advises.<\/p>\n<p>\u201cIf there\u2019s one takeaway here, it\u2019s that if you get specific about something specific that this prospect is excited about working on, you\u2019re going to do personalization well.\u201d<\/p>\n<h2>What Do You Do When Prospects You\u2019re Selling to Aren\u2019t Active Online? [13:11]<\/h2>\n<p>For those of us operating in some sectors, the idea that prospects wouldn\u2019t be active online seems preposterous, but this is an issue for many working in industries like construction.<\/p>\n<p>Jack has a solution.<\/p>\n<p>&#8220;If somebody isn\u2019t active on social, grab that prospect\u2019s domain of their company and look on their About page. Again, you\u2019re looking for CCQ.\u201d<\/p>\n<p>This is a huge help: personalization doesn\u2019t necessarily <em>need<\/em> to be on an individual level \u2013 company-level personalization is still personalization. And when finding this info only takes 30 seconds or so \u2013 why wouldn\u2019t you?<\/p>\n<p>Indeed, Jack advises against trying to become an \u201conline Sherlock Holmes.\u201d He warns that &#8220;it can backfire on you if you dig too deep and come up with something that prospect just isn\u2019t comfortable with you knowing.\u201d<\/p>\n<h2>What Are the Roles and Team Members You Need to Have in Place to Succeed at Personalization? [19:37]<\/h2>\n<p><img data-attachment-id=\"4220\" data-permalink=\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/dakwrlaq\/\" data-orig-file=\"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/DAkwrLaQ.jpeg?fit=400%2C350&amp;ssl=1\" data-orig-size=\"400,350\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"DAkwrLaQ\" data-image-description=\"\" data-medium-file=\"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/DAkwrLaQ.jpeg?fit=300%2C263&amp;ssl=1\" data-large-file=\"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/DAkwrLaQ.jpeg?fit=400%2C350&amp;ssl=1\" loading=\"lazy\" class=\"size-medium wp-image-4220 alignright\" src=\"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/DAkwrLaQ.jpeg?resize=300%2C263&#038;ssl=1\" alt=\"\" width=\"300\" height=\"263\" srcset=\"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/DAkwrLaQ.jpeg?resize=300%2C263&amp;ssl=1 300w, http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/DAkwrLaQ.jpeg?w=400&amp;ssl=1 400w\" sizes=\"(max-width: 300px) 100vw, 300px\" data-recalc-dims=\"1\" \/><\/p>\n<p>Jack says: \u201cWe do personalization as a service, so if you don\u2019t want to screw with this, there are options out there.\u201d<\/p>\n<p>But if you want to go it alone, first you\u2019ll need a copywriter to review that template.<\/p>\n<p>\u201cIt takes just a couple of minutes to massage a template to put a custom intro sentence and this extra merge tag,&#8221; he notes. The next role would be the researcher.<\/p>\n<p>This person is going to crawl through the internet and find the CCQ element and the other merge tag you describe. But the researcher\u2019s job is not to put a ready-to-send snippet in that CSV file. They just do the hardcore research and put the text in the CSV file.<\/p>\n<p>The final step is proofreading. This job entails making sure you don\u2019t send anything with an error.<\/p>\n<p>&#8220;This way, your prospects are going to get a crisp email that\u2019s written for them.&#8221;<\/p>\n<p><strong>Check out <\/strong><a href=\"http:\/\/emailsthatsell.com\/\"><strong>emailsthatsell.com<\/strong><\/a><strong> and subscribe to Jack\u2019s email list for regular tips, tools, and strategies on personalization.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Personalization has been a hot topic among sales reps and marketers for a while now, particularly in the B2C world. But \u2013 as we all know \u2013 where B2C goes, B2B follows. I recently spoke to Jack Reamer, B2B Lead Gen expert from Emails That Sell, to find out what personalization means for cold emailers &#8230;<\/p>\n","protected":false},"author":3,"featured_media":4213,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"spay_email":""},"categories":[3,55],"tags":[],"jetpack_featured_media_url":"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/YdrbUdYg-scaled.jpeg?fit=2560%2C1440&ssl=1","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v15.5 - http:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>How to Personalize Any Cold Email Using The &quot;CCQ Method&quot;<\/title>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"How to Personalize Any Cold Email Using The &quot;CCQ Method&quot;\" \/>\r\n<meta property=\"og:description\" content=\"Personalization has been a hot topic among sales reps and marketers for a while now, particularly in the B2C world. 