how a sales 2.0 sales person spends their time€¦ · – gather intel from insideview and...

How A Sales 2.0 Sales Person Spends Their Time

Mike Damphousse

CEO/CMO, Green Leads

@damphoux and @greenleads

http://www.greenleads.com/b2b-blog/

http://www.facebook.com/greenleads/

Coffee Time

• Spend your first hour sipping a hot coffee and reading emails

www.greenleads.com+1.978.633.3233

http://www.green-leads.com/

Coffee Time

• Spend your first hour sipping a hot coffee and reading emails

WRONG!

• Every prospect you’re dying to talk to is sitting at their desk drinking coffee

• Your first hour of every day should be reaching out to your hottest prospects by phone and/or email

• If you target multiple time zones, hit your hots at the coffee time for each www.greenleads.com

+1.978.633.3233


Inbound Time

• Review your inbound leads and respond to them accordingly



Inbound Time

• Review your inbound leads and respond to them accordingly

NOT TOTALLY WRONG…

• It’s the process that is important– Review activity in HubSpot Lead Management Tool

– Review history in Salesforce

– Gather Intel from InsideView and LinkedIn

– If contact info needs cleaning, use Jigsaw Fusion

– Manually review Lead Score

• Then Respondmore details…..



HubSpot Time

• Review activity in HubSpot Lead Management Tool


Activity

Interests


HubSpot Time

• Similar information can be found in Salesforce if you have HubSpot’s Salesforce Integration


How did they find

you?

Latest Activity


HubSpot Time• Use the opportunity to review past activity, prior contact, and lead score


Manually Review Lead Score



HubSpot Time

• Get a snapshot of the company, look for trigger events


Trigger events in recent news

How are you connected?

Learn about the company


HubSpot Time

• Don’t leave home without it – how are you connected? How active is their growth? Prospect’s background?


Are they growing?

Review profile

Read their status updates


Jigsaw Time

• Double check contact info, company data, other contacts


Data is Fresh



Outbound Time

• If the Lead Score is right, Dial 3 Times, Email, Voicemail, Close it out if no contact.



Outbound Time

• If the Lead Score is right, Dial 3 Times, Email, Voicemail, Close it out if no contact.

WRONG

• Dial, Dial, Dial, Email, Dial, Voicemail, Dial, Email, Nurture… Repeat in any order until you Reach them or they Reach You


Get a Click-to-Dial solution for your system Or…add them to a HOT

list and use ConnectAndSell


Q&A Time

Mike Damphousse

CEO/CMO, Green Leads

@damphoux and @greenleads

http://www.greenleads.com/b2b-blog/

http://www.facebook.com/greenleads/


http://www.greenleads.com/roi-calculator/


how a sales 2.0 sales person spends their time€¦ · – gather intel from insideview and...

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