Lead Generation Tips for B2b Sales People
-
Upload
sales-hacker -
Category
Sales
-
view
405 -
download
0
Transcript of Lead Generation Tips for B2b Sales People
![Page 1: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/1.jpg)
Lead Tips for Sales People
![Page 2: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/2.jpg)
The Customer Journey
![Page 3: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/3.jpg)
The Customer Journey
Lead already knows what they want
![Page 4: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/4.jpg)
The Customer Journey
Lead already knows what they want
Land
![Page 5: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/5.jpg)
The Customer Journey
Lead already knows what they want
LandExpand
![Page 6: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/6.jpg)
The Customer Journey
Lead thinks of you first
Lead already knows what they want
LandExpand
![Page 7: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/7.jpg)
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
![Page 8: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/8.jpg)
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
Top sellers spend 6 hours a week on LinkedIn
Jill Konrath – Agile selling
![Page 9: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/9.jpg)
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:
![Page 10: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/10.jpg)
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!
![Page 11: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/11.jpg)
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
![Page 12: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/12.jpg)
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
![Page 13: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/13.jpg)
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
![Page 14: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/14.jpg)
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
![Page 15: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/15.jpg)
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
![Page 16: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/16.jpg)
Email Analytics
![Page 17: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/17.jpg)
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
![Page 18: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/18.jpg)
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.
![Page 19: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/19.jpg)
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
![Page 20: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/20.jpg)
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
![Page 21: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/21.jpg)
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
![Page 22: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/22.jpg)
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
![Page 23: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/23.jpg)
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
![Page 24: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/24.jpg)
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
![Page 25: Lead Generation Tips for B2b Sales People](https://reader030.fdocuments.us/reader030/viewer/2022032616/55a876591a28ab39548b4842/html5/thumbnails/25.jpg)
We want our customers to rule the world.