This document outlines best practices for sales development teams based on a study of 900+ companies. It discusses 4 key steps: 1) Building a structure like top performers with specialized roles. 2) Making "plays" or creative prospecting strategies that can double pipeline in 30 days, like a coffee play case study. 3) Building cadences to increase contact rates by optimizing elements like attempts, media, duration, spacing, and content. 4) Organizing sales tools to streamline processes and provide insights, playbooks, and coaching to reps. The goal is to help sales development teams implement strategies that top companies use to win.
Kyle Porter (CEO, Salesloft) - My Reps are Averaging 400% of Quota, Here's th...Sales Hacker
Kyle Porter (CEO, Salesloft) - My Reps are Averaging 400% of Quota, Here's the 7 Reasons Why
Visit SalesHacker.com for more sales hacks, tips, and tactics.
"Simple, Sane & Successful Inbound Marketing" (Hubspot Inbound Conference)Aaron Ross
This document provides tips and strategies for inbound marketing from author Aaron Ross. It discusses focusing on partnering with other brands, picking a niche, keeping messaging simple, using live events to build an audience, and using outbound techniques to accelerate inbound marketing. The key messages are to partner with other established brands, focus marketing on a specific niche, and keep marketing messages concise and focused on customer benefits.
Kreuzberger why salespeople shouldn't prospect slides june 2013 v2Aaron Ross
This document summarizes key ideas from the book and webinar "Predictable Revenue" about modernizing sales processes. Some of the main points covered include: treating leads differently based on their quality rather than all the same; having salespeople specialize in closing deals rather than wasting time on low-quality prospecting; and using simple, question-based prospecting emails rather than pitches to generate more qualified leads and repeatable growth. The author, Aaron Ross, has driven over $100 million in sales at Salesforce and advocates these newer rules to double qualified leads and sales without increasing headcount through building a prospecting machine without cold calling.
"Winning The Professional Services Sale" with Aaron Ross & Ago CluytensAaron Ross
* Discover the #1 mistake consultants / sellers make
* Find out what the top–5% of rainmakers do
* Learn a simple messaging "mind trick”
* The “three pillars” of successful lead generation
* Bringing in revenue
This document provides advice for creating an effective social media marketing program and custom websites for agents. It emphasizes using high value propositions to get names and email addresses, having a prominent social media presence with only 3 necessary components (email addresses, high value reasons for customers to do business, and custom but consistent websites for agents), and overall focusing on providing value to customers to generate business. It also provides contact information for the advertising agency Northwest Partners to discuss further questions.
This document outlines best practices for sales development teams based on a study of 900+ companies. It discusses 4 key steps: 1) Building a structure like top performers with specialized roles. 2) Making "plays" or creative prospecting strategies that can double pipeline in 30 days, like a coffee play case study. 3) Building cadences to increase contact rates by optimizing elements like attempts, media, duration, spacing, and content. 4) Organizing sales tools to streamline processes and provide insights, playbooks, and coaching to reps. The goal is to help sales development teams implement strategies that top companies use to win.
Kyle Porter (CEO, Salesloft) - My Reps are Averaging 400% of Quota, Here's th...Sales Hacker
Kyle Porter (CEO, Salesloft) - My Reps are Averaging 400% of Quota, Here's the 7 Reasons Why
Visit SalesHacker.com for more sales hacks, tips, and tactics.
"Simple, Sane & Successful Inbound Marketing" (Hubspot Inbound Conference)Aaron Ross
This document provides tips and strategies for inbound marketing from author Aaron Ross. It discusses focusing on partnering with other brands, picking a niche, keeping messaging simple, using live events to build an audience, and using outbound techniques to accelerate inbound marketing. The key messages are to partner with other established brands, focus marketing on a specific niche, and keep marketing messages concise and focused on customer benefits.
Kreuzberger why salespeople shouldn't prospect slides june 2013 v2Aaron Ross
This document summarizes key ideas from the book and webinar "Predictable Revenue" about modernizing sales processes. Some of the main points covered include: treating leads differently based on their quality rather than all the same; having salespeople specialize in closing deals rather than wasting time on low-quality prospecting; and using simple, question-based prospecting emails rather than pitches to generate more qualified leads and repeatable growth. The author, Aaron Ross, has driven over $100 million in sales at Salesforce and advocates these newer rules to double qualified leads and sales without increasing headcount through building a prospecting machine without cold calling.
"Winning The Professional Services Sale" with Aaron Ross & Ago CluytensAaron Ross
* Discover the #1 mistake consultants / sellers make
* Find out what the top–5% of rainmakers do
* Learn a simple messaging "mind trick”
* The “three pillars” of successful lead generation
* Bringing in revenue
This document provides advice for creating an effective social media marketing program and custom websites for agents. It emphasizes using high value propositions to get names and email addresses, having a prominent social media presence with only 3 necessary components (email addresses, high value reasons for customers to do business, and custom but consistent websites for agents), and overall focusing on providing value to customers to generate business. It also provides contact information for the advertising agency Northwest Partners to discuss further questions.
Predictable revenue guide to tripling your sales part 2 - marketing + netsVichitpong Sattawongsa
This document discusses inbound marketing and growth hacking strategies. It begins with an introduction to "Nets" lead generation, which refers to marketing leads generated through 1-to-many programs. It then provides an overview of an effective 4-step marketing framework focusing on management, market, messages, and methods. Common marketing fails are discussed, including unrealistic expectations and lack of focus. The importance of setting lead generation goals and quotas for marketing is emphasized. Finally, it introduces "lead velocity rate" as the most important growth metric for companies to track.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
1) Aaron Ross is the author of "Predictable Revenue" and discusses 3 fatal mistakes companies make including treating all leads alike, selling to the wrong prospects, and making salespeople do prospecting.
