2. Combination: ____________
What Xfactor can you use to qualify prospects & leads?
❏ Technology investments (sales tools, marketing tools etc)
❏ Hiring (recent hires or currently hiring...)
Part II: Solutions
How many leads are you reaching out to on a monthly basis?
❏ < 10,000
❏ Spiderbook (high quality, low volume prospecting)
❏ Salesloft
❏ Zoominfo
❏ > 10,000
❏ Salesloft
❏ Zoominfo
What stage are the companies that you’re selling to?
❏ Startup (1 250 employees)
❏ Salesloft (w/ free search: LinkedIn, Crunchbase, Angellist)
❏ Enterprise (250+ employees)
❏ Zoominfo*
❏ Salesloft
❏ Spiderbook
How would you describe your prospects’ online community presence?
❏ Dinosaur: they probably don’t have a twitter, and if they have a
LinkedIn they rarely login
❏ Listener: following influencers; using Twitter & LinkedIn to stay current
❏ Contributor: posting regularly & engaging groups
❏ Influencer: influencing others via social media
If contributor or listener, reach out via email and social →
How do your prospects prefer to be engaged online?
❏ Email only
❏ Outreach.io
❏ Email & Social
❏ Salesloft cadence
What Xfactor can you use to qualify prospects & leads?
3. ❏ Technology investments (sales tools, marketing tools etc)
❏ Datanyze
❏ Ghostery
❏ Discover.org
❏ Other
Workshop II: Messaging & Role Plays
Key Takeaways: An analysis of your technology needs and an understanding of the
technology needed to streamline and optimize based on your individual needs.
Overview
Who are you targeting? Role, Seniority, Educational Background
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What is their goal?
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What is their pain?
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How do you solve for that pain?
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What is the goal of your email? Call 1?
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Subject Line
A:
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B:
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Sample Body
A: