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Data.com Connect Presents: Chris Morra - Polite Persistence: The Art of Follow-up

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Data.com Connect Presents: Chris Morra - Polite Persistence: The Art of Follow-up

  1. 1. #2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers
  2. 2. #2015ConnectCon @connectmembers facebook.com/connectmembers Polite Persistence: The Art of Follow Up Chris Morra Business Development Expert cmorra@salesforce.com
  3. 3. #2015ConnectCon @connectmembers facebook.com/connectmembers Agenda •  Intro •  Following Up •  Cold Calling 3
  4. 4. #2015ConnectCon @connectmembers facebook.com/connectmembers Persistence is a Game 4
  5. 5. #2015ConnectCon @connectmembers facebook.com/connectmembers 5 Inbound
  6. 6. #2015ConnectCon @connectmembers facebook.com/connectmembers Rapid Response is Critical 6
  7. 7. #2015ConnectCon @connectmembers facebook.com/connectmembers Over 30% of leads are never called The Impact of Persistence Lead Study 7
  8. 8. #2015ConnectCon @connectmembers facebook.com/connectmembers You must be “politely persistent” in your follow-up Email & Phone Call Email & Phone Call Email & Phone Call Email & Phone Call Email & Phone Call Marketing Nurture Day 1 Day 3 Day 5 Day 12 Day 19 Day 26+ - Thank you for your interest - Initial point of contact to understand your business - Attempt to arrange call - Voicemail follow-up - When should we connect for a call? - Voicemail follow-up - What is a convenient time to discuss possible cost effective ways to utilize our service? - Voicemail follow- up - Provide a specific time for a call - Unsure if we can do business; would like to discuss if our service is in- line with your business needs. - Voicemail follow- up - Are you still evaluating? - Don’t want to disturb you or fill up your inbox unnecessarily - Voicemail follow-up - Assume that you are no longer evaluating our services - If still interested, let me know 8
  9. 9. #2015ConnectCon @connectmembers facebook.com/connectmembers DAILY WEEKLY MONTHLY 60 Calls per Day / 20 Connects $ Pipeline Created $ Pipeline Accepted 1h30 Talk time # Opportunities Created $ Revenue from Opportunities $ Pipeline Created $ Pipeline Advanced Sell the Dream # Opportunities Created Daily Rigor: Sales KPI’s 9
  10. 10. #2015ConnectCon @connectmembers facebook.com/connectmembers Dashboards to drive daily Rigor Dashboard to measure: -  Daily Activities -  Pipeline Created -  Number of Opps -  Pipeline Closed -  Mix of Editions -  Outbound Effort -  Etc… 10
  11. 11. #2015ConnectCon @connectmembers facebook.com/connectmembers 11 Outbound
  12. 12. #2015ConnectCon @connectmembers facebook.com/connectmembers When is the Best Time to Call? 12
  13. 13. #2015ConnectCon @connectmembers facebook.com/connectmembers Building a Prospecting Strategy & Have a Plan   Weekly Strategy Calls ü Brief Update ü Strategy for the next week, Ex: 2 Target accounts (1 install, 1 cold), 1 product line, 1 industry per week ü Discuss EBR pipeline and opps you are expecting for this month ü Next steps for both you and your AE Install base: ü White space report ü Ask AE: Who’s your champion? Would you mind if I introduce myself as an extension of your team? Who’s the AE engaged with? ü Where/how does your AE want to grow the account (Products? Divisions?)     13
  14. 14. #2015ConnectCon @connectmembers facebook.com/connectmembers Partnership at its BEST Develop a Strategy ü Share territory and account plans ü Use resources to guide strategy (White Space reports, Top Targets) ü Agree on a tactical game plan for each tier of accounts Execute a Targeted Approach ü Prioritize target accounts on a weekly basis ü Leverage social prospecting and develop targeted industry specific communications ü Target specific use cases, user groups, divisions, etc Communicate & have joint accountability ü Weekly session to update strategy & review progress ü Provide feedback/coaching after discovery calls 14
  15. 15. #2015ConnectCon @connectmembers facebook.com/connectmembers Prospecting @ salesforce.com 1)  Assess all existing Pipe. 2)  Determine install base customers you can work a.  Contact; Sales, Customer service ,IT & Marketing b.  Understand growth plans c.  IT backlog d.  Social drive 3)  Revitalize existing stalled SR Opptys/ Leads a.  Contact; Sales, Customer service ,IT & Marketing b.  Understand growth plans c.  IT backlog d.  Social drive 4)  Dead opportunities a.  Contact; Sales, Customer service ,IT & Marketing b.  Understand growth plans 15
  16. 16. #2015ConnectCon @connectmembers facebook.com/connectmembers Summary 16
  17. 17. #2015ConnectCon @connectmembers facebook.com/connectmembers Thank YouThank You 17

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