Whether it's been in product marketing, competitive intelligence, or sales enablement I always love working with sellers. If that's you and you want to learn how others are having success hit the subscribe button. And as am added bonus I'll even throw in a joke or too along the way. ~Mike
Twelve Steps to Driving Consistent Prospecting
PROSPECTING.
If you work in sales or with sales, you know prospecting is critical to building your pipeline.
BUT
The real challenge comes with consistency. Are you just sending individual emails sporadically and looking to identify the new shiny silver bullet to use next? That’s where you’ll run into issues.
One of the sales trainers I’ve worked with, John Barrows, preaches this all the time, and he went one step further when he shared how he (as a CEO!?!?!) holds himself accountable to keep prospecting. Check it out and see the notes broken out below.
Here are the steps he follows:
- Know your Equation - how much activity (calls, emails. etc.) leads to the numbers you need to hit
- Block time - 30 minutes a day to research one account per day
- Take Notes - John uses a Google sheet, but Word or any other Notepad works fine too
- Find a company - Just one not a few, remember focus is the key
- Find target Ideal Customer Profile - In your target company. He did it using LinkedIn
- Research - He did it using a combo of LinkedIn and Owler to find people and news
- Identify reasons to reach out - Skim the articles for ‘reasons to reach out’
- Store your notes - Throw into Google Doc with multiple different triggers
- Create an email - Based on one of the triggers you just identify
- Hit send - Send out the first email
- Schedule - Set up an invite for your next touchpoint with the link to the Google Doc
- Rinse, repeat, and build that pipeline
| See more content from John & JBSales Here |
~Mike
PS - John 100% practices what he preaches, as I’ve taken training with John and used the corresponding Messaging Matrix - so how do you hold yourself accountable? Let me know
Not Quite Sales - Learn, Laugh, Sell.
Whether it's been in product marketing, competitive intelligence, or sales enablement I always love working with sellers. If that's you and you want to learn how others are having success hit the subscribe button. And as am added bonus I'll even throw in a joke or too along the way. ~Mike
Since I ended last week with a bit of a laugh at Marketing, I thought it was only fair to start off this week’s Learn email with something I’ve learned from marketing. COPYWRITING It’s essential for engaging prospects/customers and more importantly, getting people to keep reading to the most important part of your message… the next line. Everyone knows what bad looks like. (If you don’t take a look at your SPAM folder and you’ll find a bunch of examples) But examples of good writing can be a...
You know how sometimes something is so true that you have to laugh (otherwise you’ll cry) Well THIS is one of those cases - especially if you work in software company. Ross Pomerantz (aka – Corporate Bro) and Austin Nasso (Co-Founder of Socially Inept: Tech Roast Show) depict the struggle perfectly. I don’t want to spoil the ending but they find common ground... Who wins? You vote Make sure to check out 👇 Corporate Bro and Socially Inept 👇 if you want to keep the laughs going ~Mike Want more...
It's FRIDAY More specifically the Friday before Labor Day and if you're in the US that means. It's time for FOOTBALL!!! 🏈🏈🏈 So this meme from Sales Humor seemed particularly relevant. It made me laugh and also made me think...DAMN, which one of these coaches am I?!?! Or more importantly which one are you 😉? Happy Labor Day Weekend! How can you not choose the guy holding the fire emoji with Superman!?!? See More from Sales Humor on LinkedIn