2) He recommends not having salespeople do prospecting and instead building a specialized outbound team. This allows the company to drive predictable results and triple growth rates.
3) Ross provides examples of companies that saw $10 million in new pipeline, grew from $1 million to $20 million in 3 years, and increased growth from 0% to 30% using these strategies.
The document provides an overview of a new sales methodology called "Cold Calling 2.0" that was developed by Aaron Ross. It aims to generate new business leads without relying on traditional cold calling methods. The methodology involves separating the sales team into two specialized functions: 1) Sales Development to source new leads through non-cold calling outreach and 2) Market Response to qualify incoming leads. This allows salespeople to focus on closing deals with pre-qualified leads rather than spending time on unqualified prospecting. Implementing this approach helped Salesforce.com generate $100 million in recurring revenue through their outbound prospecting team.
How to Get Into New Accounts When ProspectingSalesScripter
The document outlines a concentrated prospecting cadence to use over 8 weeks to get into new accounts. It involves sending a cold email and following up with phone calls, leaving voicemails if the prospect doesn't answer, and then pausing outreach for a number of days before starting the cycle again. The cadence also recommends prospecting both vertically and horizontally in an organization as well as focusing outreach on a targeted list of prospects.
"Hidden Profits: More Clients & Cashflow" with Stacey Hylen | The Good Entrep...WebinarEventPro.com
Interview recording available at http://www.TheGoodEntrepreneur.co
Stacey Hylen is an internationally recognized business growth strategist and coach and was named International Coach of the Year in 2016.
She served as Vice President of Consulting and a Senior Coach for Chet Holmes’ and Anthony Robbins’ world renowned Business Mastery Program. For over 15 years Stacey has been helping 6-7 figure entrepreneurs with powerful marketing and sales strategies to get more clients, more profit and more time off to enjoy who and what they love.
In this interview, we will discuss why entrepreneurs desiring more freedom often burn out, how almost every business has underused profit centres, and how anyone can quickly create more cashflow with free and easy strategies, and much more.
http://www.TheGoodEntrepreneur.co/interview-StaceyHylen
How the world's most successful marketers decide what to create, where to distribute it, and how to measure it.
Facebook or Snapchat? Email or Youtube? Marketing automation or direct mail? Instagram stories or LinkedIn? It's never been easier to be overwhelmed with opportunities to market our products and services to ever growing audiences. But even the most resource-rich brands in the world have to make tough choices. How do we decide what's going to make the biggest impact on our business?
It turns out some of the most successful marketers don't see these as choices. In fact, they think the answers are obvious. But how?
In this opening keynote presentation, bestselling author and keynote speaker, Michael Brenner will uncover the simple framework you too can use to decide what activities will have the biggest impact on your bottom line. He'll show you how brands, big and small, have re-invigorated their marketing (and increased sales) by using one simple question that turns you into a champion marketer.
You'll embrace the three easy approaches that turn complicated marketing decisions into obvious choices. And, most importantly, Michael will show you how to find the time and resources to do the things that have the greatest impact.
Are you ready to rethink your 2017?
The document discusses how sales funnels can help businesses improve lead generation and monetization. It notes that 80% of sales require multiple follow-ups, but many businesses do not have systems in place for nurturing leads over time. The document then outlines the three pillars of lead generation and monetization as traffic acquisition, lead capture, and funnel/lead nurture. It provides examples of how a sales funnel approach can generate significantly more sales than a one-time promotional campaign by capturing leads and nurturing them through multiple touchpoints over time.
This document provides tips for business development and prospecting. It recommends systematically prospecting by selecting a geography, specializing in a niche, building a database, sending letters, making calls, securing meetings for needs analysis, and making proposals. It stresses the importance of having a higher purpose beyond just sales goals and money, such as solving problems and delivering opportunities. Committing to prospecting and systematizing the process while keeping a higher purpose in mind can help double one's income and lead to outperforming the competition.
The 4 Simple But Hidden Keys All Top Affiliate Programs Laser Focus OnAffiliate Summit
This document summarizes a presentation given by Alona Rudnitsky and Amber Spears on the keys to successful affiliate programs. The presentation discusses common frustrations of business owners, affiliate managers, and how focusing on clarity, confidence, community and cashflow ("the 4 C's") can help scale affiliate revenue. It then critiques the affiliate centers of 4 different companies to identify mistakes and provides tips to improve them. Attendees are invited to text for additional resources or contact the presenters for help building or scaling their affiliate program.
Founded in 1998, Deare Search Partners is a leading specialized search firm in Minneapolis / St. Paul, MN and the Midwest. Recruitment expertise includes sales, sales management, sales executive, operations executive, human resources and technology executive functions. Deare recruiters are business professionals dedicated to helping growth oriented companies build talent-based organizations.
This document discusses how understanding a client's personality type, or "chemistry", is important for building relationships and winning new business. It advocates profiling clients on whether they are more task-oriented or people-oriented, and whether they prefer to tell information or ask questions. The document provides tips for profiling clients based on their actions, office environment, dress, job role, and preferences. It also outlines scenarios for different personality types and recommends adapting your presentation style to match their profile. The overall message is that understanding a client's personality can help agencies control the "chemistry" and improve their new business success.
Building and scaling a high performance affiliate program in B2BAffiliate Summit
Gusto is a people platform focused on small businesses with 1-100 employees that provides integrated HR, payroll, and benefits. Their B2B affiliate program has grown 150% YoY with 25 partners. To build a high performing affiliate program, they recommend researching customers' purchase journeys, aggressively prospecting for affiliates, expanding relationships over time through communication and incentives, and defending partnerships by improving the brand and customer experience. Affiliates are encouraged to apply by emphasizing Gusto's positive reviews, tiered payouts, and focus on optimization.
