Successful sales strategies 4
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In this session: -We’ll critique your templates and give you feedback on how to improve -We’ll identify key points to include in your templates, and to guide your messaging -We’ll share some of our best templates ----------- This presentation was brought to you by PersistIQ Our software empowers sales reps to easily create personalized outbound campaigns at scale. Move faster and sell smarter than ever before. Try PersistIQ for free at www.PersistIQ.com
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Successful sales strategies 4
- 1. Successful Sales Strategy Session #4 @PersistIQ
- 2. @PersistIQ Today’s Agenda Week 4 (Feb. 24th): Template Critique Session ● We’ll critique your templates and give you feedback on how to improve ● We’ll identify key points to include in your templates, and to guide your messaging ● We’ll share some of our best templates
- 4. @PersistIQ
- 5. @PersistIQ Subject Line: ● personal email ● highlight a pain point ● Company <> Company/ Name <> Name Body: 1. Personalized Snippet - “Optional” 2. Pain Point 3. Value Prop + Social Proof 4. CTA Keep it Simple
- 6. @PersistIQ
- 8. @PersistIQ
- 9. @PersistIQ
- 11. @PersistIQ
- 12. @PersistIQ
- 13. @PersistIQ Our Best Performing Templates
- 14. @PersistIQ
- 15. @PersistIQ
- 16. @PersistIQ
- 18. @PersistIQ How much time should you spend personalizing an email? • Depends if you’re doing account based sales or contact based sales, but the more the better. • When you get a process in place, you should be able to consistently collect and enter info on a single lead in under 10 min. Questions & Answers
- 19. @PersistIQ What is the best source for data enrichment to help with personalizing at scale? • Varies depending on industry and company size. • Datanyze and ZoomInfo is great for mid-market SaaS and Tech companies • DiscoverOrg is good for larger enterprise • InsideView is decent for mid market • LinkedIn is generally good all around but where others may lack, it’s good for SMBs and startups Questions & Answers
- 20. @PersistIQ How many variables should you use in an email? ● Again, the more the better to make it personal ● However, more important than the number of variables is the content itself- how thoughtful the variables are. Questions & Answers
- 21. @PersistIQ How much should you be personalizing follow ups vs. 1st touches? • The 1st follow requires the most personalization, while the second could be a thread to the 1st. • Every single touch should feel personal, whether it’s long or short, whether you’ve spend 5 min. or 30 seconds writing it. Questions & Answers
- 22. Week 5 (Mar. 2nd): Open Q&A Sessions ● We’ll answer any and all questions that you have about outbound sales! ● You can send you questions in ahead of time or ask them live on the call Send questions to Brandon@PersistIQ.com with “Sales Strategies Q&A” in the subject line @PersistIQ Next week’s Training @PersistIQ
Hinweis der Redaktion
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Often times, sales reps will stop reaching out after two or three attempts. The rep thinks “I just gave them my best pitch. If they don’t buy now, I don’t know when they’re going to buy.” Rather than investing in the next tool or platform, take a step back, analyze your sales process and consider the best approach for you and your business.
