Selling is hard because people dont pay attention unless they see you as relevant to their problems.
And with all the competition and noise is harder than ever to be seen as relevant at the scale needed to make the number
What you will learn here? A system using airtable templates to be relevant to each prospect by matching their buying signals with a flow with the next best message for their interest, stage and persona.
6. TAILORED VALUE
SOCIAL PROSPECTING
THE BEST NEXT MESSAGE
CONTENT X SALES
INBOUND SELLING GROWTH BLUEPRINT
BUYING SIGNALs
SEQUENCES
TRACKING
A process to be relevant
instead of forcing the attention
Onboarding
15. DYNAMIC SALES ARGUMENTS
ACTIONAWARENES ENGAGEMENT INTEREST
WHY
WHAT
HOW
WHY
WHAT
HOW
WHY
WHAT
HOW
A COMPELLING ARGUMENT NEEDS TO
BE ADJUSTED BY
INTEREST TOPIC & LEVEL
PERSONA/ TITLE
SECTOR
STAGE..
resonate with the one specific customer issue at their minds at
one specific moment
17. CUSTOMER DNA SIGNALSThe prospects context:
needs, problems and interest
‣TOPIC,LEVEL & STAGE
‣ACROSS CHANNELS
‣ENRICHED SOCIAL DATA
‣TRACK ACTIVITY SIGNALS
Enter, Import , Upload , Connect Contacts Apps, Social Networks and Services,
CSV , CRMs & Databases.Web Import extension
Behavioural and online tracking
Get Linkedin, TwiTter , etc..
Is a problem , about process , about results High level or specifics
19. MATCH SIGNAL TO VALUE
PPT
VISION FRAMEWORK WHITE PAPER
PLAYBOOKSCOLLATERAL
DEMOPOST FEATURES
BENEFITS
LANDING
Actions to drive your relationship forward
22. HOW
WHAT
WHY
WHY
WHY
HOW
WHAT
WHY
HOW
WHAT
A BEST MESSAGE
MAKE IT FLOW
signals as starting point to be relevant
▸ RELEVANT TOPIC ✔
▸ SCALE ✔
▸ TRUST ✔
▸ CUSTOMER TIMING ✔
▸ DEVELOP RELATIONSHIP ✔
▸ Customer Stage ✔
▸ Customer tone of voice ✔
▸ CHEAP ✔