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How to Generate, Capture and Follow-up With More Leads In Less Time

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Table of Contents1. Introducing Brandon from PersistIQ

3a. How to Generate More Leads

4b. 3 Biggest Challenges of Outbound Sales

9c. 5 Steps to the Perfect Outbound Campaign

13

2. Introducing Roxana from Front22

a. How to Capturing and Follow-Up with Leads23

b. Make Sure No Leads Fall Through The Cracks24

c. Accelerate Lead Conversion 26

d. Reach Out to More Leads in Less Time29

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Brandon RedlingerGrowth Marketing

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How to Generate More Leads

1. Manual prospecting

2. 3rd party sources

3. Outsourcing

4. Get creative!

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1. Manual Prospecting

• Speed matters

• Quality or quantity?

• Know your business economics

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2. 3rd Party Sources

data.com

Sales Intelligence Lead Sourcing

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3. Outsourcing

A. Create a process

B. Hire and evaluate freelancers

C. Verify data

D. Review performance

E. Rise and repeat!

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4. Get Creative

1. Join associations

2. Sponsor events

3. Scrape the web

4. Work with your marketing team

5. And more...

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The 3 Biggest Challenges of Outbound Sales

1. Balancing automation

& personalization

2. Using the right tech

3. Following up correctly

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What should be done by a human?

What should be automated?

1. Balancing Automation & Personalization

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2. Using the Right Technologies

• Marketing automation is different than sales automation!

• Dead giveaways that you’re using automation

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3. Follow Up Correctly

• Number of touchpoints

• Time between touchpoints

• Reason for following up

• Channel Diversity

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5 Steps to Executing the Perfect Sales Prospecting Campaign

1. Create your email templates

2. Set up your campaigns

3. Add your leads

4. Launch your campaign

5. Analyze and adjust

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• Keep it short

• Open strong

• Offer a compelling value proposition

• Include a call to action

• Sound like a real person

1.Create Your Email Templates

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[Subject line:] [Your Company] <> [Prospect’s Company]

Hi [first name],

I saw on LinkedIn that we’re connected through [common connection].

[Write one sentence about why that connection is relevant].

Given your position, I think you may be interested in what my company does. [Give your one to two sentence value proposition].

What does your schedule look like in the next few days? I’d love to jump on a quick call and see if it’s something that would be useful for you.

Thanks! [your name]

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Reason for Following Up

• Re-emphasize business value

• Offer insights

• Educate

• Share news

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[Subject line:] Quick question about [pain/problem you solve]

Hey [first name],

Are you still interested in [your solution]?

Cheers,

[your name]

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• Different campaigns for different segments of your list

• A/B test your campaigns

2. Set Up Your Campaigns

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Make sure you don’t have duplicates or the same leads in different campaigns!

3. Add Your Leads

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• Review

• Make sure you don’t have any missing variables

• Send!

4. Launch Your Campaign

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• Analyze and adjust

5. Analyze and adjust.

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Roxana SiuHead of

Marketing

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Want to successfully capture leads?

You've got 5 minutes!

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Make sure no leads fall through the cracks

Keep all leads in one place, even if you receive them through multiple channels

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Make sure no leads fall through the cracks

Quickly dispatch incoming leads• Create accountability

• Clearly indicate who should take next steps

• Reassign leads if a Sales Rep is unavailable

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Accelerate lead conversion

Create a good first impression

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Accelerate lead conversion

Circle back with qualified leads in a timely manner

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Accelerate lead conversion

Provide the right answer, faster

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Reach out to more leads in less time

See the whole picture

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Reach out to more leads in less time

Quickly reply to FAQs

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Questions?

Roxana SiuRoxana@FrontAp

p

Brandon RedlingerBrandon@PersistI

Q

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Get In Touch With PersistIQ!

Follow us @PersistIQ

LinkedIn.com/company/PersistIQ

PersistIQ.com/demo

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Get In Touch With Front!

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