Outbound sales workshop

1. BY: SYED ASAD
Sales Workshop

2. BACKGROUND
Who the hell am I?

3. What will you learn?
 Outbound Sales process
 Sources of Lead generation
 Outbound email sequence
 How to follow up with leads

4. Question Time?
What is a prospect?

5. Question Time?
Contacts who fit company’s buyer
personas, but have not expressed
interest.
- Syed

6. Question Time?
What is Lead Generation?

7. Lead generation
Finding and reaching out to people who
would in some way, shape, or form be
interested in your company’s product or
service.
- Syed

8. Outbound Sales Process
Preparation
(lead gen)
Sales Process
Define Ideal Client
Search for leads
Create a list
Send cold email – follow up
Interact with the lead
Qualify the lead
Demo(Optional)
Create an Opportunity
CLOSED WON/LOST

9. Lead generation
5 emails sent in total to each lead
Cold email (first contact)
Follow up – after 48 hours of the first email
Follow up – after 72 hours of the 2nd email
Follow up – After 48 hours of the 3rd email
Follow up – After 72 hours of the 4th email

10. Email Bible
 Short and Sweet
 Specific
 Clear call to Action
 Neatly Presented
 Not longer than 2 scrolls on a smartphone
 Always, Always follow up in the same thread
 Visualize the Email

11. Your email signature
If you’re anything like me, you send hundreds
of emails every week. To get the most out of
these emails, consider linking back to your site
or landing page in your signature…

12. Sales
Account
Executives
Closers
Customer Success
Management
Farmers
Qualified
opportunities
Inbound Leads
(SEO, Webinars)
Outbound
Email Prospecting
Hire character. Train skill.
- Peter Schulz, Porsche
Sales
Development
Qualifiers
New Clients

13. Pipeline - Industry standard
- Syed Asad, UsabilityTools
Sales Prospects vs Sales Suspects
BANT vs CHAMP
Prospects Leads Opportunities Closed WON
10 deals40 opptys160 leads640 prospects

14. Average lead to deal conversion time
Industry standard -84 days*
vs
UsabilityTools - 39 days
*Salesforce.com

15. Average outbound qualified lead to deal
conversion
Industry standard -9%*
vs
UsabilityTools - 24%
*Salesforce.com

16. Outbound lead Sources
 Data.com
 Data Miner/Web Scraper
 LinkedIn Premium
 Builtwith*
 Quora
 Inside View
 Datanyze
*Very underrated tool

17. Exercise Time
Sell me this Pen

18. Excercise
Lesson: until you have determined the
real need, you can't expect to sell
anything successfully.

19. How to qualify a lead?

20. Good old fashioned phone call
The human voice can do miraculous
things…
Take a look at the movie “Her”
- Syed Asad

21. Qualification
• BANT (budget, authority, need and
timing)
• Decision maker/s
• Decision making process
• Does She/he fit your customer profile
• Is She/he in talks with competitors

22. Be Lenient on BANT*
*Tweak the questions based on the prospect’s enquiry

23. If you’re going to call leads, do your
research so you know who you are
calling, what they are looking for and
how you can help.

24. Sales & Marketing
It’s not ABC, it’s ABQ - Always Be
Qualifying*
*Don’t over qualify - an overqualified lead might not be an opportunity at all.

25. Outbound
Send.Qualify.Close.Repeat.

26. Let’s try again – Exercise time
Divide yourselves in the pairs of 2

27. Objections
Prospect’s objections are roadblocks,
not dead ends...

28. Everyone loses deals, it’s what you learn
from it that counts.
Occupational Hazard

29. Question time?
What is a CRM?

30. CRM
How you gather, manage and use
information will determine whether you
win or lose.
- Bill Gates

31. Follow up like a CHAMP!
Never.Ever.Stop!
*Almost 50% sales reps never follow up with a prospect

32. It is not your prospect’s job to remember
you. It is your obligation and
responsibility to make sure they don’t
have a chance to forget you.
- Patricia Fripp

33. Follow up
I once followed up 21 times with a lead over
the space of 6 months

34. Follow up
Result?

35. Follow up
$24,000
*80% of all sales are made on the 12th – 19th contact.

36. Sales is a number’s game!

37. Most important action in Sales?

38. Stay Motivated, Be Consistent & Never
give up!
Do or do not. There is no try.

39. Question
Who wants to work for UsabilityTools?

40. Thank you for your time
Syed Asad, Head of Sales
s.asad@usabilitytools.com
+1 650 681 9613