1.
Lead Tips for Sales People

2.
The Customer Journey

3.
The Customer Journey
Lead already knows what they want

4.
The Customer Journey
Lead already knows what they want
Land

5.
The Customer Journey
Lead already knows what they want
Land
Expand

6.
The Customer Journey
Lead thinks of you first
Lead already knows what they want
Land
Expand

7.
Everyone in your Organization!
Connect with everyone when
you meet them
Join groups
Create your own LinkedIn group
Commit to posting useful content once a week/month
If you aren’t an expert – re-post
•from marketing,
•thought leaders in your space
•job openings
•funding rounds
Leveraging
LinkedIn

8.
Everyone in your Organization!
Connect with everyone when
you meet them
Join groups
Create your own LinkedIn group
Commit to posting useful content once a week/month
If you aren’t an expert – re-post
•from marketing,
•thought leaders in your space
•job openings
•funding rounds
Leveraging
LinkedIn
Top sellers spend 6 hours a week on LinkedIn
Jill Konrath – Agile selling

9.
Cold Calling
(Email)
• Example:
• Job Title C-level, VP, GM
Purchase a list source and target
• Industry
• Marketing, Advertising & PR
• Employees
• 100+
• Geography
• United States
Initial demographic:
• Industry
• Manufacturing
• Employees
• 250 - 2500
• Geography
• United States
New demographic criteria:

10.
Cold Calling
(Email)
• Example:
• Job Title C-level, VP, GM
Purchase a list source and target
• Industry
• Marketing, Advertising & PR
• Employees
• 100+
• Geography
• United States
Initial demographic:
• Industry
• Manufacturing
• Employees
• 250 - 2500
• Geography
• United States
New demographic criteria:
Your list will be
~60% accurate!

11.
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople
We Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Cold Calling
(Email)
Email designed for Internal referral

12.
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We
Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Check out our full list of features."
Cold Calling
(Email)
Simple message to boss

13.
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We
Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Check out our full list of features."
Cold Calling
(Email)
Personalize

14.
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We
Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Check out our full list of features."
Cold Calling
(Email)
To the point

15.
Subject: Best point of contact
Hi Mike,
I'm sorry to bother you but could you introduce me to the person
responsible for business development?
Alec Morgana
Director of Business Development
PipelineDeals - Spend Less Time Clicking And More Time Selling /OR/
Spend Time Selling, Not Clicking.
PipelineDeals.com | VIDEO: Our Customers Are The Best Salespeople We
Know
Suite 814 - 1932 1st Avenue - Seattle, WA 98101
Check out our full list of features."
Cold Calling
(Email)
Test
Test
T
e
s
t
T
e
s
t

16.
Email Analytics

17.
Day 0
Email
50
people
Day 0
Call 50
Day +1
Call 50
Day +3
Call 50
Day +6
email 50
Prospecting
Plan
Follow a cadence of follow-up
Schedule calls/emails based on a plan
Tell a story through the activity

18.
Day 0
Email
50
people
Day 0
Call 50
Day +1
Call 50
Day +3
Call 50
Day +6
email 50
Prospecting
Plan
Follow a cadence of follow-up
Schedule calls/emails based on a plan
Tell a story through the activity
The best time to cold call is
4:00-5:00 PM. The second best
time is 8:00 – 10:00 am. The
worst times are 11:00 am and
2:00 pm.

19.
Assuming the lead meets your lead
scoring criteria…
Follow-up from a
lead
Research and call
/ email other
senior people first
– your ideal target
in the
organization
Respond to lead
Let them know
you have
communicated

20.
Assuming the lead meets your lead
scoring criteria…
Follow-up from a
lead
In a typical firm with 100-500 employees, an average of 7
people are involved in most buying decisions
Research and call
/ email other
senior people first
– your ideal target
in the
organization
Respond to lead
Let them know
you have
communicated

21.
Referral
s
Ask for referrals every time you connect
• Overcome your fear of rejection
Set metrics and measure
Build an organizational culture of
referrals
• Customer Success/ Customer Care and
Marketing should all be asking as well

22.
Referral
s
-91% of customers say they’d give
referrals
-only 11% of salespeople ask
Source: Dale Carnegie
Ask for referrals every time you connect
• Overcome your fear of rejection
Set metrics and measure
Build an organizational culture of
referrals
• Customer Success/ Customer Care and
Marketing should all be asking as well

23.
Territor
y
Build
momentum
with
Geographical
or Vertical
focus
Smaller territories
– better for
referrals
Industry verticals
– great for
references,
connections
Join local groups
for networking or
industry vertical
association

24.
Summar
y
Spend 6 hours a week on LinkedIn
Test your emails
Follow a prospecting plan
Ask for referrals, test your language
Consider geography, focus on vertical first
Learn from your metrics

25.
We want our customers to rule the world.