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Smarter prospecting

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How to identify your ideal customers - your true fans - and build prospecting campaigns that help you generate high probability opportunities

Published in: Sales
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Smarter prospecting

  1. 1. Before the Funnel
  2. 2. TIME CONSUMIN G STICKING WITH IT GETTING HOLD OF PEOPLE
  3. 3. 1. Low activity levels 2. Insufficient endurance in activity 3. Inconsistent follow-ups 4. Not enough time allocated to prospecting OPERATIONAL CHALLENGES 5. Contacting too few prospects 6. Contacting too few people within each prospect 7. Relying on only one or two methods of contact
  4. 4. 1. No pre-qualification process • No SQL definition or qualification criteria 2. Targeting the wrong types of prospects 3. Not tracking meaningful metrics • Conversion rates • Time and # of activites required to convert or disqualify • Mix of activity types STRATEGIC CHALLENGES
  5. 5. Best Practices? Give up too early Same contact method Wrong approach
  6. 6. “The decision from sales, after a series of interactions, that an opportunity with a $ value and a time frame exists” SALES QUALIFIED LEAD (SQL)
  7. 7. HIT AND MISS Prospect to opportunity conversion rate? # of prospects to contact each week/month? Time and activity levels required to qualify one prospect? Best activity mix?
  8. 8. ...OPPORTUNITY?
  9. 9. PROSPECTING & QUALIFICATION
  10. 10. WHAT’S IN A CAMPAIGN? Touch points Supporting tools 1 INTRO EMAIL 2PHONE CALL 3 LINKEDIN INTRO 4FOLLOW TWITTER 6TWITTER IM 7 LINKEDIN INMAILS 8PHONE CALL 9 ETC... 5 EMAIL NEW CONTACT  Templates  Copy that can be personalized  Call scripts  Company and Contacts?  Templates  Links to share?  Statistics and insights to highlight?  Call scripts
  11. 11. Fredrik Jonsson Chief Content Officer email fredrik@membrain.com twitter @fredrikmembrain website www.membrain.com +46 (0) 768-35 12 93

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