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Outbound During An Era of Economic Uncertainty

This document outlines a webinar by Michael Hanson focused on outbound sales strategies during economic uncertainty. Key topics include reassessing customer profiles, personalized outreach, problem-solving approaches, and the importance of integrating various departments into the sales process. The discussion emphasizes persistence and adaptability in sales efforts, especially in a remote landscape.

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& In This Together Series “Outbound in an Era of Economic Uncertainty” Michael Hanson - Founder @ Growth Genie hello@salesimpactacademy.co.uk Sales Teams Webinar will be live at 4pm BST/8am PST presents
& hello@salesimpactacademy.co.uk Submit any questions via the chat for a Q&A at the end We love your faces but please keep them hidden for now! Feedback is the breakfast of champions! Let us know how we’re doing when the poll pops up You can catch up on demand at any time...well, from tomorrow! Housekeeping:
& hello@salesimpactacademy.co.uk More important than ever: - No events - Lower marketing budgets - No face to face - Companies and people still face problems - Businesses need to survive Don’t give up on outbound
& 1) Reassessing your ideal customer profile 1) Personalization & Research 1) Give before you take 1) Problem Solving 1) Automated Approach 1) Outbound Calling 1) Cadences and touchpoints 1) Follow ups after demos and sales calls 1) Integrating other departments into your sales process Agenda hello@salesimpactacademy.co.uk
& ● Ideal Customer Profile ● Acronyms ● Target particular industries & verticals ● Research and personalization for success 1) Reassessing your ICP hello@salesimpactacademy.co.uk
& ● Open LinkedIn profile ● Research published content by your lead ● Human approach ● Go to company’s website ● Compelling and trigger events 2)Personalization & Research hello@salesimpactacademy.co.uk
& ● Job change ● Hiring a certain role ● Using a type of software ● Featured in a news article ● Funding ● Customized trigger event Compelling & Trigger Events hello@salesimpactacademy.co.uk
& Personalized Intro hello@salesimpactacademy.co.uk
& ● Don’t pitch straight away ● Give something that can help them ● Content is king ● Speak to your marketing team 3) Give before you take hello@salesimpactacademy.co.uk
& Example hello@salesimpactacademy.co.uk
& First write down top 4 challenges of your different buyer personas: - How to do outbound respectfully - Transition to post covid sales and marketing - Hiring, training and onboarding new sales staff - Increasing attendance at virtual events 4) Problem Solving Approach hello@salesimpactacademy.co.uk
& Solve those problems Challenge Increasing attendance at virtual events Solution LinkedIn process for posts with high engagement and messages hello@salesimpactacademy.co.uk
& Problem Solving Messaging hello@salesimpactacademy.co.uk
& ● Build lists based on compelling events at a company level: - Hiring certain roles - Particular industries - Customized trigger common to many businesses 5) Automated Approach hello@salesimpactacademy.co.uk
& ● Hiring a certain role 5) Automated Approach hello@salesimpactacademy.co.uk
& ● Running virtual events 5) Automated Approach hello@salesimpactacademy.co.uk
& Specific Industry and personas 5) Automated Approach hello@salesimpactacademy.co.uk
& ● Interactive conversations ● Make a cold call a warm call through research ● Be a sales doctor ● Be persistent ● Connect rate of a cold call - 5-10% ● Try to get direct dials or mobile numbers ● Practice takes away fear 6) Outbound Calling hello@salesimpactacademy.co.uk
& The phone is still the best channel to convert Pick up the phone hello@salesimpactacademy.co.uk
& ● Budgets are being cut ● Important to stay top of mind ● Be helpful and empathetic ● Align with sales Outbound in Customer Success hello@salesimpactacademy.co.uk
& 7) Omnichannel Cadences & Touchpoints hello@salesimpactacademy.co.uk
& ● Touchpoints across channels every 2-3 days ● Start email and LinkedIn messages with giving ● Stay top of mind ● Be patient but persistent ● Connect rate is 5-10% for cold calls Omnichannel Cadences & Touchpoints hello@salesimpactacademy.co.uk
& 8) Follow Ups after Sales Calls hello@salesimpactacademy.co.uk
& 8) Follow Ups after Sales Calls ● Touchpoints across channels every 2-3 days ● Omnichannel - pick up the phone ● Use LinkedIn to nurture ● Use text and whatsapp ● Give - share useful content ● Involve operations, customer success and product hello@salesimpactacademy.co.uk
& ● Marketing - content and campaign alignment ● Customer success - experts in your customers ● Product - experts in your solution ● Alignment within sales ● SDRs and AEs are peers and partners 9) Integrating other departments into sales hello@salesimpactacademy.co.uk
& Aligning SDRs & AEs hello@salesimpactacademy.co.uk
& Aligning SDRs & AEs hello@salesimpactacademy.co.uk
& Aligning SDRs & AEs = Success hello@salesimpactacademy.co.uk
& ● Do your research ● Give before you take ● Identify problems and help to solve them ● Be persistent to open and close ● Use outbound calling in every part of the cycle ● Integrate other departments Conclusion hello@salesimpactacademy.co.uk
& OVER TO YOU GUYS & GALS Q & A hello@salesimpactacademy.co.uk