Lead Generation Tips for B2b Sales People

Lead Tips for Sales People

The Customer Journey

The Customer Journey

Lead already knows what they want

The Customer Journey

Lead already knows what they want

Land

The Customer Journey

Lead already knows what they want

LandExpand

The Customer Journey

Lead thinks of you first

Lead already knows what they want

LandExpand

Everyone in your Organization!

Connect with everyone when you meet them

Join groups

Create your own LinkedIn group

Commit to posting useful content once a week/month

If you aren’t an expert – re-post

•from marketing,

•thought leaders in your space

•job openings

•funding rounds

Leveraging

LinkedIn

Everyone in your Organization!

Connect with everyone when you meet them

Join groups

Create your own LinkedIn group

Commit to posting useful content once a week/month

If you aren’t an expert – re-post

•from marketing,

•thought leaders in your space

•job openings

•funding rounds

Leveraging

LinkedIn

Top sellers spend 6 hours a week on LinkedIn

Jill Konrath – Agile selling

Cold Calling

(Email)

• Example:

• Job Title C-level, VP, GM

Purchase a list source and target

• Industry

• Marketing, Advertising & PR

• Employees

• 100+

• Geography

• United States

Initial demographic:

• Industry

• Manufacturing

• Employees

• 250 - 2500

• Geography

• United States

New demographic criteria:

Cold Calling

(Email)

• Example:

• Job Title C-level, VP, GM

Purchase a list source and target

• Industry

• Marketing, Advertising & PR

• Employees

• 100+

• Geography

• United States

Initial demographic:

• Industry

• Manufacturing

• Employees

• 250 - 2500

• Geography

• United States

New 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 Morgana

Director 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 Know

Suite 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 Morgana

Director 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

Know

Suite 814 - 1932 1st Avenue - Seattle, WA 98101

Check out our full 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 Morgana

Director 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

Know

Suite 814 - 1932 1st Avenue - Seattle, WA 98101

Check out our full 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 Morgana

Director 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

Know

Suite 814 - 1932 1st Avenue - Seattle, WA 98101

Check out our full 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 Morgana

Director 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

Know

Suite 814 - 1932 1st Avenue - Seattle, WA 98101

Check out our full list of features."

Cold Calling

(Email)

Test

Test

Test

Test

Email Analytics

Day 0 Email 50 people

Day 0 Call 50

Day +1 Call 50

Day +3 Call 50

Day +6 email 50

Prospecting

Plan

Follow a cadence of follow-up

Schedule calls/emails based on a plan

Tell a story through the activity

Day 0 Email 50 people

Day 0 Call 50

Day +1 Call 50

Day +3 Call 50

Day +6 email 50

Prospecting

Plan

Follow a cadence of follow-up

Schedule calls/emails based on a plan

Tell a story through the activity

The 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

lead

Research and call / email other

senior people first – your ideal target

in the organization

Respond to leadLet them know

you have communicated

Assuming the lead meets your lead scoring criteria…

Follow-up from a

lead

In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions

Research and call / email other

senior people first – your ideal target

in the organization

Respond to leadLet them know

you have communicated

Referral

s

Ask for referrals every time you connect

• Overcome your fear of rejection

Set metrics and measure

Build an organizational culture of referrals• Customer Success/ Customer Care and

Marketing should all be asking as well

Referral

s

-91% of customers say they’d give referrals -only 11% of salespeople askSource: Dale Carnegie

Ask for referrals every time you connect

• Overcome your fear of rejection

Set metrics and measure

Build an organizational culture of referrals• Customer Success/ Customer Care and

Marketing should all be asking as well

Territor

y

Build momentum

with Geographical

or Vertical focus

Smaller territories – better for

referrals

Industry verticals – great for references, connections

Join local groups

for networking or

industry vertical

association

Summar

ySpend 6 hours a week on LinkedIn

Test your emails

Follow a prospecting plan

Ask for referrals, test your language

Consider geography, focus on vertical first

Learn from your metrics

We want our customers to rule the world.