- Choose tiers. You have target accounts vs general accounts, it will depend on your sales approach and what you need to get the pipeline going. Think about how much you need to get into the pipeline, how long your sales cycle is, and how you should best manage your time. If you’re smaller, it might be more important to get more volume and spend less time personalizing; that is why I said “optional” for personalization. Best source for data: Depends what you are looking for. This is why we emphasize Process over Tools. Are you someone who will get your most valuable data from Linkedin? Quora? Twitter? The company’s website? We include a list of data enrichment in one of our previous webinars, and there are other tools that help. Datanyze, Clearbit, Mattermark to name a few, are great for looking at tech, similar companies, and other details about companies. Mention.com for trigger events. Connect6 -can help you find key people. Hover over a social profile you can see not only contact information, but also a graph showing all of your shared contacts. It collects all of a prospect’s social profiles in one place, making it efficient and effective while doing the necessary research before reaching out Nimble - You’ll see any news articles, recent blog posts or newsfeed updates, all in one place about that one person. leverage social selling by warming your prospect up before sending them a cold email. Nimble lets you follow or like or comment on your prospect’s social media activities without ever having to leave the platform. Data Miner. scraper that extracts data out of HTML web pages and imports it into Microsoft Excel spreadsheets. Start off by using some advanced search tactics on LinkedIn to build a targeted list of prospects that meet your buyer personas. Then use Data Miner to scrape the entire page of search results. You can also click into each prospect to visit their profile and extract even more relevant data. Hemingway Editor is a killer app for helping you with readability and flow when you’re writing your emails. Think of it as like a spellchecker but for writing style. It will check to see if your writing is too dense, if there’s a simpler alternative, if you’re using unnecessary adverbs, your writing grade level and more. Crystal Knows, which was introduced to me by John Barrows, and helps you communicate with your prospect in the most appropriate tone. At the intersection of social, technology and communication, Crystal Knows analyzes a prospect’s social profiles and reports on their personality profile, giving you insight into the best communication style. How many variables: The most important thing is that you personalize your email, and of course that it doesn’t look like a copy-paste email. There is no “winning” number of variables, what matters is whether it’s a good email that speaks to something your prospect cares about. It could have 5 variables, it could have none. you could have very personal 1st touches, and have less personalized follow ups. a standard thing for targeted outbound is to do deep personalization on the first touch, and have follow ups be value added follow ups (relevant content/blog posts).
- Choose tiers. You have target accounts vs general accounts, it will depend on your sales approach and what you need to get the pipeline going. Think about how much you need to get into the pipeline, how long your sales cycle is, and how you should best manage your time. If you’re smaller, it might be more important to get more volume and spend less time personalizing; that is why I said “optional” for personalization. Best source for data: Depends what you are looking for. This is why we emphasize Process over Tools. Are you someone who will get your most valuable data from Linkedin? Quora? Twitter? The company’s website? We include a list of data enrichment in one of our previous webinars, and there are other tools that help. Datanyze, Clearbit, Mattermark to name a few, are great for looking at tech, similar companies, and other details about companies. Mention.com for trigger events. Connect6 -can help you find key people. Hover over a social profile you can see not only contact information, but also a graph showing all of your shared contacts. It collects all of a prospect’s social profiles in one place, making it efficient and effective while doing the necessary research before reaching out Nimble - You’ll see any news articles, recent blog posts or newsfeed updates, all in one place about that one person. leverage social selling by warming your prospect up before sending them a cold email. Nimble lets you follow or like or comment on your prospect’s social media activities without ever having to leave the platform. Data Miner. scraper that extracts data out of HTML web pages and imports it into Microsoft Excel spreadsheets. Start off by using some advanced search tactics on LinkedIn to build a targeted list of prospects that meet your buyer personas. Then use Data Miner to scrape the entire page of search results. You can also click into each prospect to visit their profile and extract even more relevant data. Hemingway Editor is a killer app for helping you with readability and flow when you’re writing your emails. Think of it as like a spellchecker but for writing style. It will check to see if your writing is too dense, if there’s a simpler alternative, if you’re using unnecessary adverbs, your writing grade level and more. Crystal Knows, which was introduced to me by John Barrows, and helps you communicate with your prospect in the most appropriate tone. At the intersection of social, technology and communication, Crystal Knows analyzes a prospect’s social profiles and reports on their personality profile, giving you insight into the best communication style. How many variables: The most important thing is that you personalize your email, and of course that it doesn’t look like a copy-paste email. There is no “winning” number of variables, what matters is whether it’s a good email that speaks to something your prospect cares about. It could have 5 variables, it could have none. you could have very personal 1st touches, and have less personalized follow ups. a standard thing for targeted outbound is to do deep personalization on the first touch, and have follow ups be value added follow ups (relevant content/blog posts).
