Smarter prospecting
14
Before the Funnel
Transcript of Smarter prospecting
Before the Funnel
TIME CONSUMIN
G
STICKING WITH IT
GETTING HOLD
OF PEOPLE
1. Low activity levels2. Insufficient endurance in
activity3. Inconsistent follow-ups4. Not enough time allocated
to prospecting
OPERATIONAL CHALLENGES
5. Contacting too few prospects
6. Contacting too few people within each prospect
7. Relying on only one or two methods of contact
1. No pre-qualification process• No SQL definition or qualification criteria
2. Targeting the wrong types of prospects
3. Not tracking meaningful metrics• Conversion rates• Time and # of activites required to convert or disqualify• Mix of activity types
STRATEGIC CHALLENGES
Best Practices?
Give up too early Same contact method
Wrong approach
“The decision from sales, after a series of interactions, that an opportunity with a $ value and a time frame exists”
SALES QUALIFIED LEAD (SQL)
HIT AND MISS
Prospect to opportunity
conversion rate?
# of prospects to contact each week/month?
Time and activity levels required to
qualify one prospect?
Best activity mix?
...OPPORTUNITY?
PROSPECTING & QUALIFICATION
WHAT’S IN A CAMPAIGN?
Touch points Supporting tools
1 INTRO EMAIL
2PHONE CALL
3 LINKEDIN INTRO
4FOLLOW TWITTER
6TWITTER IM
7 LINKEDIN INMAILS
8PHONE CALL
9 ETC...
5 EMAIL NEW CONTACT
Templates
Copy that can be personalized
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Company and Contacts?
Templates
Links to share?
Statistics and insights to highlight?
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Fredrik JonssonChief Content Officer
twitter@fredrikmembrain
websitewww.membrain.com
+46 (0) 768-35 12 93
