How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & Co Founder at Datafox

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Bastiaan Janmaat presented "How to Build an Outbound Sales Strategy in 60 Days" on the Operator Stage at SaaStock 2016 in Dublin on September 22nd 2016. SaaStock is Europe’s Conference for B2B SaaS at RDS, Dublin Ireland in September 2017 Watch the Video Here: https://www.saastock.com/blog/view/how-to-build-an-outbound-sales-strategy-in-60-days

Technology

@bastiaanjanmaat
Account-Based Prospecting
How to Build an Outbound Sales Strategy in 60 Days
Bastiaan Janmaat
CEO & Co-Founder
DataFox

@bastiaanjanmaat
Good fit
Has pain
Has pain
Good fit
Outbound Inbound
*The Sales Acceleration Formula - Mark Roberge

Building an Outbound Strategy that Works
1. Targeted account list
2. In-your-face personalization
3. Dashboards & incentives
4. Account-based marketing

@bastiaanjanmaat
2.4 activities per contact to get meeting
12.3 activities per account to get meeting
17% no-shows amongst lower-level contacts
0% no-shows amongst C/VP-level contacts

@bastiaanjanmaat
“Congrats on your Series A” ≠ Personalization

@bastiaanjanmaat
“No thanks” > no response

No outreach without research.
No follow-up without reason.

@bastiaanjanmaat
Month Activity Volume Call Connects Meetings Booked
Month 1 844 38 20
Month 2 1,241 44 20
Month 3 1,009 60 20
Pick up the phone

@bastiaanjanmaat
Month Activity Volume Call Connects Meetings Booked
Month 1 844 38 20
Month 2 1,241 44 20
Month 3 1,009 60 20
Month 4 1,186 99 35
Month 4 vs 1-3 +15% +111% +75%
Pick up the phone

Expected results
● 2-3x ACV
● Improvement in pipeline velocity
● Recognition / reputation
● Future inbound deals

@bastiaanjanmaat
DataFox: built for Account-Based Prospecting

@bastiaanjanmaat
60+ proprietary signals on 1.3m companies

@bastiaanjanmaat
Thank you!
Bastiaan Janmaat
CEO & Co-Founder
www.DataFox.com

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This talk focuses on the practical aspects of integrating various telephony systems with Salesforce, drawing on examples from implementations in the Czech scene. It aims to inform attendees about the spectrum of telephony solutions available, from small to large scale, and their compatibility with Salesforce. The presentation will highlight key considerations for selecting a telephony provider that integrates smoothly with Salesforce, including important questions to support the decision-making process. It will also discuss methods for integrating existing telephony systems with Salesforce, aimed at companies contemplating or in the process of adopting this CRM platform. The discussion is designed to provide a straightforward overview of the steps and considerations involved in telephony and Salesforce integration, with an emphasis on functionality, compatibility, and the practical experiences of Czech companies.

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How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & Co Founder at Datafox

1. @bastiaanjanmaat Account-Based Prospecting How to Build an Outbound Sales Strategy in 60 Days Bastiaan Janmaat CEO & Co-Founder DataFox

2. @bastiaanjanmaat

3. @bastiaanjanmaat Good fit Has pain Has pain Good fit Outbound Inbound *The Sales Acceleration Formula - Mark Roberge

4. @bastiaanjanmaat

5. @bastiaanjanmaat

6. @bastiaanjanmaat Problem 1 Problem 2

7. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

8. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

9. @bastiaanjanmaat

10. @bastiaanjanmaat 2.4 activities per contact to get meeting 12.3 activities per account to get meeting 17% no-shows amongst lower-level contacts 0% no-shows amongst C/VP-level contacts

11. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

12. @bastiaanjanmaat “Congrats on your Series A” ≠ Personalization

13. @bastiaanjanmaat

14. @bastiaanjanmaat

15. @bastiaanjanmaat

16. WTH is “in-your-face personalization?”

17. @bastiaanjanmaat

18. @bastiaanjanmaat

19. @bastiaanjanmaat “No thanks” > no response

20. @bastiaanjanmaat What to look for

21. No outreach without research. No follow-up without reason.

22. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

23. @bastiaanjanmaat Month Activity Volume Call Connects Meetings Booked Month 1 844 38 20 Month 2 1,241 44 20 Month 3 1,009 60 20 Pick up the phone

24. @bastiaanjanmaat Month Activity Volume Call Connects Meetings Booked Month 1 844 38 20 Month 2 1,241 44 20 Month 3 1,009 60 20 Month 4 1,186 99 35 Month 4 vs 1-3 +15% +111% +75% Pick up the phone

25. @bastiaanjanmaat

26. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

27. @bastiaanjanmaat

28. @bastiaanjanmaat

29. @bastiaanjanmaat Leadership dinners

30. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

31. Expected results ● 2-3x ACV ● Improvement in pipeline velocity ● Recognition / reputation ● Future inbound deals

32. @bastiaanjanmaat DataFox: built for Account-Based Prospecting

33. @bastiaanjanmaat 60+ proprietary signals on 1.3m companies

34. @bastiaanjanmaat Thank you! Bastiaan Janmaat CEO & Co-Founder www.DataFox.com

How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & Co Founder at Datafox

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How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & Co Founder at Datafox