- Choose tiers. You have target accounts vs general accounts, it will depend on your sales approach and what you need to get the pipeline going. Think about how much you need to get into the pipeline, how long your sales cycle is, and how you should best manage your time. If you’re smaller, it might be more important to get more volume and spend less time personalizing; that is why I said “optional” for personalization. Best source for data: Depends what you are looking for. This is why we emphasize Process over Tools. Are you someone who will get your most valuable data from Linkedin? Quora? Twitter? The company’s website? We include a list of data enrichment in one of our previous webinars, and there are other tools that help. Datanyze, Clearbit, Mattermark to name a few, are great for looking at tech, similar companies, and other details about companies. Mention.com for trigger events. Connect6 -can help you find key people. Hover over a social profile you can see not only contact information, but also a graph showing all of your shared contacts. It collects all of a prospect’s social profiles in one place, making it efficient and effective while doing the necessary research before reaching out Nimble - You’ll see any news articles, recent blog posts or newsfeed updates, all in one place about that one person. leverage social selling by warming your prospect up before sending them a cold email. Nimble lets you follow or like or comment on your prospect’s social media activities without ever having to leave the platform. Data Miner. scraper that extracts data out of HTML web pages and imports it into Microsoft Excel spreadsheets. Start off by using some advanced search tactics on LinkedIn to build a targeted list of prospects that meet your buyer personas. Then use Data Miner to scrape the entire page of search results. You can also click into each prospect to visit their profile and extract even more relevant data. Hemingway Editor is a killer app for helping you with readability and flow when you’re writing your emails. Think of it as like a spellchecker but for writing style. It will check to see if your writing is too dense, if there’s a simpler alternative, if you’re using unnecessary adverbs, your writing grade level and more. Crystal Knows, which was introduced to me by John Barrows, and helps you communicate with your prospect in the most appropriate tone. At the intersection of social, technology and communication, Crystal Knows analyzes a prospect’s social profiles and reports on their personality profile, giving you insight into the best communication style. How many variables: The most important thing is that you personalize your email, and of course that it doesn’t look like a copy-paste email. There is no “winning” number of variables, what matters is whether it’s a good email that speaks to something your prospect cares about. It could have 5 variables, it could have none. you could have very personal 1st touches, and have less personalized follow ups. a standard thing for targeted outbound is to do deep personalization on the first touch, and have follow ups be value added follow ups (relevant content/blog posts).
- Choose tiers. You have target accounts vs general accounts, it will depend on your sales approach and what you need to get the pipeline going. Think about how much you need to get into the pipeline, how long your sales cycle is, and how you should best manage your time. If you’re smaller, it might be more important to get more volume and spend less time personalizing; that is why I said “optional” for personalization. Best source for data: Depends what you are looking for. This is why we emphasize Process over Tools. Are you someone who will get your most valuable data from Linkedin? Quora? Twitter? The company’s website? We include a list of data enrichment in one of our previous webinars, and there are other tools that help. Datanyze, Clearbit, Mattermark to name a few, are great for looking at tech, similar companies, and other details about companies. Mention.com for trigger events. Connect6 -can help you find key people. Hover over a social profile you can see not only contact information, but also a graph showing all of your shared contacts. It collects all of a prospect’s social profiles in one place, making it efficient and effective while doing the necessary research before reaching out Nimble - You’ll see any news articles, recent blog posts or newsfeed updates, all in one place about that one person. leverage social selling by warming your prospect up before sending them a cold email. Nimble lets you follow or like or comment on your prospect’s social media activities without ever having to leave the platform. Data Miner. scraper that extracts data out of HTML web pages and imports it into Microsoft Excel spreadsheets. Start off by using some advanced search tactics on LinkedIn to build a targeted list of prospects that meet your buyer personas. Then use Data Miner to scrape the entire page of search results. You can also click into each prospect to visit their profile and extract even more relevant data. Hemingway Editor is a killer app for helping you with readability and flow when you’re writing your emails. Think of it as like a spellchecker but for writing style. It will check to see if your writing is too dense, if there’s a simpler alternative, if you’re using unnecessary adverbs, your writing grade level and more. Crystal Knows, which was introduced to me by John Barrows, and helps you communicate with your prospect in the most appropriate tone. At the intersection of social, technology and communication, Crystal Knows analyzes a prospect’s social profiles and reports on their personality profile, giving you insight into the best communication style. How many variables: The most important thing is that you personalize your email, and of course that it doesn’t look like a copy-paste email. There is no “winning” number of variables, what matters is whether it’s a good email that speaks to something your prospect cares about. It could have 5 variables, it could have none. you could have very personal 1st touches, and have less personalized follow ups. a standard thing for targeted outbound is to do deep personalization on the first touch, and have follow ups be value added follow ups (relevant content/blog posts).