T.A. McCann, Founder

Lead Tips for Sales People The Customer Journey

The Customer Journey

Lead already knows what they wantThe Customer Journey

Lead already knows what they wantLandThe Customer Journey

Lead already knows what they wantLandExpandThe Customer Journey

Lead thinks of you firstLead already knows what they wantLandExpand

Everyone in your Organization!Connect with everyone when you meet themJoin groups Create your own LinkedIn groupCommit to posting useful content once a week/monthIf you arent an expert re-post from marketing,thought leaders in your spacejob openingsfunding rounds Leveraging LinkedIn

Everyone in your Organization!Connect with everyone when you meet themJoin groups Create your own LinkedIn groupCommit to posting useful content once a week/monthIf you arent an expert re-post from marketing,thought leaders in your spacejob openingsfunding rounds Leveraging LinkedInTop sellers spend 6 hours a week on LinkedIn

Jill Konrath Agile selling

Cold Calling (Email)Example: Job Title C-level, VP, GMPurchase a list source and targetIndustryMarketing, Advertising & PREmployees100+GeographyUnited StatesInitial demographic:IndustryManufacturingEmployees250 - 2500GeographyUnited StatesNew demographic criteria:

Cold Calling (Email)Example: Job Title C-level, VP, GMPurchase a list source and targetIndustryMarketing, Advertising & PREmployees100+GeographyUnited StatesInitial demographic:IndustryManufacturingEmployees250 - 2500GeographyUnited StatesNew demographic criteria:Your list will be ~60% accurate!

Subject: Best point of contact

Hi Mike,

I'm sorry to bother you but could you introduce me to the person responsible for business development?Alec MorganaDirector of Business Development

PipelineDeals- Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking.PipelineDeals.com|VIDEO: Our Customers Are The Best Salespeople We KnowSuite 814 - 1932 1st Avenue - Seattle, WA 98101

Cold Calling (Email)Email designed for Internal referral

Subject: Best point of contact

Hi Mike,

I'm sorry to bother you but could you introduce me to the person responsible for business development?Alec MorganaDirector of Business Development

PipelineDeals- Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking.PipelineDeals.com|VIDEO: Our Customers Are The Best Salespeople We KnowSuite 814 - 1932 1st Avenue - Seattle, WA 98101Check out ourfull list of features."Cold Calling (Email)Simple message to boss

Subject: Best point of contact

Hi Mike,

I'm sorry to bother you but could you introduce me to the person responsible for business development?Alec MorganaDirector of Business Development

PipelineDeals- Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking.PipelineDeals.com|VIDEO: Our Customers Are The Best Salespeople We KnowSuite 814 - 1932 1st Avenue - Seattle, WA 98101Check out ourfull list of features."Cold Calling (Email)Personalize

Subject: Best point of contact

Hi Mike,

I'm sorry to bother you but could you introduce me to the person responsible for business development?Alec MorganaDirector of Business Development

PipelineDeals- Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking.PipelineDeals.com|VIDEO: Our Customers Are The Best Salespeople We KnowSuite 814 - 1932 1st Avenue - Seattle, WA 98101Check out ourfull list of features."Cold Calling (Email)To the point

Subject: Best point of contact

Hi Mike,

I'm sorry to bother you but could you introduce me to the person responsible for business development?Alec MorganaDirector of Business Development

PipelineDeals- Spend Less Time Clicking And More Time Selling /OR/ Spend Time Selling, Not Clicking.PipelineDeals.com|VIDEO: Our Customers Are The Best Salespeople We KnowSuite 814 - 1932 1st Avenue - Seattle, WA 98101Check out ourfull list of features."Cold Calling (Email)TestTestTestTestEmail Analytics

Day 0 Email 50 peopleDay 0 Call 50Day +1 Call 50Day +3 Call 50Day +6 email 50Prospecting PlanFollow a cadence of follow-upSchedule calls/emails based on a planTell a story through the activity

Day 0 Email 50 peopleDay 0 Call 50Day +1 Call 50Day +3 Call 50Day +6 email 50Prospecting PlanFollow a cadence of follow-upSchedule calls/emails based on a planTell a story through the activityThe best time to cold call is 4:00-5:00 PM. The second best time is 8:00 10:00 am. The worst times are 11:00 am and 2:00 pm.

Assuming the lead meets your lead scoring criteria

Follow-up from a leadResearch and call / email other senior people first your ideal target in the organizationRespond to leadLet them know you have communicated

Assuming the lead meets your lead scoring criteria

Follow-up from a leadIn a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisionsResearch and call / email other senior people first your ideal target in the organizationRespond to leadLet them know you have communicated

ReferralsAsk for referrals every time you connectOvercome your fear of rejectionSet metrics and measureBuild an organizational culture of referralsCustomer Success/ Customer Care and Marketing should all be asking as well

Referrals-91% of customers say theyd give referrals -only 11% of salespeople askSource: Dale CarnegieAsk for referrals every time you connectOvercome your fear of rejectionSet metrics and measureBuild an organizational culture of referralsCustomer Success/ Customer Care and Marketing should all be asking as well

Territory Build momentum with Geographical or Vertical focusSmaller territories better for referralsIndustry verticals great for references, connectionsJoin local groups for networking or industry vertical association

SummarySpend 6 hours a week on LinkedInTest your emailsFollow a prospecting planAsk for referrals, test your languageConsider geography, focus on vertical firstLearn from your metrics

We want our customers to rule the world.