The Structure of Success: Onboarding, Prospecting and Managing
•Download as PPTX, PDF•
0 likes•277 views
John Barrows; CEO, J Barrows, & Morgan Ingram; Director, J Barrows, speaking at The 2018 Sales Development Conference at the Ritz-Carlton San Francisco.
Recommended
Recommended
More Related Content
Similar to The Structure of Success: Onboarding, Prospecting and Managing
Similar to The Structure of Success: Onboarding, Prospecting and Managing (20)
More from Tenbound
More from Tenbound (20)
Recently uploaded
Recently uploaded (20)
The Structure of Success: Onboarding, Prospecting and Managing
- 1. JOHN BARROWS @JOHNMBARROWS MORGAN J. INGRAM @MORGANJINGRAM www.jbarrows.com The Structure of Success Onboarding, Prospecting and Managing
- 2. JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 4. 4 Ideal Customer Profile (ICP) SaaS/Tech SDR/BDR/AE Model ACV = +$20k Rapid growth/hiring Inflection point Moving upmarket – MM, ENT JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 5. 5 Personas JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 6. 6 Personas JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 7. 7 Triggers Promotion – SDR Manager Expansion/growth/hiring Linkedin description Social media presence/engagement (company) Social media presence/engagement (reps) New product launch Events
- 8. 8 Triggers Priorities Messaging Matrix JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 9. 9
- 10. 10 Messaging Matrix JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 11. 11 E-mail & Phone Structure JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 12. 12JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 13. 13 Contact Strategy JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 14. 14JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18
- 15. 15© j.barrows LLCSTRUCTURE Structure versus scripts Engage in the process Target your audience Less is more Apply, Track, Test, Evolve
- 16. JOHN BARROWS @JOHNMBARROWS MORGAN J. INGRAM @MORGANJINGRAM www.jbarrows.com THANK YOU
Editor's Notes
- Review what the class just learned…. Transition – lets see what does work
- 9:30 – 10:30 Corresponds to page 45 in Playbook Before you get going: Split the class in to teams of four. If you are having them move around be sure that they are sitting as teams before you get going WHITEBOARD a list of words that best describe your company that the class thinks up…these are your anchor words By team, each person has two votes and can vote for their favorite anchor words. Don’t let them linger some may. Once this is complete, you’ll have a list of most popular anchors words. Assign these to each team. Rules: No team can use another team’s anchor word The use of your company name is forbidden The use of the word “help” is forbidden Facilitate – you’ll need to make a few passes to make sure they are on the right track Its important to give a few examples (Sybase and two from us) 10:30 Break – after break…go around the room and have them deliver and comment on each others’ Elevator Pitches
- After WHITEBOARD you can bring up this list as examples of where you can find new sources of leads At this point you should be around noon (lunch) – good time for a break Transition – when we get back from lunch we will be creating these powerful WYWYN email’s and will even be getting responses in class
- After asking them to fill out their own list bring up bulleted list here.
- After WHITEBOARD you can bring up this list as examples of where you can find new sources of leads At this point you should be around noon (lunch) – good time for a break Transition – when we get back from lunch we will be creating these powerful WYWYN email’s and will even be getting responses in class
- After asking them to fill out their own list bring up bulleted list here.
- After WHITEBOARD you can bring up this list as examples of where you can find new sources of leads At this point you should be around noon (lunch) – good time for a break Transition – when we get back from lunch we will be creating these powerful WYWYN email’s and will even be getting responses in class
- BRING UP SLIDE -- Does anyone read Sales & Marketing Magazine? SMM did a year long study on the number of cold calls it takes to get a deal going. This is across all industries over 30 days. They found that only 48% make that first call what does that tell you? – over half rep’s are not doing their job! 3) Move down each bullet -- How are the numbers looking? – BAD If you had your hand up over 4 touches/month (all you stalkers out there ;)….congratulations, you are in the top 3% of all sales people CONCLUSION – need to make 5 unique touches in 30/days It takes persistence and resilience Note: some people might challenge this Highlight ‘unique touches’ If you call them with the same message then it becomes stalking
- BRING UP SLIDE -- Does anyone read Sales & Marketing Magazine? SMM did a year long study on the number of cold calls it takes to get a deal going. This is across all industries over 30 days. They found that only 48% make that first call what does that tell you? – over half rep’s are not doing their job! 3) Move down each bullet -- How are the numbers looking? – BAD If you had your hand up over 4 touches/month (all you stalkers out there ;)….congratulations, you are in the top 3% of all sales people CONCLUSION – need to make 5 unique touches in 30/days It takes persistence and resilience Note: some people might challenge this Highlight ‘unique touches’ If you call them with the same message then it becomes stalking
- Review what the class just learned…. Transition – lets see what does work