A good friend who just founded a SaaS startup in SOMA asked for my advice. She’s getting pressure from VC investors to grow faster. She’s seeing traction with her inbound marketing efforts. But those efforts still take time mature into sales opportunities. Also, her Sales staff is having rotten luck with outbound prospecting. She’s was blown away by Metadata’s outbound sales growth and wanted to know what our secret was.
These are four tips I gave her to generate 120 outbound leads in a week.
Know, Don’t Guess – Outbound Prospecting Tools:
Take a scientific approach and prioritize your prospects by demographics. You shouldn’t be guessing who to contact and “powering through.” These tools can provide you with a plethora of personal info to get your Sales team started in the right direction.
Fix Roadblocks with Prospecting Tools
Say you recently bought a new email list from a data provider and outbound numbers look great in Salesforce. Every rep seems to be making a lot of calls. However, your conversion numbers seem to be low. Your goal here would be to increase conversion from lead to sale. The process you would follow should be looking at the sales funnel report in Salesforce to see if you find anything that stands out.
For example, the reps are making calls but most existing prospects are unreachable. This could be an indication that your data is stale and you need a tool such as Growbots or Zoominfo.
Let’s suppose you call your sales reps in for a one-on-one to get more information on their process. Through these conversations you discover that since they are spending a ton of time trying to reach existing prospects, they don’t have a lot of time left for prospecting new clients. SalesNavigator would be of value in this scenario.
Automatically Integrate Your CRM Data
Once you’ve ironed out your outbound hiccups and you’ve decided on the appropriate tool, you need to automate the entire processes. You’re doing this so you can effortlessly scale. For example, your Sales Navigator tool should be connected to your CRM system, such as SalesForce and automation tools such as Hubspot. A connection between these two, will automatically update your prospect list in SalesForce. If you’re using Yesware (which is a great tool and very inexpensive, so there’s no reason not to use it) connect it to your CRM for a complete profile view on which customers are actively engaged with your emails. This will save your Sales team time and energy.
Check out our nifty CRM cheat sheet for useful CRM comparison info.
Organize your funnel
Setting up the right lead funnel sequence is key to creating a successful sales strategy. A common mistake companies make, is not having a clear separation between sales and marketing roles along the funnel. For instance, having multiple, simultaneous customer communication streams with different messaging is a huge no no. Emails communicating discounts and sales calls selling contracts at a premium is a good example. A poorly thought out sales and marketing strategy can cost a company thousands of dollars.
The key to setting up a successful funnel sequence is planning and more planning. Set up your marketing and sales goals in a way where they don’t compete, but rather complement one another. This will ensure that your marketing and sales teams are incentivized to work together. Once you’re done setting up the lead funnel, have someone else test it.
Those were just four of the quick tips I gave my old friend. There were also a 3 more I didn’t mention in this blog post. I’m happy to share what those are. Shoot me an email: hello at metadata dot com.