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7 Sales Sequences Nobody Uses to Book More Meetings (But You Should)

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Great prospecting is like a bird-call. A pattern you repeat until you find your opportunity.

Call, email, LinkedIn message, call, call, follow-up email…

Some sequences stand out like a peacock, but most sales teams use the same, boring patterns. So how can you open an opportunity when you do the same thing as everyone else?

Becc Holland has transformed Sales Development at G2 and Chorus, and she’s got so many new ideas that she’s not afraid to share her best.

Learn the 7 most recent sequences that have Chorus booking high-quality meetings at blinding speed.

Published in: Sales

7 Sales Sequences Nobody Uses to Book More Meetings (But You Should)

  1. 1. 7 Sequences Most Orgs Aren’t Operationalizing (But Should Be) SALES HACKER WEBINAR @saleshacker
  2. 2. AGENDA 01 02 Crash Course on Personalization How to Build a “Shell” Sequence 03 A Fresh Take on 3 Common Sequences & How to Drive More Conversion 04 7 Sequences that Most Aren’t Operationalizing (But you Should)
  3. 3. 01 Crash Course on Personalization
  4. 4. 1 THE 5 PREMISE BUCKETS Self-Authored Content Engaged Content Self-Attributed Traits Liked Shared Commented Profile Line Headline Company Line Webinars Articles Posts 2 3
  5. 5. M&A Posts Blogs Hiring Website Language 4 THE 5 PREMISE BUCKETS Junk Drawer Company Schools Attended Personal Interests Hobbies 5
  6. 6. POSTBOUND PREMISES Used in Messaging, for context NOT the meat of the message Not used in Messaging, ONLY to signal buyer readiness
  7. 7. PREMISE PAIRING Bucket Premise Summary Bucket Premise Excerpt Postbound Premise Bucket Premise Summary But more importantly One line in specific
  8. 8. NO MORE GOOGLE SHEETS, BUILD IT IN…
  9. 9. RESEARCH ONCE FOR A PROSPECT!
  10. 10. 02 How to Build a “Shell” Sequence
  11. 11. PERSONALIZED SEQUENCING FOR OUTBOUND: BUCKET SUMMARY + BUCKET “ONE LINE IN SPECIFIC”
  12. 12. Sequence Steps: 16 Steps Over 21 Business Days No. Sequence Day Type 1 Day 1 LinkedIn Research 2 Day 1 Cold Email 3 Day 1 Cold Call 4 Day 2 Cold Call w/ V-Mail 5 Day 8 Re: Cold Email 6 Day 8 Cold Call 7 Day 9 Cold Call 8 Day 13 Cold Email No. Sequence Day Type 9 Day 13 Cold Call 10 Day 14 Cold Call 11 Day 18 Re: Fall on Sword Lite 12 Day 18 Cold Call 13 Day 19 Cold Call 14 Day 20 Cold Call 15 Day 21 Cold Call w/ V - Mail 16 Day 21 Break - Up Email
  13. 13. PERSONALIZED SEQUENCING FOR POSTBOUND: POSTBOUND PREMISE + BUCKET SUMMARY
  14. 14. 03A “Phresh” Take on 3 Commonly Used Sequences
  15. 15. #1 EVERGREEN CONTENT DOWNLOADS
  16. 16. #2 EVERGREEN WEBINAR ATTENDEES
  17. 17. #3 EVERGREEN EVENT ATTENDEES
  18. 18. 047 New Sequences that Most Aren’t Operationalizing (But Should Be)
  19. 19. 3 Sequences to NOT Mention The “Why” & Use Cold Outbound BUCKET Premises Dark Funnel: Buyer Intent - G2 Buyer Intent - 6Sense - Bombora Firmographic - Company Funding - Crunchbase - Datafox - LinkedIn Sales Navigator Website Views - Lead Feeder - Clearbit X 1 2 3
  20. 20. 4 Postbound Sequences Where you CAN Mention the “Why” & Transition to a BUCKET Premise 4 5 6 7 Executive Churn - Crunchbase - UserGems - Deactivated Users Common VCs - Crunchbase - Network of VC Partner on LinkedIn Firmographic Trigger: IPO LinkedIn Engagement - Crunchbase - UserGems - Deactivated Users - Account Owner - Current Client - ICP
  21. 21. Surprise Lightning Round
  22. 22. Email Opens - Sales Engagement Vendor - Call Heavy Sequence - Trigger on Email Open Demoed In the Past - Careful on Sequencing (Have an opt-out - Include personalization as to reason they passed Don’t Mention Mention for Context
  23. 23. Double Lightning Round
  24. 24. Ideal Customer Profile - ICC: Ideal Customer Company - ICT: Ideal Customer Title Sequencing Divided per Acceptance: 1. High ICT / High ICC 2. H ICT / Acceptable ICC 3. A ICT / H ICC 4. A ICT / A ICC Dividing ICP For Beginners For Experts 1. High - ICT / High - ICC 2. H - ICT / Medium - ICC 3. M - ICT / H - ICC 4. M - ICT / M - ICC 5. H - ICT / Low - ICC 6. M - ICT / L- ICC 7. L - ICT / H - ICC 8. L - ICT / M - ICC 9. L - ICT / L - ICC Sequencing for Depth
  25. 25. IN SUMMARY…
  26. 26. Q&A BECC HOLLAND linkedin.com/in/becc- holland-8950943a/ SCOTT BARKER linkedin.com/in/ssbarker/

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