Sales development is not new, but has exploded in the last few years due to the advancements in technology. This boom has lead to new rules, new roles and new resources.
-----------
by Brandon Redlinger
Brandon.Redlinger@gmail.com
Twitter.com/Brandon_Lee_09
LinkedIn.com/in/BrandonRedlinger
SlideShare.net/BrandonRedlinger
What would happen if every employee at your company felt connected to purpose at work and inspired to do their best? Imagine how much more successful you could be collectively. You have the power to make that happen - to hire people motivated by your purpose and to inspire them every day.
Purpose-driven employer branding is a powerful tool that can connect talent to your mission and values, improving your hiring outcomes in the end. This presentation, originally presented on a LinkedIn webcast, teaches you how to attract purpose-driven talent and showcase purpose in your employer brand messaging.
Learn more about our solutions at: https://lnkd.in/gm6Tj4H
Planning Your Revenue-Generating Promotions Strategy for the YearUpland Second Street
One of the best ways to succeed with online promotions is to form a year-long strategy and build an integrated promotions calendar that incorporates contests, ballots, deals in with your calendar.
Deare Search Partners is a Minneapolis based search firm specializing in the recruitment of sales professionals and executives. Founded in 1998, Deare has grown to become one of the best recognized and most often recommended search firms in the Twin Cities. Deare staff includes sales recruiters, executive recruiters, executive search consultants and research staff.
Jeff White - More Value, Better Clients, Bigger BudgetsINBOUND
This document discusses moving beyond basic inbound marketing tactics to provide more value to clients and increase budgets. It provides examples of interactive content that generates more views and higher conversion rates than static content. The document also discusses adding value at different stages of the buyer's journey through content tailored for sales, lead generation campaigns, training and supporting the sales team, and pricing interactive content and sales enablement as higher value services.
On this content packed training, You're going to learn my proven formula to double your real estate business, the right way!
I'm not guessing at this, over the last decade I've helped thousands of agents double their business and live more successful, fulfilled lives.
Here's some of what you'll learn...
- How to double your business following this proven model
- What niches gush the most profits in your market
- How to increase your repeat and referral business
- How to systematically grow your business each and every year
- Take out the guess work in acquiring and training team members
Plus much much more!
The 3 Keys to Getting Out of the Day to Day in Your Trades BusinessSurefire Local
This document summarizes a webinar presented by Benji Carlson on getting trades businesses out of the day-to-day operations. The webinar focused on 3 keys: 1) Building the right plan through strategic planning and goal setting. 2) Building the right team by attracting and hiring top talent. 3) Building the right systems such as using KPIs and processes to drive the team. The webinar provided templates and advice on implementing each of the 3 keys to scale a trades business.
Predictable revenue guide to tripling your sales part 2 - marketing + netsVichitpong Sattawongsa
This document discusses inbound marketing and growth hacking strategies. It begins with an introduction to "Nets" lead generation, which refers to marketing leads generated through 1-to-many programs. It then provides an overview of an effective 4-step marketing framework focusing on management, market, messages, and methods. Common marketing fails are discussed, including unrealistic expectations and lack of focus. The importance of setting lead generation goals and quotas for marketing is emphasized. Finally, it introduces "lead velocity rate" as the most important growth metric for companies to track.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
1) Aaron Ross is the author of "Predictable Revenue" and discusses 3 fatal mistakes companies make including treating all leads alike, selling to the wrong prospects, and making salespeople do prospecting.
2) He recommends not having salespeople do prospecting and instead building a specialized outbound team. This allows the company to drive predictable results and triple growth rates.
3) Ross provides examples of companies that saw $10 million in new pipeline, grew from $1 million to $20 million in 3 years, and increased growth from 0% to 30% using these strategies.
The document provides an overview of a new sales methodology called "Cold Calling 2.0" that was developed by Aaron Ross. It aims to generate new business leads without relying on traditional cold calling methods. The methodology involves separating the sales team into two specialized functions: 1) Sales Development to source new leads through non-cold calling outreach and 2) Market Response to qualify incoming leads. This allows salespeople to focus on closing deals with pre-qualified leads rather than spending time on unqualified prospecting. Implementing this approach helped Salesforce.com generate $100 million in recurring revenue through their outbound prospecting team.
How to Get Into New Accounts When ProspectingSalesScripter
The document outlines a concentrated prospecting cadence to use over 8 weeks to get into new accounts. It involves sending a cold email and following up with phone calls, leaving voicemails if the prospect doesn't answer, and then pausing outreach for a number of days before starting the cycle again. The cadence also recommends prospecting both vertically and horizontally in an organization as well as focusing outreach on a targeted list of prospects.
"Hidden Profits: More Clients & Cashflow" with Stacey Hylen | The Good Entrep...WebinarEventPro.com
Interview recording available at http://www.TheGoodEntrepreneur.co
Stacey Hylen is an internationally recognized business growth strategist and coach and was named International Coach of the Year in 2016.
She served as Vice President of Consulting and a Senior Coach for Chet Holmes’ and Anthony Robbins’ world renowned Business Mastery Program. For over 15 years Stacey has been helping 6-7 figure entrepreneurs with powerful marketing and sales strategies to get more clients, more profit and more time off to enjoy who and what they love.
In this interview, we will discuss why entrepreneurs desiring more freedom often burn out, how almost every business has underused profit centres, and how anyone can quickly create more cashflow with free and easy strategies, and much more.
http://www.TheGoodEntrepreneur.co/interview-StaceyHylen
How the world's most successful marketers decide what to create, where to distribute it, and how to measure it.
Facebook or Snapchat? Email or Youtube? Marketing automation or direct mail? Instagram stories or LinkedIn? It's never been easier to be overwhelmed with opportunities to market our products and services to ever growing audiences. But even the most resource-rich brands in the world have to make tough choices. How do we decide what's going to make the biggest impact on our business?
