The Structure of Success: Onboarding, Prospecting and Managing

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John Barrows; CEO, J Barrows, & Morgan Ingram; Director, J Barrows, speaking at The 2018 Sales Development Conference at the Ritz-Carlton San Francisco.

Business

JOHN BARROWS
@JOHNMBARROWS
MORGAN J. INGRAM
@MORGANJINGRAM
www.jbarrows.com
The Structure of Success
Onboarding, Prospecting and Managing

JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

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Personas
JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

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Personas
JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

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Triggers
Promotion – SDR Manager
Expansion/growth/hiring
Linkedin description
Social media presence/engagement (company)
Social media presence/engagement (reps)
New product launch
Events

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Triggers Priorities
Messaging Matrix
JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

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Messaging Matrix
JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

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E-mail & Phone Structure
JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

12JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

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Contact Strategy
JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

14JBARROWS.COM | @JOHNMBARROWS | @MORGANJINGRAM #salesdev18

15© j.barrows LLCSTRUCTURE
 Structure versus scripts
 Engage in the process
 Target your audience
 Less is more
 Apply, Track, Test, Evolve

JOHN BARROWS
@JOHNMBARROWS
MORGAN J. INGRAM
@MORGANJINGRAM
www.jbarrows.com
THANK YOU

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