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I recently spoke to Jack Reamer, B2B Lead Gen expert from Emails That Sell, to find out what personalization means for cold emailers ...\" \/>\r\n<meta property=\"og:url\" content=\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/\" \/>\r\n<meta property=\"og:site_name\" content=\"Mailshake Sales &amp; Marketing Blog\" \/>\r\n<meta property=\"article:published_time\" content=\"2020-02-28T21:34:39+00:00\" \/>\r\n<meta property=\"article:modified_time\" content=\"2020-02-28T21:35:51+00:00\" \/>\r\n<meta property=\"og:image\" content=\"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/YdrbUdYg-scaled.jpeg?fit=2560%2C1440&#038;ssl=1\" \/>\r\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\r\n\t<meta property=\"og:image:height\" content=\"1440\" \/>\r\n<meta name=\"twitter:card\" content=\"summary\" \/>\r\n<meta name=\"twitter:label1\" content=\"Est. reading time\">\n\t<meta name=\"twitter:data1\" content=\"6 minutes\">\r\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"http:\/\/schema.org\",\"@graph\":[{\"@type\":\"Organization\",\"@id\":\"http:\/\/kmbrian.com\/blog\/#organization\",\"name\":\"Mailshake\",\"url\":\"http:\/\/kmbrian.com\/blog\/\",\"sameAs\":[],\"logo\":{\"@type\":\"ImageObject\",\"@id\":\"http:\/\/kmbrian.com\/blog\/#logo\",\"inLanguage\":\"en-US\",\"url\":\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2019\/07\/Mailshake-Logo-small.png?fit=325%2C59&ssl=1\",\"width\":325,\"height\":59,\"caption\":\"Mailshake\"},\"image\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/#logo\"}},{\"@type\":\"WebSite\",\"@id\":\"http:\/\/kmbrian.com\/blog\/#website\",\"url\":\"http:\/\/kmbrian.com\/blog\/\",\"name\":\"Mailshake Sales &amp; Marketing Blog\",\"description\":\"\",\"publisher\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":\"http:\/\/kmbrian.com\/blog\/?s={search_term_string}\",\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"ImageObject\",\"@id\":\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/#primaryimage\",\"inLanguage\":\"en-US\",\"url\":\"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/02\/YdrbUdYg-scaled.jpeg?fit=2560%2C1440&ssl=1\",\"width\":2560,\"height\":1440},{\"@type\":\"WebPage\",\"@id\":\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/#webpage\",\"url\":\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/\",\"name\":\"How to Personalize Any Cold Email Using The \\\"CCQ Method\\\"\",\"isPartOf\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/#primaryimage\"},\"datePublished\":\"2020-02-28T21:34:39+00:00\",\"dateModified\":\"2020-02-28T21:35:51+00:00\",\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/\"]}]},{\"@type\":\"Article\",\"@id\":\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/#article\",\"isPartOf\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/#webpage\"},\"author\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/#\/schema\/person\/fadba0629a6997a15e7b77e335c110d8\"},\"headline\":\"How to Personalize Any Cold Email Using The &#8220;CCQ Method&#8221;\",\"datePublished\":\"2020-02-28T21:34:39+00:00\",\"dateModified\":\"2020-02-28T21:35:51+00:00\",\"mainEntityOfPage\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/#webpage\"},\"publisher\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/#organization\"},\"image\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/#primaryimage\"},\"articleSection\":\"cold email,Interviews\",\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"http:\/\/kmbrian.com\/blog\/personalize-cold-email-ccq\/#respond\"]}]},{\"@type\":\"Person\",\"@id\":\"http:\/\/kmbrian.com\/blog\/#\/schema\/person\/fadba0629a6997a15e7b77e335c110d8\",\"name\":\"Sujan Patel\",\"image\":{\"@type\":\"ImageObject\",\"@id\":\"http:\/\/kmbrian.com\/blog\/#personlogo\",\"inLanguage\":\"en-US\",\"url\":\"http:\/\/secure.gravatar.com\/avatar\/071c63b926025330e9468435427b9f37?s=96&d=mm&r=g\",\"caption\":\"Sujan Patel\"},\"description\":\"Sujan Patel is the founder of Mailshake, a sales engagement software used by 38,000 sales and marketing professionals. 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