Sales Stack Workshop: Hacking Outbound Messaging and Cadence

Objective Help sales leaders streamline and optimize their top of funnel efforts to efficiently increase conversion to meetings.

Workshop I: Technology Optimization Key Takeaways: An analysis of your technology needs and an understanding of the technology needed to streamline and optimize based on your individual needs. Part I: Needs Analysis How many leads are you reaching out to a day?

0 ­ 100 100 ­ 1,000 1,000 plus

What stage are the companies that you’re selling to?

SMB Mid­market Enterprise

How would you describe your prospects’ online community presence?

Dinosaur: they probably don’t have a twitter, and if they have a LinkedIn they rarely login

Listener: following influencers; using Twitter & LinkedIn to stay current Contributor: posting regularly & engaging groups Influencer: influencing others via social media

How do your prospects prefer to be engaged online?

I. Email only II. Email & Social III. Call IV. Other _______

Combination: ____________ What X­factor can you use to qualify prospects & leads?

Technology investments (sales tools, marketing tools etc) Hiring (recent hires or currently hiring...)

Part II: Solutions How many leads are you reaching out to on a monthly basis?

< 10,000 Spiderbook (high quality, low volume prospecting) Salesloft Zoominfo

> 10,000 Salesloft Zoominfo

What stage are the companies that you’re selling to?

Startup (1 ­ 250 employees) Salesloft (w/ free search: LinkedIn, Crunchbase, Angellist)

Enterprise (250+ employees) Zoominfo* Salesloft Spiderbook

How would you describe your prospects’ online community presence?

Dinosaur: they probably don’t have a twitter, and if they have a LinkedIn they rarely login

Listener: following influencers; using Twitter & LinkedIn to stay current Contributor: posting regularly & engaging groups Influencer: influencing others via social media

If contributor or listener, reach out via email and social → How do your prospects prefer to be engaged online?

Email only Outreach.io

Email & Social Salesloft cadence

What X­factor can you use to qualify prospects & leads?

Technology investments (sales tools, marketing tools etc) Datanyze Ghostery Discover.org

Other

Workshop II: Messaging & Role Plays Key Takeaways: An analysis of your technology needs and an understanding of the technology needed to streamline and optimize based on your individual needs. Overview Who are you targeting? Role, Seniority, Educational Background ______________________________________________________________ What is their goal? ______________________________________________________________ What is their pain? ______________________________________________________________ How do you solve for that pain? ______________________________________________________________ What is the goal of your email? Call 1? ______________________________________________________________ Subject Line A: ______________________________________________________________ B: ______________________________________________________________ Sample Body A:

____________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ B: ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________ ______________________________________________________________