Tawheed Kader (CEO, ToutApp) - The 5x5: Personalizing Relationships at Scale

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Tawheed Kader (CEO, ToutApp) - The 5x5: Personalizing Relationships at Scale

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  • Toutapp is super-cool! Have you used ReplyUp.com also along with it? Great tool for friendly follow-up emails straight from your inbox.
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Tawheed Kader (CEO, ToutApp) - The 5x5: Personalizing Relationships at Scale

  1. 1. 5X5 drip campaigns for salespeople
  2. 2. MARKETERS did someone say campaigns?
  3. 3. SALES too analog for campaigns
  4. 4. MARKETERS • Think in terms of “Campaigns” • MultipleTouches • Multiple Channels • Segmentation and Personalization CrowdCrux.com
  5. 5. TRADITIONAL SALES • 1o1 Human Communication • Knocking On Doors • Dialing For Dollars • Lookin’ ForThe Glengarry Leads
  6. 6. AS MARKETING+SALES EVOLVED…
  7. 7. INSIDE SALES CHALLENGES • Less In-Person Contact • IncreasedVolume of Leads, Opptys • Just Can’t Hire “Bodies” Fast Enough
  8. 8. INCREASEDVOLUME • Inbound Leads • SDR Generated Opportunities • Recurring Business
  9. 9. HOW DOYOU SCALE?
  10. 10. HOW NOTTO DO IT • Don’t just add bodies • Don’t do it manually • Don’t do it by gut
  11. 11. 5X5 salespeople becoming mini-marketers
  12. 12. 5X5 CAMPAIGNS • 5 Pre-PlannedTemplates • 5 Days/Weeks/Months Apart • MultipleTouches At Scale • Multiple Channels
  13. 13. WE USE 5X5 FOR • Prospecting and Sales Development • Handling Newly Assigned Leads • Nurturing During the Deal Process • Post Sale Follow-Ups • Driving Renewals
  14. 14. STRATEGICTOUCHES 1. IntroduceYourself 2. ProvideValue 3. Offer Help 4. Engage for Feedback 5. “The Ask”
  15. 15. Introduce ProvideValue ProvideValue Engage For Feedback “The Ask”
  16. 16. ?✓Read tracking ✓Click tracking ✓Presentations tracking ✓Reply tracking Website ClicksReads Presentation Forwards Replies Badass
 Tracking:
  17. 17. TO RECAP, USE 5X5 FOR • Prospecting and Sales Development • Handling Newly Assigned Leads • Nurturing During the Deal Process • Post Sale Follow-Ups • Driving Renewals
  18. 18. BEST PRACTICES • Automate when possible • {{Personalize}} as much as possible • Use Engagement Data to drive next steps • Constantly iterate and test new messaging
  19. 19. BEST PRACTICES • Use LinkedIn to Research • Check Glassdoor for Employee Reviews • Check Indeed for Jobs/Hiring • Read their Blog
  20. 20. WITHTHE 5X5 METHOD • Each of your Reps can scale • Drive consistency in your messaging • Accelerate your overall process
  21. 21. DON’T GET LAZY You’re In Sales.

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