It turns out some of the most successful marketers don't see these as choices. In fact, they think the answers are obvious. But how?
In this opening keynote presentation, bestselling author and keynote speaker, Michael Brenner will uncover the simple framework you too can use to decide what activities will have the biggest impact on your bottom line. He'll show you how brands, big and small, have re-invigorated their marketing (and increased sales) by using one simple question that turns you into a champion marketer.
You'll embrace the three easy approaches that turn complicated marketing decisions into obvious choices. And, most importantly, Michael will show you how to find the time and resources to do the things that have the greatest impact.
Are you ready to rethink your 2017?
The document discusses how sales funnels can help businesses improve lead generation and monetization. It notes that 80% of sales require multiple follow-ups, but many businesses do not have systems in place for nurturing leads over time. The document then outlines the three pillars of lead generation and monetization as traffic acquisition, lead capture, and funnel/lead nurture. It provides examples of how a sales funnel approach can generate significantly more sales than a one-time promotional campaign by capturing leads and nurturing them through multiple touchpoints over time.
This document provides tips for business development and prospecting. It recommends systematically prospecting by selecting a geography, specializing in a niche, building a database, sending letters, making calls, securing meetings for needs analysis, and making proposals. It stresses the importance of having a higher purpose beyond just sales goals and money, such as solving problems and delivering opportunities. Committing to prospecting and systematizing the process while keeping a higher purpose in mind can help double one's income and lead to outperforming the competition.
The 4 Simple But Hidden Keys All Top Affiliate Programs Laser Focus OnAffiliate Summit
This document summarizes a presentation given by Alona Rudnitsky and Amber Spears on the keys to successful affiliate programs. The presentation discusses common frustrations of business owners, affiliate managers, and how focusing on clarity, confidence, community and cashflow ("the 4 C's") can help scale affiliate revenue. It then critiques the affiliate centers of 4 different companies to identify mistakes and provides tips to improve them. Attendees are invited to text for additional resources or contact the presenters for help building or scaling their affiliate program.
Founded in 1998, Deare Search Partners is a leading specialized search firm in Minneapolis / St. Paul, MN and the Midwest. Recruitment expertise includes sales, sales management, sales executive, operations executive, human resources and technology executive functions. Deare recruiters are business professionals dedicated to helping growth oriented companies build talent-based organizations.
This document discusses how understanding a client's personality type, or "chemistry", is important for building relationships and winning new business. It advocates profiling clients on whether they are more task-oriented or people-oriented, and whether they prefer to tell information or ask questions. The document provides tips for profiling clients based on their actions, office environment, dress, job role, and preferences. It also outlines scenarios for different personality types and recommends adapting your presentation style to match their profile. The overall message is that understanding a client's personality can help agencies control the "chemistry" and improve their new business success.
Building and scaling a high performance affiliate program in B2BAffiliate Summit
Gusto is a people platform focused on small businesses with 1-100 employees that provides integrated HR, payroll, and benefits. Their B2B affiliate program has grown 150% YoY with 25 partners. To build a high performing affiliate program, they recommend researching customers' purchase journeys, aggressively prospecting for affiliates, expanding relationships over time through communication and incentives, and defending partnerships by improving the brand and customer experience. Affiliates are encouraged to apply by emphasizing Gusto's positive reviews, tiered payouts, and focus on optimization.
Sales development is not new, but has exploded in the last few years due to the advancements in technology. This boom has lead to new rules, new roles and new resources.
-----------
by Brandon Redlinger
Brandon.Redlinger@gmail.com
Twitter.com/Brandon_Lee_09
LinkedIn.com/in/BrandonRedlinger
SlideShare.net/BrandonRedlinger
What would happen if every employee at your company felt connected to purpose at work and inspired to do their best? Imagine how much more successful you could be collectively. You have the power to make that happen - to hire people motivated by your purpose and to inspire them every day.
Purpose-driven employer branding is a powerful tool that can connect talent to your mission and values, improving your hiring outcomes in the end. This presentation, originally presented on a LinkedIn webcast, teaches you how to attract purpose-driven talent and showcase purpose in your employer brand messaging.
Learn more about our solutions at: https://lnkd.in/gm6Tj4H
Planning Your Revenue-Generating Promotions Strategy for the YearUpland Second Street
One of the best ways to succeed with online promotions is to form a year-long strategy and build an integrated promotions calendar that incorporates contests, ballots, deals in with your calendar.
Deare Search Partners is a Minneapolis based search firm specializing in the recruitment of sales professionals and executives. Founded in 1998, Deare has grown to become one of the best recognized and most often recommended search firms in the Twin Cities. Deare staff includes sales recruiters, executive recruiters, executive search consultants and research staff.
Jeff White - More Value, Better Clients, Bigger BudgetsINBOUND
This document discusses moving beyond basic inbound marketing tactics to provide more value to clients and increase budgets. It provides examples of interactive content that generates more views and higher conversion rates than static content. The document also discusses adding value at different stages of the buyer's journey through content tailored for sales, lead generation campaigns, training and supporting the sales team, and pricing interactive content and sales enablement as higher value services.
On this content packed training, You're going to learn my proven formula to double your real estate business, the right way!
I'm not guessing at this, over the last decade I've helped thousands of agents double their business and live more successful, fulfilled lives.
Here's some of what you'll learn...
- How to double your business following this proven model
- What niches gush the most profits in your market
- How to increase your repeat and referral business
- How to systematically grow your business each and every year
- Take out the guess work in acquiring and training team members
Plus much much more!
