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Lead Tips for Sales People
The Customer Journey
The Customer Journey
Lead already knows what they want
The Customer Journey
Lead already knows what they want
Land
The Customer Journey
Lead already knows what they want
Land
Expand
The Customer Journey
Lead thinks of you first
Lead already knows what they want
Land
Expand
Everyone in your Organization!
Connect with everyone when
you meet them
Join groups
Create your own LinkedIn group
Commit to posting useful content once a week/month
If you aren’t an expert – re-post
•from marketing,
•thought leaders in your space
•job openings
•funding rounds
Leveraging
LinkedIn
Everyone in your Organization!
Connect with everyone when
you meet them
Join groups
Create your own LinkedIn group
Commit to posting useful content once a week/month
If you aren’t an expert – re-post
•from marketing,
•thought leaders in your space
•job openings
•funding rounds
Leveraging
LinkedIn
Top sellers spend 6 hours a week on LinkedIn
Jill Konrath – Agile selling
Cold Calling
(Email)
• Example:
• Job Title C-level, VP, GM
Purchase a list source and target
• Industry
• Marketing, Advertising & PR
• Employees
• 100+
• Geography
• United States
Initial demographic:
• Industry
• Manufacturing
• Employees
• 250 - 2500
• Geography
• United States
New demographic criteria:
Cold Calling
(Email)
• Example:
• Job Title C-level, VP, GM
Purchase a list source and target
• Industry
• Marketing, Advertising & PR
• Employees
• 100+
• Geography
• United States
Initial demographic:
• Industry
• Manufacturing
• Employees
• 250 - 2500
• Geography
• United States
New demographic criteria:
Your list will be
~60% accurate!
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople
We Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Cold Calling
(Email)
Email designed for Internal referral
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We
Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Check out our full list of features."
Cold Calling
(Email)
Simple message to boss
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We
Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Check out our full list of features."
Cold Calling
(Email)
Personalize
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We
Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Check out our full list of features."
Cold Calling
(Email)
To the point
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We
Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Check out our full list of features."
Cold Calling
(Email)
Test
Test
T
e
s
t
T
e
s
t
Email Analytics
Day 0
Email
50
people
Day 0
Call 50
Day +1
Call 50
Day +3
Call 50
Day +6
email 50
Prospecting
Plan
Follow a cadence of follow-up
Schedule calls/emails based on a plan
Tell a story through the activity
Day 0
Email
50
people
Day 0
Call 50
Day +1
Call 50
Day +3
Call 50
Day +6
email 50
Prospecting
Plan
Follow a cadence of follow-up
Schedule calls/emails based on a plan
Tell a story through the activity
The best time to cold call is
4:00-5:00 PM. The second best
time is 8:00 – 10:00 am. The
worst times are 11:00 am and
2:00 pm.
Assuming the lead meets your lead
scoring criteria…
Follow-up from a
lead
Research and call
/ email other
senior people first
– your ideal target
in the
organization
Respond to lead
Let them know
you have
communicated
Assuming the lead meets your lead
scoring criteria…
Follow-up from a
lead
In a typical firm with 100-500 employees, an average of 7
people are involved in most buying decisions
Research and call
/ email other
senior people first
– your ideal target
in the
organization
Respond to lead
Let them know
you have
communicated
Referral
s
Ask for referrals every time you connect
• Overcome your fear of rejection
Set metrics and measure
Build an organizational culture of
referrals
• Customer Success/ Customer Care and
Marketing should all be asking as well
Referral
s
-91% of customers say they’d give
referrals
-only 11% of salespeople ask
Source: Dale Carnegie
Ask for referrals every time you connect
• Overcome your fear of rejection
Set metrics and measure
Build an organizational culture of
referrals
• Customer Success/ Customer Care and
Marketing should all be asking as well
Territor
y
Build
momentum
with
Geographical
or Vertical
focus
Smaller territories
– better for
referrals
Industry verticals
– great for
references,
connections
Join local groups
for networking or
industry vertical
association
Summar
y
Spend 6 hours a week on LinkedIn
Test your emails
Follow a prospecting plan
Ask for referrals, test your language
Consider geography, focus on vertical first
Learn from your metrics
We want our customers to rule the world.

