////////////////////////////////////////////////The BadassBook For Crushing Q1 Sales.

Intro-duction

Q4's over and done with and a new quarter awaits. Time to turn over a new leaf and make this year better than the last.

Right about now, though, that pipeline of yours looks pretty empty.

Your first thought:

"I need to fill my pipeline up with leads!"

It's a new year.

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INTRODUCTION

Ok pause;before you start prospecting willy nilly without a plan, ask yourself:

“what didn't work last year?”

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INTRODUCTION

Think about it: how many of those leads last year went dark on you, never replied, or were never qualified in the first place?

Might you have had a better Q4 if your pipeline wasn't filled with leads that weren't going anywhere?

You probably had a bunch of leads last year, right through Q4. But maybe it wasn't your lead quantity that was the problem.

It might have been your lead quality.

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INTRODUCTION

Let’s mov e on shall we?

It's a new quarter, and this time, you're going to build a better pipeline.

Let's get down to making this your best Q1 ever.

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INTRODUCTION

Crushing Q1

CHAPTER ONE

You’re a leader,

a mover and a shaker.

We see you over there:you got where you are by daring to rise above challenges in innovative ways.

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CHAPTER ONE

We’re pretty

sure the answer is yes. In fact, we’ll bet our Q1

bonus checks

on it.

So are you ready to break the mold once again?

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CHAPTER ONE

We’re talking more

authenticity,more personality,

and definitely

more engagement.

This formula is

not just for rescuing

the scary deals but

also for expertly building

new pipeline.

How?By stepping up youroutreach game.

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CHAPTER ONE

So let’s start with step 1:

getting inside the minds of your customers to better

understand the challenges they’re facing.

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CHAPTER ONECHAPTER ONE

It’s Time fora Little Empathy

CHAPTER TWO

Your customers are too, chasing

after their own goals they've set for themselves and their teams in 2019. Q1 sets the tone for the rest of the year, so the pressure is on.

And then there’s the budget

process: everyone’s favorite. It’s an

endless swirl of numbers, decisions

and in some cases, battles. And by now, a lot of their budget is already spoken for.

You’re not the only one trying to build a better business in Q1.

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CHAPTER TWO

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Your customers have just as

much on the line as you do,

and pesky salespeople aren’t always welcome.

If they seem a littledistracted, that’s because they are.

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CHAPTER TWO

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There’s your challenge:getting through to people who are just as busy selling and

prospecting as you are. In a survey conducted by Chief Marketer,

57%

of respondents said their biggest

challenge was getting buyers to engage with them.

So how do you get their attention soyou can move the deal forward?

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CHAPTER TWO

Breaking Through the Noise

CHAPTER THREE

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CHAPTER THREE

Now that you’ve thought about Q1 from the perspective of your customer, ask yourself:

what would convince me to

buy if I were in their shoes?

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Now reflect on all the emails currently cluttering your inbox, full of impersonal product offerings or cheesy door openers that failed to get your attention.

Or the voicemails

from salespeople

on your phone you

never returned,

despite the pleading

notes of desperation

in their voice.

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CHAPTER THREE

If you’re going to

have any hope of

reaching your buyers

and accelerating the

deals in your pipeline

in Q1, you have

to make your sales

outreach personal,

relevant, and most

of all, engaging.

You know from experience that kind of sales outreach doesn’t work on you, sowhy would you expect it to

work on your buyers?

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CHAPTER THREE

According to one study fromGoogle and CEB,

53%

of purchasing decisions are driven by the buyer’s experience.That means more than half of the deals you’re trying to close in Q1 won ’t

be decided by cost or even how cool your product or service is.

They’ll be decided by how you made them feel

when selling your product or service.

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CHAPTER THREE

This Time, It’s Personal

CHAPTER FOUR

We don’t have to tell

you that sending an

email template out to

hundreds of prospects

and inserting first

names into subject lines

is not personalization.

It’s lazy and ineffective,

and your buyers

can see right through it.

If it’s easily faked, it’s easily ignored.