The 3 Keys to Getting Out of the Day to Day in Your Trades BusinessSurefire Local
This document summarizes a webinar presented by Benji Carlson on getting trades businesses out of the day-to-day operations. The webinar focused on 3 keys: 1) Building the right plan through strategic planning and goal setting. 2) Building the right team by attracting and hiring top talent. 3) Building the right systems such as using KPIs and processes to drive the team. The webinar provided templates and advice on implementing each of the 3 keys to scale a trades business.
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.
If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.
In this webinar, we will discuss:
How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch
How to increase your business with a strong marketing planBrian Bateman
The document provides guidance on developing a marketing plan for a small business. It recommends starting with sales projections by month and establishing a marketing budget. Key aspects to analyze include sales data like average transaction size and number of customers. The plan should define the target market and identify any problems or opportunities. Various promotion options are discussed, including prioritizing current customers through loyalty programs and seeking new customers via advertising, networking, and referrals. The marketing budget should be regularly reviewed and adjusted based on results to improve the plan over time.
This document outlines a 4-part cure for Shiny Object Syndrome which involves setting a vision, strategy, goals, and prioritizing ideas. It discusses establishing a company vision, defining a strategy to achieve that vision, setting goals to measure strategy execution, and using a value/effort framework to prioritize ideas based on their expected contribution to goals and the work required. The value/effort calculation incorporates scoring ideas on multiple goals and estimating effort on a 0-5 scale without asking engineering for estimates. It emphasizes testing assumptions before and after implementing ideas.
The document summarizes a presentation for small businesses on marketing strategies. It includes polls to gauge the audience, discussions of marketing philosophies and best practices like assessing customer needs and asking for referrals. Specific tactics covered include email marketing, social media, advertising and direct marketing techniques such as mail personalization and creating a sense of urgency. Case studies looked at a nonprofit's and startup's marketing challenges and how testing can help optimize efforts.
Sell Without Selling - Tips to Rock Sales and ProposalsBrent Bice
This presentation explores what successful salespeople do to differentiate themselves and ultimately win bigger and better projects.
We discuss SPIN selling, positioning statements, scripts, proposal templates and more.
This document summarizes the keynote presentation "10 secrets to Metrics-Based Coaching" given by Mike Volpe and Mark Roberge of HubSpot. The presentation outlines 10 secrets for implementing a metrics-based coaching approach for marketing and sales teams, including aligning team structures and management styles to customer journeys, managing teams based on metrics and outcomes rather than activities, using frequent feedback and recognition, publicly tracking progress towards goals, holding all levels of sales leadership accountable to coaching plans tied to metrics, and co-creating skill development plans with individual team members based on diagnostic analysis of their metrics.
Multi-Stakeholder Selling: A Modern ApproachDiscoverOrg
During this session Steve Hays of Inside Sales Team, Andrew Angus of Switch Merge and DiscoverOrg’s Carolyn Hollowell demonstrate best practices and cutting edge technologies to leverage the power of multi-stakeholder selling. Using these techniques, you will be sure to get your teams a seat at the “decision making table” and dramatically increase your account penetration.
The 4 Simple Rules For Effectively Outsourcing OffshoreMichelle Basalo
The document outlines the 4 simple rules for effective outsourcing: 1) Begin with the end in mind by clarifying business goals, 2) Deconstruct level 3 activities to identify admin and repeatable tasks to outsource, 3) Systematize processes for scale through standard operating procedures and documentation, and 4) Use talent selection criteria when hiring to build an effective virtual team. It then discusses how to apply each rule and provides examples and recommendations for outsourcing effectively.
Marketing: Do you feel like your leads are being tossed over the wall and you're not sure where they are going? Sales: Do you feel like the leads that you receive aren't targeted and "sales-ready"? If so, we can help.
Discover how lead prioritization and scoring can increase your sales. See real-world examples on how you can find your "sweet spot" and set up lead scoring that can drive superior results.
5 Ways to Prepare Your Home Improvement Business for GrowthPME 360
Learn the Top 5 Ways to Prepare for Growth in Your Home Improvement Business. The home improvement market is set to explode. Ryan Paul Adams takes you through some key tips in our recent webinar to help you learn how you can prepare for real growth in your home improvement business and set yourself up for long term success and increased revenue.
How High Performance B2B Sales Teams Squeeze The Most Out Of Every LeadLeadGenius
Acquiring more leads is one way to build a strong pipeline. Maximizing the potential of each lead is another. High-performance sales teams do both.
In this webinar featuring Ryan Williams, VP of Sales at LeadGenius, Mike Plante, VP of Demand Generation at InsideSales.com, and Max Altschuler, CEO at Sales Hacker
You will learn how to:
-Enrich leads with custom data to decrease your sales cycle
-Prioritize and score leads for better tracking and forecasting
-Identify conversion-increasing data to turn leads into opportunities faster
Speed up your response time
From Stranger To Prospect: Capturing More Web Visitors And Converting More Of...Noisy Little Monkey
Acquiring new visitors to your website from Google and the various social channels which now exist is ever more difficult in today’s competitive marketplace. Jon will reveal the secrets from successful campaigns which have driven new traffic and converted leads into sales.
Gain more customer by Fix follow up failure - Co nhieu khach hang hon bang ch...Hapec Media
Co nhieu khach hang hon bang cham soc khach hang! "67% nguoi mua noi khong ngay hom nay se san sang de mua hang trong nam toi" - Gartner Research.
"80% dau moi khach hang bo di se mua hang trong 2 years". —Sirius Decisions.
Ban se can mot ke hoach cho viec cham soc khach hang neu ban co tu 3 cau tra loi yes cho nhung cau hoi duoi day:
1. They forget.
2. They focus on hot leads.
3. Unconverted leads fall through the cracks.
4. They think the people will call back.
5. They don’t want to be pushy.
6. They don’t realize the potential impact follow-up can have on their business
Start Up Sales - Launching New Ventures - Columbia Business SchoolJeremy Seltzer
Start up Sales from Columbia Business School's Launching New Ventures course. Generating leads, sales pipeline, increasing close rates, tips and tricks.
