Sales Stack Workshop: Workbook
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This workshop helps sales leaders optimize their top of funnel efforts to increase conversions to meetings. [1] It analyzes technology needs and solutions to streamline prospecting based on lead volume and company stage. [2] Participants role-play email messaging by identifying target profiles, goals, pains, and how their solution provides relief, then crafting subject lines and body copy. [3] The objective is to efficiently increase conversion rates through outbound messaging and cadence optimization.
Sales Stack Workshop: Workbook
- 1. Sales Stack Workshop: Hacking Outbound Messaging and Cadence Objective Help sales leaders streamline and optimize their top of funnel efforts to efficiently increase conversion to meetings. Workshop I: Technology Optimization Key Takeaways: An analysis of your technology needs and an understanding of the technology needed to streamline and optimize based on your individual needs. Part I: Needs Analysis How many leads are you reaching out to a day? ❏ 0 100 ❏ 100 1,000 ❏ 1,000 plus What stage are the companies that you’re selling to? ❏ SMB ❏ Midmarket ❏ Enterprise How would you describe your prospects’ online community presence? ❏ Dinosaur: they probably don’t have a twitter, and if they have a LinkedIn they rarely login ❏ Listener: following influencers; using Twitter & LinkedIn to stay current ❏ Contributor: posting regularly & engaging groups ❏ Influencer: influencing others via social media How do your prospects prefer to be engaged online? I. Email only II. Email & Social III. Call IV. Other _______
- 2. Combination: ____________ What Xfactor can you use to qualify prospects & leads? ❏ Technology investments (sales tools, marketing tools etc) ❏ Hiring (recent hires or currently hiring...) Part II: Solutions How many leads are you reaching out to on a monthly basis? ❏ < 10,000 ❏ Spiderbook (high quality, low volume prospecting) ❏ Salesloft ❏ Zoominfo ❏ > 10,000 ❏ Salesloft ❏ Zoominfo What stage are the companies that you’re selling to? ❏ Startup (1 250 employees) ❏ Salesloft (w/ free search: LinkedIn, Crunchbase, Angellist) ❏ Enterprise (250+ employees) ❏ Zoominfo* ❏ Salesloft ❏ Spiderbook How would you describe your prospects’ online community presence? ❏ Dinosaur: they probably don’t have a twitter, and if they have a LinkedIn they rarely login ❏ Listener: following influencers; using Twitter & LinkedIn to stay current ❏ Contributor: posting regularly & engaging groups ❏ Influencer: influencing others via social media If contributor or listener, reach out via email and social → How do your prospects prefer to be engaged online? ❏ Email only ❏ Outreach.io ❏ Email & Social ❏ Salesloft cadence What Xfactor can you use to qualify prospects & leads?
- 3. ❏ Technology investments (sales tools, marketing tools etc) ❏ Datanyze ❏ Ghostery ❏ Discover.org ❏ Other Workshop II: Messaging & Role Plays Key Takeaways: An analysis of your technology needs and an understanding of the technology needed to streamline and optimize based on your individual needs. Overview Who are you targeting? Role, Seniority, Educational Background ______________________________________________________________ What is their goal? ______________________________________________________________ What is their pain? ______________________________________________________________ How do you solve for that pain? ______________________________________________________________ What is the goal of your email? Call 1? ______________________________________________________________ Subject Line A: ______________________________________________________________ B: ______________________________________________________________ Sample Body A: