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Cold Email Messaging Strategy

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Cold Email Messaging Strategy

  1. 1. Cold Email Workshop - Messaging Strategy
  2. 2. Cold Email Prospecting Workshop Video Series Video 1: Cold Email Messaging Strategy Video 2: Building a Cold Email Campaign Video 3: Using LinkedIn to Find Prospects Video 4: Following Up on Cold Emails
  3. 3. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3 Cold Email Messaging Strategy Building a Cold Email Campaign Using LinkedIn to Find Prospects Following Up on Cold Emails
  4. 4. PRODUCT Product A Product B Product C Product ABC
  5. 5. PRODUCT The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales Role-Play Simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy TARGET
  6. 6. TARGET Size: Small businesses, Multinational Corporations, etc. Industries: Manufacturers, Hospitals, Banks, etc. Department: Finance, Human Resources, Marketing, etc. Title: CEOs, VPs of Finance, Directors of Operations, etc. Broad: Businesses, Individuals, People, etc.
  7. 7. Product ABC Businesses Product A Businesses Product A Manufacturers CRAWL WALK RUN Product ABC Manufacturers
  8. 8. PRODUCT The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales Role-Play Simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy TARGET SALES TRAINERS IMPROVEMENTS • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great • Make something work better • Make something easier • Decrease the time it takes to do something • Increase revenue or income • Decrease costs or expenses • Improve product quality • Decrease the risk of something bad happening • Improve visibility or access to information VALUE
  9. 9. • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great THINGS TO AVOID Too short: • Increase sales Too long: • Increase sales by providing sales scripts and sales tools that make it easy for salespeople to always know what best to say and ask Too fancy: • We use cutting-edge technology to streamline knowledge growth and personnel development
  10. 10. PRODUCT The SMART Sales System IMPROVEMENTS • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great TARGET SALES TRAINERS CHALLENGES/CONCERNS • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Too many reps not performing well • Training does not get enough credit • What is the opposite of the improvement? • What problem goes away with the improvement? • What problem starts to happen if this improvement is not provided? VALUE PAIN
  11. 11. PRODUCT The SMART Sales System CHALLENGES/CONCERNS • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Too many reps not performing well • Training does not get enough credit TARGET SALES TRAINERS PAIN QUESTIONS • How difficult is it to teach reps everything they need to say? • Do you need to decrease the time it takes to get sales reps ramped up and producing? • How much pressure is there to get reps performing better? • Is the training department getting the credit it deserves? • What question could we ask to see if the prospect has each challenge or concern? • For each pain point the product fixes is a question that could be asked. VALUE PAIN QUESTIONS
  12. 12. PRODUCT The SMART Sales System TARGET SALES TRAINERS CUSTOMER EXAMPLE • We worked with a sales trainer at a software company • They were having difficulty getting their reps to learn the pitch • We helped to solve that by implementing our SMART Sales System • Made it easier to teach reps what to say • Improved performance for every rep on the team • Who have we helped that is similar to the target buyer? • What problem did they have? • What did we sell to solve that problem? • What are two improvements we helped to influence? VALUE PAIN QUESTIONS CUSTOMER EXAMPLE
  13. 13. The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales Role-Play Simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy FOR SALES TRAINERS IMPROVEMENTS • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great CHALLENGES/CONCERNS • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Too many reps not performing well PAIN QUESTIONS • How difficult is it to teach reps everything they need to say? • Do you need to decrease the time it takes to get sales reps ramped up and producing? • How much pressure is there to get reps performing better? • Is the training department getting the credit it deserves? CUSTOMER EXAMPLE • We worked with a sales trainer at a software company • They were having difficulty teaching reps everything they need to say • We helped to solve that by implementing our SMART Sales System • Made it easier to teach reps what to say • Improved performance for every rep on the team
  14. 14. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT Building Blocks
  15. 15. Cold Email Campaigns Email #1 Email #2 Delay (1 or 2 weeks) Email #3 Delay (1 or 2 weeks) Email #4 Delay (1 or 2 weeks) Email #5 Delay (1 or 2 weeks) Email #6 Delay (1 or 2 weeks) VALUE POINTS PAIN POINTS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT VALUE POINTS
  16. 16. Cold Email Prospecting Workshop Video Series Video 1: Cold Email Messaging Strategy Video 2: Building a Cold Email Campaign Video 3: Using LinkedIn to Find Prospects Video 4: Following Up on Cold Emails
  17. 17. Please Like Comment Share Subscribe Thank You!!!
  18. 18. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  19. 19. SMART Sales System S M A R T ales essaging nd esponse actics
  20. 20. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  21. 21. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  22. 22. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  23. 23. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  24. 24. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  25. 25. Get your copy here https://www.amazon.com/dp/0578615762
  26. 26. www.salesscripter.com

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