This document provides advice and perspectives on start-up sales from Jeremy M. Seltzer. It discusses getting meetings with potential customers, pitching the company and solution, following up after meetings, and getting deals to the signature stage. Tips are provided for each stage of the sales cycle, from using tools like Slack and Salesforce to guide prospects through multiple meetings. Common challenges like negotiating legal agreements and setting pricing are also addressed. The goal is to help start-up salespeople effectively manage opportunities and move them towards closed deals.
SMART Sales System - Module 6: Cold CallingSalesScripter
This document provides an overview of a cold calling process and modules for a sales training program. It includes sections on introducing yourself, establishing the purpose of the call, asking questions to understand the prospect's needs, providing information on products and services, attempting to close the call, and leaving next steps. Sample scripts are provided for each step of the cold calling process.
Webinar: The Science of Predictive Lead Scoring Fliptop
Predictive lead scoring can tap into the wealth of data in CRM and marketing automation tools. Dan Chiao, VP of Engineering for Fliptop demonstrates the science behind predictive analytics and how you can leverage it for your enterprise. We will cover:
What is predictive lead scoring?
How does it apply to B2B companies?
What you can do to start using predictive lead scoring today?
Similar to The State of Sales Development with Gabe Larsen of Insidesales.com at The Sales Development Conference 2017 (20)
Learnings from Massively Scaling a Sales Development ProgramTenbound
The journey to growing a powerhouse Sales Development organization comes with many learning opportunities. Nick Rathjen has been there, and has the experience. Join in as he shares his top 3 major learnings from his own journey.
Building Your Career as a Sales Dev Leader - What's Next?Tenbound
The Tenbound Sales Development Virtual Conference on March 23rd. Featuring the top minds in Sales Development, this Free event will focus on Sales Development Pipeline Leadership to help take your Sales Development team to the next level. Register today and get access to all Tenbound Virtual Conference Events for 2022!
As the only conference dedicated 100% to Sales Development, The Tenbound Sales Development Conference provides a unique opportunity to learn, grow, connect and move our practice forward. Pipeline Leaders, VPs, Directors and Managers of Sales Development, along with SDRs, Marketers, C-Level Execs, and VC’s converge for a day of learning and networking 100% focused on Sales Development with the top minds in our industry. Register today!
Sales Development Outsourced Survey 2022 Report Debrief Tenbound
The Tenbound Sales Development Virtual Conference on March 23rd. Featuring the top minds in Sales Development, this Free event will focus on Sales Development Pipeline Leadership to help take your Sales Development team to the next level. Register today and get access to all Tenbound Virtual Conference Events for 2022!
As the only conference dedicated 100% to Sales Development, The Tenbound Sales Development Conference provides a unique opportunity to learn, grow, connect and move our practice forward. Pipeline Leaders, VPs, Directors and Managers of Sales Development, along with SDRs, Marketers, C-Level Execs, and VC’s converge for a day of learning and networking 100% focused on Sales Development with the top minds in our industry. Register today!
Tenbound Sales Development Conference: March 23rd 2022 David Opening Kick-Off Tenbound
The Tenbound Sales Development Virtual Conference on March 23rd. Featuring the top minds in Sales Development, this Free event will focus on Sales Development Pipeline Leadership to help take your Sales Development team to the next level. Register today and get access to all Tenbound Virtual Conference Events for 2022!
As the only conference dedicated 100% to Sales Development, The Tenbound Sales Development Conference provides a unique opportunity to learn, grow, connect and move our practice forward. Pipeline Leaders, VPs, Directors and Managers of Sales Development, along with SDRs, Marketers, C-Level Execs, and VC’s converge for a day of learning and networking 100% focused on Sales Development with the top minds in our industry. Register today!
The Tenbound Sales Development Conference Tenbound
The Tenbound Sales Development Conference will take place on October 27th, 2021. Attendees are encouraged to visit the expo hall to meet sponsors such as Platinum, Gold, and Silver sponsors. Conference WiFi is available under the network Vendition with the password Apprenticeship. The Beast Awards 2021 ceremony should not be missed.
Matt Millen discusses overcoming odds through high accountability, constant change, and adapting to multiple generations. He emphasizes learning how to effectively communicate one's story and value proposition by learning what to say and how to say it through commitment to mastery. Millen also discusses the importance of role-specialized teams guided by full-cycle roles and habits, focusing efforts on priorities through embracing expectations, training to win, and knowing oneself to write one's legacy.
How the Best SDR Teams Maintain High StandardsTenbound
The document outlines best practices for sales development representatives (SDR) teams to maintain high standards. It recommends that companies show career paths and enable growth, while candidates prepare well, establish conversation flow, and follow up. Both parties should celebrate successes, not just tolerate work, and ask thoughtful questions. SDR teams should decide to raise standards, model successful teams like those in hospitality, the military, and technology that lead by example. The goal is for teams to emulate exemplary standards of excellence.
The document discusses the importance of understanding business algebra for marketing and sales professionals. It defines business algebra as understanding the key variables that impact revenue goals, such as how activities drive pipeline and pipeline drives revenue. The document provides examples of how to use business algebra to set quantifiable goals, validate those goals, and map out activities needed to achieve goals. It also discusses how business algebra can be used to report on success and request additional resources by demonstrating a clear understanding of the business.
1. The document discusses trends affecting sales prospecting, including the rise of AI, virtual selling, and digital buying. It identifies opportunities for sales teams to leverage AI, prioritization insights, and product-led growth to adapt.
