There's no one magic formula for outbound sales success, but there are 4 key factors that will dramatically increase your chances of getting replies. Take each into consideration when crafting your outbound sales campaign and track your results. Use our proven email templates for even better results. Good luck, and happy closing! ----------- This presentation was brought to you by PersistIQ Our software empowers sales reps to easily create personalized outbound campaigns at scale. Move faster and sell smarter than ever before. Try PersistIQ for free at www.PersistIQ.com

1. 4 Critical Factors to Sales Follow-Up
Campaign Success
@PersistIQ

2. 1. The 4 Critical Factors………………………………………………….. 5
2. Number of Touchpoints……………………………………………….. 6
3. Channel Diversity………………………………………………………. 8
4. Time Between Touches……………………………………………….. 11
5. Content of Touchpoints………………………………………………… 16
6. Re-emphasize Business Value………………………………………...17
7. Offer New Insights…………………………………………………….. 19
8. Educate…………………………………………………………………..21
9. Share News……………………………………………………………..23
10. Putting it All Together………………………………………………… 25
1. The 4 Critical Factors…………………………………………………..
2. Number of Touchpoints………………………………………………..
3. Channel Diversity……………………………………………………….
4. Time Between Touches………………………………………………..
5. Content of Touchpoints…………………………………………………
6. Re-emphasize Business Value………………………………………..
7. Offer New Insights……………………………………………………...
8. Educate………………………………………………………………….
9. Share News……………………………………………………………..
10. Putting it All Together…………………………………………………..
@PersistIQ
Table of Contents

3. There is no one magic formula for
outbound sales success.
Yet sales professionals are in a constant
search for an elixir.
@PersistIQ
Sorry, but...

4. @PersistIQ
There are numerous resources out there for
creating an ideal client profile. Posts have been
written about lead gen. There are 100s of email
templates and subject lines.
That’s all great, but how does this all tie together
in a broader outbound sales strategy?
Strategy?

5. @PersistIQ
When creating your outbound strategy, you need to
take into account 4 considerations:
1. Number of touchpoints
2. Channel Diversity
3. Time between touchpoints
4. Content of touchpoints
The 4 Critical Factors

6. @PersistIQ
While there’s no golden rule and you should find
what works best for you, the general consensus
among experts is 7 or more touches.
1) Number of Touches

7. @PersistIQ
(Click to Tweet)
Here’s the one thing we know works
for outbound sales:
Persistence!

8. @PersistIQ
Email isn’t the only way to follow up. Pairing
email with phone calls and social media
outreach is usually a winning strategy.
2) Channel Diversity

9. Favorite a prospect’s tweet and then
following them an hour later. If/when they
follow you back, tweet a message at them
(don’t use Twitter direct message, no one
reads those anymore).
@PersistIQ
For Example, on Twitter...

10. Comment on a post your prospect has
written. Like or share an update. Jump
into a conversation your prospect is
having in a group discussion, then reach
out for the connection with a personalized
message.
@PersistIQ
For Example, on LinkedIn...

11. I recommend being a little more persistent early
on, then tapering off if the buyer hasn’t
responded. We’ve seen great results sending
the second touch a day or even 12 hours after
the first.
@PersistIQ
3) Time Between Touchpoints

12. Forget about those reports and articles about
“the best day to send emails.”
They always change. One authority comes out
saying Wednesdays at 3pm is best. Then
everyone start sending at that time.
Guess which day is now a terrible time to send
an email?
@PersistIQ

13. Day 1: Call and email
Day 2: Email and Twitter
Day 3: Twitter
Day 5: Email and LinkedIn
Day 7: Email
Day 10: Call and email
Day 17: Email and Twitter
Day 21: LinkedIn and blog post
Day 28: Call and email
@PersistIQ
Example Campaign:

14. The content of your email is largely going to
determine if you come across as an annoying
pest or a persistent businessperson.
Starting each successive touch with “just
checking in” or “just following up” gets old fast.
@PersistIQ
4) Content of the Touchpoint

15. @PersistIQ
(Click to Tweet)
To get replies: Don’t be boring. Have
personality. Add value.

16. @PersistIQ
1. Reemphasize business value
2. Offer insights
3. Educate
4. Share news
Ideas for Follow-up Email Content

17. It’s all about what you can do for the
prospect.
Find a way to show them value. Talk to their
pain points.
@PersistIQ
Re-emphasize Business Value

18. Hi {{first name}},
I'd love to have a conversation with you about how we might be able to exceed your 2016 goals,
like we did for other companies in {{industry}} in 2015. We can help you:
{{Benefit 1}}
{{Benefit 2}}
{{Benefit 3}}
Do you have 10 or 15 minutes at the beginning of next week?
Thanks,
{{your name}}
@PersistIQ
Example Template

19. Again, make it about them and their
benefits.
It could be sharing a different way to
approach their problems or a novel idea
for how they can reach goals.
@PersistIQ
Offer New Insights

20. Hey {{first name}},
I know many companies like yours are constantly challenged with
{{problem}}.
I was reading a blog about {{topic}} and it got me thinking. Have you ever
thought about {{solution}}?
Do you have 10 minute next week? I’d love to share my thoughts with you.
Cheers,
{{your name}}
@PersistIQ
Example Template

21. Don’t pitch in your follow ups.
Instead, offer a piece of valuable
content, whether it’s a whitepaper,
ebook, webinar recording, case study,
etc.
@PersistIQ
Educate

22. @PersistIQ
Example Template
Hey {{first name}},
I know many companies like yours are constantly challenged with {{problem}}.
We just published a blog about {{blog title}} and I thought you’d find it helpful.
Would love to discuss it with you. Do you have time this Wednesday?
Thanks,
{{your name}}

23. Why do you think social media is so
addictive?
People want to stay up on news. They
don’t want to miss out on anything.
Relevant news is a great way to grab
attention and offer value.
@PersistIQ
Share News

24. Hi {{first name}},
Did you hear the latest news about {{hot topic in your industry}}?
{{give a interesting/surprising stat}}.
Did you know {{your company}} can help with this? Let’s jump on a
quick call and I’ll explain. Do you have time Tuesday morning?
Thanks,
{{your name}}
@PersistIQ
Example Template

25. Now that we have all the pieces of a
successful outbound sales strategy, it’s
time to start executing.
@PersistIQ
Putting it All Together
1. Decide on a number of touchpoints
2. Vary the medium
3. Assign a schedule
4. Create good content

26. The platform you choose should let you
customize your campaigned based on each of
the 4 factors above.
Don’t skimp and don’t compromise here.
@PersistIQ
The 4 Critical Factors

27. @PersistIQ
(Click to Tweet)
Choosing the technology for the
job will save you time, money
and energy.

28. How to Build the Perfect Sales Stack
How Sales Reps Can Get to Yes Despite the
Constant Barrage of No’s
4 Simple Steps to Find the Decision Maker in
Any Company
@PersistIQ
More Resources

29. @PersistIQ
PersistIQ
Want to see how PersistIQ can
help you be more effective with
outbound sales?
Let us show you!
PersistIQ.com/demo
#MeasuringSalesMetrics @PersistIQ