What You'll Learn: -How to build an effective drip campaign that converts -How to warm up your accounts -How to set triggers -How to close the loop Visit SalesHacker.com for more actionable and educational sales content.

1. Sales Ops for B2B businesses:
How we generate $35,000 qualified opportunities
per day per sales rep

2. JACLYN KLEIN
Growlabs.com -Co-Founder, Head of Product
‣ All-in-One B2B Sales Automation and Lead Generation
‣ 320M Prospects across 7.8M Companies
Cooper - Growth and Brand Strategy (2014 - 2016)
‣ Worked with Cooper U, the professional development arm
‣ Promoted design education
‣ Built partnerships with influential instructors (Nir Eyal etc.)
Universe – Product Marketing and Growth (2011-2014)
‣ First employee, team grew to 14 by time I left
‣ BD strategy led to 32k event organizers in 600 cities
‣ 800% YoY Sales growth
‣ Acquired by Live Nation in 2015
Product Design Consultant (2016 - 2017)
‣ Product design and product strategy for various startups in the Bay Area

3. HOW TO OPTIMIZE YOUR SALES PROCESS
PROSPECTING
WARMING UP LEADS
INITIAL CONTACT
CLOSING
- Segment your market
- Identify your ideal customer profile
- Find decision makers for each ICP
- Multi-channel campaigns: Email, Ads, Calls, LinkedIn
- Dynamic Triggers
- Needs assessment
- Demo
- Materials
- Manage objections
- Negotiate

4. DEFINE YOUR SALES PROCESS
WHY?

5. DEFINE YOUR SALES PROCESS
IMPROVE YOUR EFFICIENCY
A lot of sales peoples time is wasted on low-value
activities or deals that will never close. A great process
will help you focus on impactful activities and help you
recognize high-value leads early.

6. DEFINE YOUR SALES PROCESS
CLOSE BIGGER DEALS
Once you understand your process and how your clients
purchase, you can put in place the structure to close
bigger deals

7. DEFINE YOUR SALES PROCESS
HIGHER CONVERSION
By understanding which steps of the process works,
which steps leads get stuck on, you can improve
conversion rate. Higher conversion rate means increased
sales

8. HOW TO OPTIMIZE YOUR SALES PROCESS
PROSPECTING
WARMING UP LEADS
INITIAL CONTACT
CLOSING
- Segment your market
- Identify your ideal customer profile
- Find decision makers for each ICP
- Multi-channel campaigns: Email, Ads, Calls, LinkedIn
- Dynamic Triggers
- Needs assessment
- Demo
- Materials
- Manage objections
- Negotiate

9. EXAMPLE: MARKET SEGMENTATION

10. EXAMPLE: ICP – COMPANY LEVEL

11. EXAMPLE: ICP – CONTACT LEVEL

12. HOW TO OPTIMIZE YOUR SALES PROCESS
PROSPECTING
WARMING UP LEADS
INITIAL CONTACT
CLOSING
- Segment your market
- Identify your ideal customer profile
- Find decision makers for each ICP
- Multi-channel campaigns: Email, Ads, Calls, LinkedIn
- Dynamic Triggers
- Needs assessment
- Demo
- Materials
- Manage objections
- Negotiate

13. MULTI-CHANNEL CAMPAIGNS
CRM INTEGRATIONS
FORM INTEGRATIONS
PUSH TO AD PLATFORMS
SEND NOTIFICATIONS
SEND PHYSICAL GOODIES

14. OUTBOUND EMAIL CAMPAIGNS – EMAIL SEQUENCE
For each micro-segment, you’ll want to:
▸ Draft a series of outbound emails
▸ A/B test timing of each email: best time of day / day of week
to send emails
▸ A/B test content of each email

15. OUTBOUND EMAIL SEQUENCE
▸ Outbound email sequences should contain 6 to 8 emails.
▸ On average, it takes 6 touch points to get a response from a cold lead so
don’t give up after 2.

16. OUTBOUND EMAIL SEQUENCE

17. OUTBOUND EMAIL SEQUENCEOUTBOUND EMAIL TIPS
1. Emails should sound as personal as possible. The target prospect you’ll be
emailing should feel like each email was manually crafted for them by a sales rep.
2. Keep them short. Attention spans are extremely short these days. The less
words you use to get your point across, the better.
3. Keep them simple. If someone doesn’t understand what you’re offering, they’ll
just skip and put your email in the trash. Avoid jargon whenever possible.
4. Create FOMO (Fear Of Missing Out). Use language that makes your offering
sound exclusive or intriguing.
5. Build credibility. Don’t make blunt statements (e.g. We’re the best company…).
Try to include relevant data points, client names or case studies.
6. Use your own voice / style. Don’t copy and paste every word from a template.
The more genuine and on-brand you sound, the more likely you’ll get a positive
response.