2. A new sales paradigm is proposed with three pillars: prioritization, personalization, and collaboration. Prioritization involves understanding best customer profiles and buyer teams. Personalization uses AI to personalize at scale. Collaboration enables internal and external collaboration over contextual data.
3. Investing in AI, data privacy, prioritization insights, and tools for asynchronous learning are identified as ways for sales teams to succeed in this evolving landscape. A framework is presented to help sales teams prospect effectively
The Tenbound Sales Development Conference Tenbound
This document appears to be from a sales development conference agenda that focuses on helping attendees crush their fourth quarter plan for 2022. It includes sections on the big three of sales development being people, process and technology. There are also discussions on how buyers purchase compared to how attendees sell, reverse engineering sales processes, managing sales development as a project, and key takeaways from content on new ideas, contacts and tools.
From the CEO to the SDR - How to Drive Revenue Alignment from the Top featuri...Tenbound
Learn directly from Brandon Bornancin as he shares the hidden secrets behind how his sales team at Seamless.AI books 450+ Appointments per day and how you can copy it in 10 minutes or less! He is going to pull back the curtain and explain EXACTLY how we train our team to make cold calls that convert into booked appointments.
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The document discusses the sales development representative (SDR) and sales operations (ops) team as the "ultimate dynamic duo" that can drive alignment and unlock revenue. It provides three ways this can be achieved: 1) optimizing lead conversion rates by improving lead quality and scoring, routing, and follow-up, 2) prioritizing outreach by focusing on accounts showing digital intent and reducing manual data entry by automating activity capture and forms. By implementing these strategies, one company increased their pipeline by 180% over a year.
This session is an exclusive opportunity to hear from Troy Kanter, one of the most prolific sales performance thought leaders today and Pete, Tenbound's client-consulting expert.
This interactive session will feature the TRUTHS your Sales Force should know and do something this year including:
B2B Buyer is Forcing Your Hand Whether You Like it or Not
Modern Selling Requires Modern Talents
Sales Technology (and AI) are Woefully Misguided
Sales Leadership is the Most Under-optimized Component to Growth
This document provides tips for motivating a remote SDR team. It discusses the importance of intrinsic motivation over extrinsic motivation alone. Types of intrinsic motivation include autonomy, mastery, and purpose. Some tips include over-communicating, building trust and accountability, enabling team development, investing in the right tech stack and processes, and building personal relationships to understand individual motivators. Regular coaching, praise, and rewards tied to goals can also help motivate remote team members.
Unifying Sales Dev and RevOps in a Remote SettingTenbound
The document discusses how to get RevOps (revenue operations) onboard with new ideas to drive more pipeline. It outlines common challenges change agents face when pitching ideas to RevOps, as they may have different goals and priorities. The document provides tips for building a strong business case, including identifying executive sponsors, quantifying the problem being solved, and aligning stakeholders. It also shares a sample calendar-first methodology that uses automated meeting invites to boost pipeline conversion rates from 2-5x by getting more qualified leads into meetings faster. A quick cost-benefit analysis estimates a 10.8-21.6x ROI from implementing this approach.
Empowering SDR Leaders During (and After) CovidTenbound
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How to Manage & Execute High Effort Prospecting Campaigns with Real ResultsTenbound
Doing things that scale was so 10 years ago. Today, cold emails and callings have never been less effective. As a manager, your team is missing out on opportunities if your reps aren’t experimenting with high effort campaigns. We’re going to show you how to do it right, why it’ll boost SDR morale, and give real-life examples of prospecting campaigns that turned into real opportunities.
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Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
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Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
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BriansClub.cm, a famous platform on the dark web, has become one of the most infamous carding marketplaces, specializing in the sale of stolen credit card data.
How to Implement a Strategy: Transform Your Strategy with BSC Designer's Comp...Aleksey Savkin
The Strategy Implementation System offers a structured approach to translating stakeholder needs into actionable strategies using high-level and low-level scorecards. It involves stakeholder analysis, strategy decomposition, adoption of strategic frameworks like Balanced Scorecard or OKR, and alignment of goals, initiatives, and KPIs.
Key Components:
- Stakeholder Analysis
- Strategy Decomposition
- Adoption of Business Frameworks
- Goal Setting
- Initiatives and Action Plans
- KPIs and Performance Metrics
- Learning and Adaptation
- Alignment and Cascading of Scorecards
Benefits:
- Systematic strategy formulation and execution.
- Framework flexibility and automation.
- Enhanced alignment and strategic focus across the organization.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
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The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...APCO
The Radar reflects input from APCO’s teams located around the world. It distils a host of interconnected events and trends into insights to inform operational and strategic decisions. Issues covered in this edition include:
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Discover timeless style with the 2022 Vintage Roman Numerals Men's Ring. Crafted from premium stainless steel, this 6mm wide ring embodies elegance and durability. Perfect as a gift, it seamlessly blends classic Roman numeral detailing with modern sophistication, making it an ideal accessory for any occasion.
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[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This PowerPoint compilation offers a comprehensive overview of 20 leading innovation management frameworks and methodologies, selected for their broad applicability across various industries and organizational contexts. These frameworks are valuable resources for a wide range of users, including business professionals, educators, and consultants.
Each framework is presented with visually engaging diagrams and templates, ensuring the content is both informative and appealing. While this compilation is thorough, please note that the slides are intended as supplementary resources and may not be sufficient for standalone instructional purposes.
This compilation is ideal for anyone looking to enhance their understanding of innovation management and drive meaningful change within their organization. Whether you aim to improve product development processes, enhance customer experiences, or drive digital transformation, these frameworks offer valuable insights and tools to help you achieve your goals.
