This is a story all about how I built a funnel that feeds itself… In 3 easy steps.
I started my sales and marketing career many years ago, as a sales rep for a big name cell phone carrier, quickly moved into a management role and then on to a B2B role, always trying to anticipate my prospect’s next move. What are they thinking, how much will they spend, when will this close? Then there was the follow up, how would I remember to follow up with all of my prospects in a timely manner, what if I forget to follow up with someone and they buy from someone else? I was soon introduced to the world of SaaS by a friend of a friend where I moved into an SDR role. This is where I started to learn how to automate my sales process and I began to crush my sales goals with ease.
Step 1- Find your data
Figure out where your leads are coming from. Whether it is inbound or outbound you obviously want to keep hot leads in, cold leads nurtured and bad leads out. I would suggest using a data provider such as Lead411 to find this type of information. I mention Lead411 not only because I work for them but because I have used quite a few different data providers and Lead411 does something different.
Everything you need to know in order to be informed as a salesperson, is all there:
- Employee data
- IT Intelligence
- Company News
- Hiring Plans
- Historical Trends
It is all there to make me the most educated sales person when contacting these companies.
Let’s take it one step further, it’s automated. How? I set up a trigger. I want to know when a company gets funding so I can be the first person to call them, email them, InMail them, whatever. Every morning I open my Macbook, I have a list of contacts from companies that have received funded the day before. I actually got an email back once saying “Wow, you got my attention I literally just found out about our funding this morning.” Spend less time prospecting and more time selling. If you want to know more about how this works definitely email me at firstname.lastname@example.org and we can set that up.
Step 2- Automate your workflow
Let’s face it we all get jealous over someone with a personal assistant. Let automation be your personal assistant. After I get my morning contact list and do my research, the fun starts. I put all of those people into a platform called Outreach.io. They have something called Sequences. I have pre-built cadences that I set up that basically are my personal assistants and keep me on track. It takes 8-12 touch points to close a sale right? After 4 calls or emails 89% of sales people have given up! Sales and marketing automation tools help you become the one of the only sales person to get to the amount of touch points needed to close a deal. We’re all busy, we’re all human, we forget things. Tools like Outreach help you help yourself. It’s not going to do all of the work for you but it will remind you when to email, call, follow up, etc. EVERY one of your contacts. You spend less time remembering and more time selling, and best of all; NO LEAD SLIPS THROUGH THE CRACKS.
Step 3- Close Deals, Crush Quotas and Shatter Goals
There is a common ending to each of these paragraphs above, “spend more time selling”. You or the people on your team (or both) were hired to sell. Technology has fortunately helped us as salespeople, to spend more time doing what we do best and that is selling. If you could spend less time doing mundane tasks and more time closing deals wouldn’t that make sense to everyone? Automate your sales process from start to finish.