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Lead Generation Tips for B2b Sales People

  • 1. Lead Tips for Sales People
  • 3. The Customer Journey Lead already knows what they want
  • 4. The Customer Journey Lead already knows what they want Land
  • 5. The Customer Journey Lead already knows what they want Land Expand
  • 6. The Customer Journey Lead thinks of you first Lead already knows what they want Land Expand
  • 7. Everyone in your Organization! Connect with everyone when you meet them Join groups Create your own LinkedIn group Commit to posting useful content once a week/month If you aren’t an expert – re-post •from marketing, •thought leaders in your space •job openings •funding rounds Leveraging LinkedIn
  • 8. Everyone in your Organization! Connect with everyone when you meet them Join groups Create your own LinkedIn group Commit to posting useful content once a week/month If you aren’t an expert – re-post •from marketing, •thought leaders in your space •job openings •funding rounds Leveraging LinkedIn Top sellers spend 6 hours a week on LinkedIn Jill Konrath – Agile selling
  • 9. Cold Calling (Email) • Example: • Job Title C-level, VP, GM Purchase a list source and target • Industry • Marketing, Advertising & PR • Employees • 100+ • Geography • United States Initial demographic: • Industry • Manufacturing • Employees • 250 - 2500 • Geography • United States New demographic criteria:
  • 10. Cold Calling (Email) • Example: • Job Title C-level, VP, GM Purchase a list source and target • Industry • Marketing, Advertising & PR • Employees • 100+ • Geography • United States Initial demographic: • Industry • Manufacturing • Employees • 250 - 2500 • Geography • United States New demographic criteria: Your list will be ~60% accurate!
  • 11. Subject: Best point of contact Hi Mike, I'm sorry to bother you but could you introduce me to the person responsible for business development? Alec Morgana Director of Business Development PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking. PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We Know Suite 814 - 1932 1st Avenue - Seattle, WA 98101 Cold Calling (Email) Email designed for Internal referral
  • 12. Subject: Best point of contact Hi Mike, I'm sorry to bother you but could you introduce me to the person responsible for business development? Alec Morgana Director of Business Development PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking. PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We Know Suite 814 - 1932 1st Avenue - Seattle, WA 98101 Check out our full list of features." Cold Calling (Email) Simple message to boss
  • 13. Subject: Best point of contact Hi Mike, I'm sorry to bother you but could you introduce me to the person responsible for business development? Alec Morgana Director of Business Development PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking. PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We Know Suite 814 - 1932 1st Avenue - Seattle, WA 98101 Check out our full list of features." Cold Calling (Email) Personalize
  • 14. Subject: Best point of contact Hi Mike, I'm sorry to bother you but could you introduce me to the person responsible for business development? Alec Morgana Director of Business Development PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking. PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We Know Suite 814 - 1932 1st Avenue - Seattle, WA 98101 Check out our full list of features." Cold Calling (Email) To the point
  • 15. Subject: Best point of contact Hi Mike, I'm sorry to bother you but could you introduce me to the person responsible for business development? Alec Morgana Director of Business Development PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking. PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We Know Suite 814 - 1932 1st Avenue - Seattle, WA 98101 Check out our full list of features." Cold Calling (Email) Test Test T e s t T e s t
  • 17. Day 0 Email 50 people Day 0 Call 50 Day +1 Call 50 Day +3 Call 50 Day +6 email 50 Prospecting Plan Follow a cadence of follow-up Schedule calls/emails based on a plan Tell a story through the activity
  • 18. Day 0 Email 50 people Day 0 Call 50 Day +1 Call 50 Day +3 Call 50 Day +6 email 50 Prospecting Plan Follow a cadence of follow-up Schedule calls/emails based on a plan Tell a story through the activity The best time to cold call is 4:00-5:00 PM. The second best time is 8:00 – 10:00 am. The worst times are 11:00 am and 2:00 pm.
  • 19. Assuming the lead meets your lead scoring criteria… Follow-up from a lead Research and call / email other senior people first – your ideal target in the organization Respond to lead Let them know you have communicated
  • 20. Assuming the lead meets your lead scoring criteria… Follow-up from a lead In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions Research and call / email other senior people first – your ideal target in the organization Respond to lead Let them know you have communicated
  • 21. Referral s Ask for referrals every time you connect • Overcome your fear of rejection Set metrics and measure Build an organizational culture of referrals • Customer Success/ Customer Care and Marketing should all be asking as well
  • 22. Referral s -91% of customers say they’d give referrals -only 11% of salespeople ask Source: Dale Carnegie Ask for referrals every time you connect • Overcome your fear of rejection Set metrics and measure Build an organizational culture of referrals • Customer Success/ Customer Care and Marketing should all be asking as well
  • 23. Territor y Build momentum with Geographical or Vertical focus Smaller territories – better for referrals Industry verticals – great for references, connections Join local groups for networking or industry vertical association
  • 24. Summar y Spend 6 hours a week on LinkedIn Test your emails Follow a prospecting plan Ask for referrals, test your language Consider geography, focus on vertical first Learn from your metrics
  • 25. We want our customers to rule the world.