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BY: SYED ASAD
Sales Workshop
BACKGROUND
Who the hell am I?
What will you learn?
Outbound Sales process Sources of Lead generation Outbound email sequence How to follow up with leads
Question Time?
What is a prospect?
Question Time?
Contacts who fit company’s buyer personas, but have not expressed interest.- Syed
Question Time?
What is Lead Generation?
Lead generation
Finding and reaching out to people who would in some way, shape, or form be interested in your company’s product or service. - Syed
Outbound Sales Process
Preparation(lead gen)
Sales Process
Define Ideal Client
Search for leads
Create a list
Send cold email – follow upInteract with the lead
Qualify the lead
Demo(Optional)
Create an Opportunity
CLOSED WON/LOST
Lead generation
5 emails sent in total to each lead
Cold email (first contact) Follow up – after 48 hours of the first
email Follow up – after 72 hours of the 2nd
emailFollow up – After 48 hours of the 3rd
email Follow up – After 72 hours of the 4th
Email Bible
Short and Sweet Specific Clear call to Action Neatly Presented Not longer than 2 scrolls on a smartphone Always, Always follow up in the same
thread Visualize the Email
Your email signature
If you’re anything like me, you send hundreds of emails every week. To get the most out of these emails, consider linking back to your site or landing page in your signature…
Sales
Account Executives
Closers
Customer Success Management
Farmers
Qualifiedopportunitie
s
Inbound Leads(SEO, Webinars)
OutboundEmail Prospecting
Hire character. Train skill.- Peter Schulz, Porsche
Sales Development
Qualifiers
New Clients
Pipeline - Industry standard
- Syed Asad, UsabilityTools
Sales Prospects vs Sales SuspectsBANT vs CHAMP
Prospects Leads Opportunities Closed WON
10 deals40 opptys160 leads640 prospects
Average lead to deal conversion time
Industry standard -84 days*
vs UsabilityTools - 39 days
*Salesforce.com
Average outbound qualified lead to deal conversion
Industry standard -9%* vs
UsabilityTools - 24%
*Salesforce.com
Outbound lead Sources Data.com Data Miner/Web Scraper LinkedIn Premium Builtwith* Quora Inside View Datanyze
*Very underrated tool
Exercise Time
Sell me this Pen
Excercise
Lesson: until you have determined the real need, you can't expect to
sell anything successfully.
How to qualify a lead?
Good old fashioned phone call
The human voice can do miraculous things…
Take a look at the movie “Her”- Syed Asad
Qualification
• BANT (budget, authority, need and timing)
• Decision maker/s• Decision making process• Does She/he fit your customer
profile• Is She/he in talks with
competitors
Be Lenient on BANT*
*Tweak the questions based on the prospect’s enquiry
If you’re going to call leads, do your research so you know who you are calling, what they are looking for and how you can help.
Sales & Marketing
It’s not ABC, it’s ABQ - Always Be Qualifying*
*Don’t over qualify - an overqualified lead might not be an opportunity at all.
Outbound
Send.Qualify.Close.Repeat.
Let’s try again – Exercise time
Divide yourselves in the pairs of 2
Objections
Prospect’s objections are roadblocks, not dead ends...
Everyone loses deals, it’s what you learn from it that
counts.
Occupational Hazard
Question time?
What is a CRM?
CRM
How you gather, manage and use information will determine whether you win or lose.
- Bill Gates
Follow up like a CHAMP!Never.Ever.Stop!
*Almost 50% sales reps never follow up with a prospect
It is not your prospect’s job to remember you. It is your
obligation and responsibility to make sure they don’t have a
chance to forget you.- Patricia Fripp
Follow up
I once followed up 21 times with a lead over the space of 6 months
Follow up
Result?
Follow up
$24,000
*80% of all sales are made on the 12th – 19th contact.
Sales is a number’s game!
Most important action in Sales?
Stay Motivated, Be Consistent & Never give up!
Do or do not. There is no try.
Question
Who wants to work for UsabilityTools?