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CHAPTER FOUR

Real personalization does take effort, but the reward can be worth it.

It happens in the conversations

they have with buyers and the

research they perform. This is the

part of the sales process that

just can’t be automated (not fully

anyway):

getting to know the buyer as a person.

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CHAPTER FOUR

Remembering a birthday, asking about a recent family vacation, sending congratulations on a promotion, these are all more than just niceties between a buyer and a seller.

They’re the building blocks of a

relationship. And relationships

accelerate sales.

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CHAPTER FOUR

By tailoring your message specifically

to the buyer’s individual needs,

you get their attention and make

them want to take a call with you.

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CHAPTER FOUR

This kind of personalization naturally makes your sales outreach relevant to the individual buyer and more engaging, the other two keys to accelerating your Q1 deals.

If you think your teamis too busy for this kind of

personalization in Q1,then ask yourself if you if you're alright with not growing sales

this year . Because that’s what’s on the line.

That’s how important personalization is.

It’s not a nice-to-have gimmick.

It’s an absolute necessity when selling

to busy B2B decision-makers.

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CHAPTER FOUR

More LeadsBetter Leads

vs.

CHAPTER FIVE

Now, let’s focus on building better Q1 pipeline.

Every sales leader wants more

leads for their sales organization.

Leads are the fuel that powers

your pipeline, the beacon that

guides your team to their goals.

sales leaders say,

“If only we had more leads,”

“ we’d have no problem hitting our number.”

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CHAPTER FIVE

Better leads move

through the funnel

faster, which increases

your sales velocity and

keeps your pipeline

clear of stagnating deals.

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CHAPTER FIVE

Yes, more leads is always a good goal, but when putting together your strategy for next year, consider what better leads would do for your pipeline.

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Consider this:according to research by Ascend2, 48% of businesses say most of their leads require “long cycle” nurturing with many influencers.

Salespeople are

spending more and

more time with multiple

buyers across different

organizations to gain

agreement, answer

questions, and get

approval for a deal.

That’s a lot of valuable

time your sales people

are currently spending

in hopes of getting

the leads they have to

convert and close.

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CHAPTER FIVE

With so much time and attention necessary to get a deal signed, your team can’t afford to spend precious energy and resources on leads that aren’t going to go anywhere.

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CHAPTER FIVE

Instead, filling your pipeline with quality leads ensures that the

time your team spends selling has a better chance of a payoff.

But quality leads don’t grow on trees, so the question becomes…

how can your team identify quality

leads in the sales process?

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CHAPTER FIVE

A Two-Way Street

CHAPTER SIX

Just as your team needs to be bold and engaging with their outreach, so too do they need a way to measure the engagement of the buyer.

What parts of the message are resonating with them?

How can you know for certain if they are actually interested in what you have to offer or if they are just spinning your wheels?

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CHAPTER SIX

By measuring how engaged they are, you quickly get a sense if all that work your team’s putting into selling to them is working or not.

Now how do you measure engagement?

In marketing, that’s done with looking

at email opens, clicks, likes, and

shares.

But does of any of this really point to how engaged a buyer is?

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CHAPTER SIX

In order to be truly effectivewith their sales outreach,

your team needs a way to communicate with buyers that both

engages them as well as returns you insights that give you

actionable next steps, so you know how to adapt your sales

messages and better forecast deals in your pipeline.

And email alone won’t get you there.

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CHAPTER SIX

Conclusion

Need help figuring out what

that new process looks like?

Contact the experts at

Videolicious. We help you

break through the noise

and go from unheard to

understood. Let us help you

start engaging your buyers

better so you can close more

business in Q1 and beyond.

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CONCLUSION

You’re on your way to the best year of your life.These small adjustments to your team’s sales outreach

will help you close more business as well as set you on

the road to success for this quarter and beyond. All you

need is that same bold sense of innovation that’s made

you the sales leader you are today and a new process

to communicate with your buyers in a way that’s

authentic, eye-grabbing, and measurable.

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