how to generate, capture and follow-up with more leads in less time
TRANSCRIPT
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How to Generate, Capture and Follow-up With More Leads In Less Time
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Table of Contents1. Introducing Brandon from PersistIQ
3a. How to Generate More Leads
4b. 3 Biggest Challenges of Outbound Sales
9c. 5 Steps to the Perfect Outbound Campaign
13
2. Introducing Roxana from Front22
a. How to Capturing and Follow-Up with Leads23
b. Make Sure No Leads Fall Through The Cracks24
c. Accelerate Lead Conversion 26
d. Reach Out to More Leads in Less Time29
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Brandon RedlingerGrowth Marketing
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How to Generate More Leads
1. Manual prospecting
2. 3rd party sources
3. Outsourcing
4. Get creative!
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1. Manual Prospecting
• Speed matters
• Quality or quantity?
• Know your business economics
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2. 3rd Party Sources
data.com
Sales Intelligence Lead Sourcing
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3. Outsourcing
A. Create a process
B. Hire and evaluate freelancers
C. Verify data
D. Review performance
E. Rise and repeat!
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4. Get Creative
1. Join associations
2. Sponsor events
3. Scrape the web
4. Work with your marketing team
5. And more...
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The 3 Biggest Challenges of Outbound Sales
1. Balancing automation
& personalization
2. Using the right tech
3. Following up correctly
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What should be done by a human?
What should be automated?
1. Balancing Automation & Personalization
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2. Using the Right Technologies
• Marketing automation is different than sales automation!
• Dead giveaways that you’re using automation
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3. Follow Up Correctly
• Number of touchpoints
• Time between touchpoints
• Reason for following up
• Channel Diversity
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5 Steps to Executing the Perfect Sales Prospecting Campaign
1. Create your email templates
2. Set up your campaigns
3. Add your leads
4. Launch your campaign
5. Analyze and adjust
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• Keep it short
• Open strong
• Offer a compelling value proposition
• Include a call to action
• Sound like a real person
1.Create Your Email Templates
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[Subject line:] [Your Company] <> [Prospect’s Company]
Hi [first name],
I saw on LinkedIn that we’re connected through [common connection].
[Write one sentence about why that connection is relevant].
Given your position, I think you may be interested in what my company does. [Give your one to two sentence value proposition].
What does your schedule look like in the next few days? I’d love to jump on a quick call and see if it’s something that would be useful for you.
Thanks! [your name]
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Reason for Following Up
• Re-emphasize business value
• Offer insights
• Educate
• Share news
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[Subject line:] Quick question about [pain/problem you solve]
Hey [first name],
Are you still interested in [your solution]?
Cheers,
[your name]
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• Different campaigns for different segments of your list
• A/B test your campaigns
2. Set Up Your Campaigns
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Make sure you don’t have duplicates or the same leads in different campaigns!
3. Add Your Leads
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• Review
• Make sure you don’t have any missing variables
• Send!
4. Launch Your Campaign
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• Analyze and adjust
5. Analyze and adjust.
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Roxana SiuHead of
Marketing
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Want to successfully capture leads?
You've got 5 minutes!
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Make sure no leads fall through the cracks
Keep all leads in one place, even if you receive them through multiple channels
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Make sure no leads fall through the cracks
Quickly dispatch incoming leads• Create accountability
• Clearly indicate who should take next steps
• Reassign leads if a Sales Rep is unavailable
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Accelerate lead conversion
Create a good first impression
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Accelerate lead conversion
Circle back with qualified leads in a timely manner
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Accelerate lead conversion
Provide the right answer, faster
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Reach out to more leads in less time
See the whole picture
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Reach out to more leads in less time
Quickly reply to FAQs
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Questions?
Roxana SiuRoxana@FrontAp
p
Brandon RedlingerBrandon@PersistI
Q
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Get In Touch With PersistIQ!
Follow us @PersistIQ
LinkedIn.com/company/PersistIQ
PersistIQ.com/demo
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Get In Touch With Front!
Follow us @FrontApp
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