18. WARM UP ACCOUNTS WITH ADS
Push Domains + Emails of your target contacts to your ad
campaigns and warm them up with customized creative.

19. WARM UP ACCOUNTS WITH ADS
Push Domains + Emails of your target contacts to your ad
campaigns and warm them up with customized creative.
SCREENSHOT OF ADROLL DASHBOARD OR CAMPAIGN SET UP OR ADS?

20. SET UP TRIGGERS BASED ON ENGAGEMENT
Example: If lead opens your email 5 times, send a slack
notification to give them a call

21. HOW TO OPTIMIZE YOUR SALES PROCESS
PROSPECTING
WARMING UP LEADS
INITIAL CONTACT
CLOSING
- Segment your market
- Identify your ideal customer profile
- Find decision makers for each ICP
- Multi-channel campaigns: Email, Ads, Calls, LinkedIn
- Dynamic Triggers
- Needs assessment
- Demo
- Materials
- Manage objections
- Negotiate

22. THE #1 WAY TO CLOSE A DEAL?
LISTEN. LISTEN. LISTEN

23. HOW MANY TIMES DOES A QUALIFIED LEAD GO
DARK ON YOU AFTER YOUR DEMO?

24. LAST WEEK, I JUMPED ON A CALL FOR A PRODUCT
THAT I BELIEVED COULD HELP OUR TEAM’S
EFFICIENCY…
STORY TIME

25. PRIOR TO THE CALL, I DID MY RESEARCH AND I
WAS 50 TO 75% CONVINCED IT WAS THE RIGHT
TOOL

26. RIGHT AWAY, THE SALES REP EXPLAINED HOW
THEIR PRODUCT WORKED AND JUMPED INTO A
DEMO

27. I WAS IMPRESSED WITH THE FUNCTIONALITIES…
IT SEEMED LIKE A VERY POWERFUL TOOL

28. HOWEVER, AFTER WE HANG UP,
I HAD LOST INTEREST

29. WHY?

30. I WANTED
AN EASY SOLUTION
TO SOLVE
1 PAIN POINT

31. INSTEAD, I GOT SOLD ON MANY INTERESTING
AND POWERFUL FEATURES…

32. THE #1 WAY TO CLOSE A DEAL?
LISTEN. LISTEN. LISTEN

33. # OF IRRELEVANT FEATURES LIKELIHOOD TO SELL

34. BY UNDERSTANDING THE PAIN POINTS FIRST,
YOU CAN BECOME A TRUSTED ADVISOR

35. USE THE INSIGHTS THAT YOU’VE LEARNED
DURING DISCOVERY TO CUSTOMIZE YOUR PITCH

36. 3 KEY FACTORS FOR A SUCCESSFUL PITCH
CREATE SENSE OF
URGENCY
VALUE-BASED
SELLING CREDIBILITY / FOMO

37. HAVE THE RIGHT MATERIAL

38. HOW TO OPTIMIZE YOUR SALES PROCESS
PROSPECTING
WARMING UP LEADS
INITIAL CONTACT
CLOSING
- Segment your market
- Identify your ideal customer profile
- Find decision makers for each ICP
- Multi-channel campaigns: Email, Ads, Calls, LinkedIn
- Dynamic Triggers
- Needs assessment
- Demo
- Materials
- Manage objections
- Negotiate

39. PROPOSAL
USE AN EFFICIENT SYSTEM TO SEND PROPOSALS /
QUOTES (E.G PANDADOC):
▸ Easily configurable by Sales reps
▸ Integrates with your CRM
▸ Allows clients to e-sign + pay (CC, check, transfer)
▸ Capture CC info via Stripe integration (if applicable)

40. NEGOTIATION
SHOW THE PROSPECT, THE VALUE THEY’LL GET FROM
USING YOUR SOFTWARE. IF POSSIBLE, SHOW THEM HOW
THEY CAN GAIN POSITIVE ROI

41. jaclyn@growlabs.com
www.growlabs.com
Q&A