data.com connect presents: chris morra - polite persistence: the art of follow-up

#2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers

#2015ConnectCon @connectmembers facebook.com/connectmembers

Polite Persistence: The Art of Follow Up

Chris Morra Business Development Expert [email protected]


Agenda

•  Intro •  Following Up

•  Cold Calling

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Persistence is a Game

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Inbound


Rapid Response is Critical

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Over 30% of leads are never called

The Impact of Persistence

Lead Study

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You must be “politely persistent” in your follow-up

Email & Phone

Call

Email & Phone

Call

Email & Phone

Call

Email & Phone

Call

Email & Phone

Call Marketing Nurture

Day 1 Day 3 Day 5 Day 12 Day 19 Day 26+

- Thank you for your interest - Initial point of contact to understand your business - Attempt to arrange call

-  Voicemail follow-up

-  When should we connect for a call?


- What is a convenient time to discuss possible cost effective ways to utilize our service?


- Provide a specific time for a call - Unsure if we can do business; would like to discuss if our service is in-line with your business needs.


- Are you still evaluating? - Don’t want to disturb you or fill up your inbox unnecessarily


- Assume that you are no longer evaluating our services - If still interested, let me know

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DAILY WEEKLY MONTHLY

60 Calls per Day / 20 Connects

$ Pipeline Created $ Pipeline Accepted

1h30 Talk time # Opportunities Created $ Revenue from Opportunities

$ Pipeline Created $ Pipeline Advanced Sell the Dream

# Opportunities Created

Daily Rigor: Sales KPI’s

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Dashboards to drive daily Rigor

Dashboard to measure: -  Daily Activities -  Pipeline Created -  Number of Opps -  Pipeline Closed -  Mix of Editions -  Outbound Effort -  Etc…

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Outbound


When is the Best Time to Call?

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Building a Prospecting Strategy & Have a Plan

Weekly Strategy Calls

ü  Brief Update ü  Strategy for the next week, Ex: 2 Target accounts (1 install, 1 cold), 1 product line, 1 industry per week ü  Discuss EBR pipeline and opps you are expecting for this month ü  Next steps for both you and your AE

Install base:

ü  White space report ü  Ask AE: Who’s your champion? Would you mind if I introduce myself as an extension of your team? Who’s the AE engaged with? ü  Where/how does your AE want to grow the account (Products? Divisions?)

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Partnership at its BEST

Develop a Strategy

ü  Share territory and account plans

ü  Use resources to guide strategy (White Space reports, Top Targets)

ü  Agree on a tactical game plan for each tier of accounts

Execute a Targeted Approach ü  Prioritize target accounts on a weekly basis

ü  Leverage social prospecting and develop targeted industry specific communications

ü  Target specific use cases, user groups, divisions, etc

Communicate & have joint accountability ü  Weekly session to update strategy & review progress

ü  Provide feedback/coaching after discovery calls

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Prospecting @ salesforce.com 1)  Assess all existing Pipe. 2)  Determine install base customers you can work

a.  Contact; Sales, Customer service ,IT & Marketing

b.  Understand growth plans

c.  IT backlog

d.  Social drive

3)  Revitalize existing stalled SR Opptys/ Leads



c.  IT backlog

d.  Social drive

4)  Dead opportunities



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Summary

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Thank You Thank You

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