Sales Hacker Series - Tawheed Kader (TK) - 5x5 method

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The 5x5 method by Tawheed Kader (TK). Sales Hacker Series San Franciscot, September 15, 2014 Visit SalesHacker.com for more sales hacks, tips, and tactics.

Sales

MARKETERS
• Think in terms of
“Campaigns”
• Multiple Touches
• Multiple Channels
• Segmentation and
Personalization
CrowdCrux.com

TRADITIONAL SALES
• 1o1 Human Communication
• Knocking On Doors
• Dialing For Dollars
• Lookin’ For The Glengarry Leads

INSIDE SALES
CHALLENGES
• Less In-Person Contact
• Increased Volume of Leads,
Opptys
• Just Can’t Hire “Bodies” Fast
Enough

INCREASED VOLUME
• Inbound Leads
• SDR Generated Opportunities
• Recurring Business

HOW NOT TO DO IT
• Don’t just add bodies
• Don’t do it manually
• Don’t do it by gut

5X5 CAMPAIGNS
• 5 Pre-Planned Templates
• 5 Days/Weeks/Months Apart
• Multiple Touches At Scale
• Multiple Channels

WE USE 5X5 FOR
• Prospecting and Sales Development
• Handling Newly Assigned Leads
• Nurturing During the Deal Process
• Post Sale Follow-Ups
• Driving Renewals

STRATEGIC
TOUCHES
1. Introduce Yourself
2. Provide Value
3. Offer Help
4. Engage for Feedback
5. “The Ask”

Introduce
Provide Value
Provide Value
Engage For Feedback
“The Ask”

✓Read tracking
✓Click tracking
✓Presentations tracking
✓Reply tracking
Website
Reads Clicks
Presentation
Forwards
Replies
Badass
Tracking:

TO RECAP, USE 5X5
FOR
• Prospecting and Sales Development
• Handling Newly Assigned Leads
• Nurturing During the Deal Process
• Post Sale Follow-Ups
• Driving Renewals

BEST PRACTICES
• Automate when possible
• {{Personalize}} as much as possible
• Use Engagement Data to drive next
steps
• Constantly iterate and test new
messaging

BEST PRACTICES
• Use LinkedIn to Research
• Check Glassdoor for Employee
Reviews
• Check Indeed for Jobs/Hiring
• Read their Blog

WITH THE 5X5
METHOD
• Each of your Reps can scale
• Drive consistency in your
messaging
• Accelerate your overall process

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Sales Hacker Series - Tawheed Kader (TK) - 5x5 method

1. 5X5 drip campaigns for salespeople

5. MARKETERS did someone say campaigns?

6. SALES too analog for campaigns

7. MARKETERS • Think in terms of “Campaigns” • Multiple Touches • Multiple Channels • Segmentation and Personalization CrowdCrux.com

8. TRADITIONAL SALES • 1o1 Human Communication • Knocking On Doors • Dialing For Dollars • Lookin’ For The Glengarry Leads

9. AS MARKETING+SALES EVOLVED…

10. INSIDE SALES CHALLENGES • Less In-Person Contact • Increased Volume of Leads, Opptys • Just Can’t Hire “Bodies” Fast Enough

11. INCREASED VOLUME • Inbound Leads • SDR Generated Opportunities • Recurring Business

12. HOW DO YOU SCALE?

13. HOW NOT TO DO IT • Don’t just add bodies • Don’t do it manually • Don’t do it by gut

14. 5X5 salespeople becoming mini-marketers

15. 5X5 CAMPAIGNS • 5 Pre-Planned Templates • 5 Days/Weeks/Months Apart • Multiple Touches At Scale • Multiple Channels

16. WE USE 5X5 FOR • Prospecting and Sales Development • Handling Newly Assigned Leads • Nurturing During the Deal Process • Post Sale Follow-Ups • Driving Renewals

17. STRATEGIC TOUCHES 1. Introduce Yourself 2. Provide Value 3. Offer Help 4. Engage for Feedback 5. “The Ask”

18.

19.

20. Introduce Provide Value Provide Value Engage For Feedback “The Ask”

21.

22. ✓Read tracking ✓Click tracking ✓Presentations tracking ✓Reply tracking Website Reads Clicks Presentation Forwards Replies Badass Tracking:

23. TO RECAP, USE 5X5 FOR • Prospecting and Sales Development • Handling Newly Assigned Leads • Nurturing During the Deal Process • Post Sale Follow-Ups • Driving Renewals

24. BEST PRACTICES • Automate when possible • {{Personalize}} as much as possible • Use Engagement Data to drive next steps • Constantly iterate and test new messaging

25. BEST PRACTICES • Use LinkedIn to Research • Check Glassdoor for Employee Reviews • Check Indeed for Jobs/Hiring • Read their Blog

26. WITH THE 5X5 METHOD • Each of your Reps can scale • Drive consistency in your messaging • Accelerate your overall process

27. DON’T GET LAZY You’re In Sales.

Sales Hacker Series - Tawheed Kader (TK) - 5x5 method

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