INCLUDED FRAMEWORKS/MODELS:
1. Stanford’s Design Thinking
2. IDEO’s Human-Centered Design
3. Strategyzer’s Business Model Innovation
4. Lean Startup Methodology
5. Agile Innovation Framework
6. Doblin’s Ten Types of Innovation
7. McKinsey’s Three Horizons of Growth
8. Customer Journey Map
9. Christensen’s Disruptive Innovation Theory
10. Blue Ocean Strategy
11. Strategyn’s Jobs-To-Be-Done (JTBD) Framework with Job Map
12. Design Sprint Framework
13. The Double Diamond
14. Lean Six Sigma DMAIC
15. TRIZ Problem-Solving Framework
16. Edward de Bono’s Six Thinking Hats
17. Stage-Gate Model
18. Toyota’s Six Steps of Kaizen
19. Microsoft’s Digital Transformation Framework
20. Design for Six Sigma (DFSS)
To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....Lacey Max
“After being the most listed dog breed in the United States for 31
years in a row, the Labrador Retriever has dropped to second place
in the American Kennel Club's annual survey of the country's most
popular canines. The French Bulldog is the new top dog in the
United States as of 2022. The stylish puppy has ascended the
rankings in rapid time despite having health concerns and limited
color choices.”
8. Four
Steps
• How to build a structure like the best of
the best
• How to make plays that can double your
pipeline in 30 days
• How to build a cadence to increase your
contact rate TODAY
• How to organize your sales stack so it
actually works
Sales Development Teams Use To Win
9. How to build a structure like
the best of the best
#1
17. #2 How to make plays that can
double your pipeline in 30
days
18. I'm just a sales girl standing in front of another sales
professional asking you to...give me 15 minutes to chat
about your day-to-day and how I think we're a perfect fit (in
your sales forecasting).
19. “70% of Companies Are NOT Using
Mailers As Part of Their Prospecting
Strategy”
- The State of Sales Development Research
24. "The only reason I took the meeting
was your selling creativity"
"This is how account based selling
should be done. I'm impressed"
"If I could scale what you are doing to
my team, that will change the game."
"I don't think you understand what you
have here..."
_ +
A
B
CD
E
F
A
B
C
D
E
F
$147k ACV Booked $700k+ pipeline
18+ Scheduled Meetings 9 TQOs
Quick ROI Taking initiative
CEO of territories Used Playbooks
2 saved accounts Personalized
Account-based selling thought leaders
Beating competitors
THE COFFEE PLAY
Account-Based Selling / Prospecting
Prepared by Joey Wood Salt Lake Office
SUMMARY
This represents the bulk of our sales pipeline.
I targeted 10+ accounts, 3-5 sales, marketing, and ops leaders
per account. Leveraged Playbooks to create a 3 call, 3 email, 3
VM, 2 LinkedIn messages, & 2 SMS texts follow up cadence.
Included hand-written note, business card, Starbucks gift-card,
branded Yeti Tumblr, & a call to action.
WHAT WE DID
Targeted 18+ accounts
Personalized Hand-written
notes
Researching key contacts
Built $700k+ in pipeline
Playbooks follow-up
Learning from mistakes
PROSPECT FEEDBACK
"The only reason I took the meeting was your selling
creativity"
"This is how account based selling should be done. I'm
impressed"
"If I could scale what you are doing to my team, that will
change the game."
"I don't think you understand what you have here..."
"This is B2B creativity at its max. This is how prospecting
should be done. Thank you!"
HIGHLIGHTS
DEALS CLOSED
Company A
- $26,000 ACV
- 10 users
- Competitive win
Company B
- $21,000 ACV
- 12 users (5 EMEA)
- 3 users (US)
- Competitive win
Company C
- Saved account
- $51,000 ACV
- 41 users (5 EMEA)
- Competitive win
Company D
- $49,000 ACV
- 30 users
25. $3,000 YETIs
$200 Letters
$500 for Starbucks
$500 Shipping
$4,200
36/42 scheduled meetings
$700,000 in sales pipeline
$147,000 in sales
Results 35x ROI
26. How to build a cadence to
increase your contact rate
TODAY#3
39. “I’ve never mapped out my sales
process beginning to end”
- Says Everybody
40. Select
Contact
Current State
Greenfield
Prospects
Renewals
Partners
Leads
Navigate to
Leads in
SFDC
Manually
Prioritize
Leads
Manually
Punch Dial
Make Pitch
Manually
Schedule
Follow-Up
Answer
Yes
No
Opportunity
Nurture
Cadence
Activities manually logged to Salesforce &
Excel spreadsheets
No central cadence administration
Follow-ups executed on an ad-hoc basis
Arbitrary prioritization
Re-Attempt
Connect
Extra Key Strokes,
Manual Process
Manual
process, lots of
information
channels
Inconsistent campaign
messaging / execution
Manual researching prompts
Yes
No
Interest?
Manage
Leads in
Spreadsheet
41. InsightsTM
PlaybooksTM follows Rep through
browsing experience
Future State: Streamlined & Efficient
Greenfield
Prospect
Renewals
Partners
Leads
Navigate to
Leads in
Classic View
Import into
Playbooks
Run Play
Make Pitch
Playbook
Cadence
Mgmt.
Answer
Yes
No
Opportunity
Nurture
Cadence
Re-Attempt
Connect
Option to manually
import one or a
group of leads into
a Play
Click to Call
Local Presence
Pre-Recorded VMs
PlaysTM scripts coach on talk
track and messaging
Yes
No
Interest?
Rep
Dashboard
*Includes
Engagement Score
& Neural Score
42. Four
Steps
• How to build a structure like the best of
the best
• How to make plays that can double your
pipeline in 30 days
• How to build a cadence to increase your
contact rate TODAY
• How to organize your sales stack so it
actually works
Sales Development Teams Use To Win