data.com connect presents: chris morra - polite persistence: the art of follow-up
TRANSCRIPT
#2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers
#2015ConnectCon @connectmembers facebook.com/connectmembers
Polite Persistence: The Art of Follow Up
Chris Morra Business Development Expert [email protected]
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Agenda
• Intro • Following Up
• Cold Calling
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Persistence is a Game
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Inbound
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Rapid Response is Critical
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Over 30% of leads are never called
The Impact of Persistence
Lead Study
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You must be “politely persistent” in your follow-up
Email & Phone
Call
Email & Phone
Call
Email & Phone
Call
Email & Phone
Call
Email & Phone
Call Marketing Nurture
Day 1 Day 3 Day 5 Day 12 Day 19 Day 26+
- Thank you for your interest - Initial point of contact to understand your business - Attempt to arrange call
- Voicemail follow-up
- When should we connect for a call?
- Voicemail follow-up
- What is a convenient time to discuss possible cost effective ways to utilize our service?
- Voicemail follow-up
- Provide a specific time for a call - Unsure if we can do business; would like to discuss if our service is in-line with your business needs.
- Voicemail follow-up
- Are you still evaluating? - Don’t want to disturb you or fill up your inbox unnecessarily
- Voicemail follow-up
- Assume that you are no longer evaluating our services - If still interested, let me know
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DAILY WEEKLY MONTHLY
60 Calls per Day / 20 Connects
$ Pipeline Created $ Pipeline Accepted
1h30 Talk time # Opportunities Created $ Revenue from Opportunities
$ Pipeline Created $ Pipeline Advanced Sell the Dream
# Opportunities Created
Daily Rigor: Sales KPI’s
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Dashboards to drive daily Rigor
Dashboard to measure: - Daily Activities - Pipeline Created - Number of Opps - Pipeline Closed - Mix of Editions - Outbound Effort - Etc…
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Outbound
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When is the Best Time to Call?
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Building a Prospecting Strategy & Have a Plan
Weekly Strategy Calls
ü Brief Update ü Strategy for the next week, Ex: 2 Target accounts (1 install, 1 cold), 1 product line, 1 industry per week ü Discuss EBR pipeline and opps you are expecting for this month ü Next steps for both you and your AE
Install base:
ü White space report ü Ask AE: Who’s your champion? Would you mind if I introduce myself as an extension of your team? Who’s the AE engaged with? ü Where/how does your AE want to grow the account (Products? Divisions?)
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Partnership at its BEST
Develop a Strategy
ü Share territory and account plans
ü Use resources to guide strategy (White Space reports, Top Targets)
ü Agree on a tactical game plan for each tier of accounts
Execute a Targeted Approach ü Prioritize target accounts on a weekly basis
ü Leverage social prospecting and develop targeted industry specific communications
ü Target specific use cases, user groups, divisions, etc
Communicate & have joint accountability ü Weekly session to update strategy & review progress
ü Provide feedback/coaching after discovery calls
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Prospecting @ salesforce.com 1) Assess all existing Pipe. 2) Determine install base customers you can work
a. Contact; Sales, Customer service ,IT & Marketing
b. Understand growth plans
c. IT backlog
d. Social drive
3) Revitalize existing stalled SR Opptys/ Leads
a. Contact; Sales, Customer service ,IT & Marketing
b. Understand growth plans
c. IT backlog
d. Social drive
4) Dead opportunities
a. Contact; Sales, Customer service ,IT & Marketing
b. Understand growth plans
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Summary
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Thank You Thank You
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