We discuss effective Outbound Lead Generation Strategies in custom Kick Workshops with out clients. The topics include but are not limited to: ICP, Target Accounts, Target Territories & Industries, Potential Champions & Economic Buyers.
After the Kick of workshop we will draft the material for the touch patterns. This will contain E-Mail Templates, Cold Call scripts, LinkedIn & Potential Video Messages.
The Structure of the Sequences depends on the Ideal Customer Profile, the Industry, and the Contact Person (Leadership receive different messaging than potential End Users).
Another Important factor for the Sequence Structure is the territory we are working in. Cultural differences exist and should be considered!
Our BDR’s & SDR’s are supported by state of the art technology for List Building. Every outreach is backed up by intense research to make sure that we get the most out of our efforts. Therefore, the conversation rates for personalized acquisition efforts are implicitly also higher.
We use various platforms for Lead Research. One example is: LinkedIn Sales Navigator that is fully integrated into our Sales Engagement Platform.
A touch pattern is a planned sequence of touches (via phone, email, and social media platforms such as like LinkedIn, and video messages.) directed towards specific people (leads or contacts) or accounts.
Our goal is to design touch patterns, execute consistently, and measure results for continuous optimization.
Each customer receives personalized E-Mail template. Moreover, these are continuously tested and optimized.
Cold Calls are not dead – if used properly, cold calls can be an efficient tool in a touch pattern because they help build relationships and retrieve information.
LinkedIN or Xing is also a part of our touch patterns.
We are able to design and implement custom Video messages for our clients.
Our daily work is backed by state of the art technology that ensures high levels of efficiency.
The goal of the outreach is to set up Discovery calls and get the prospect interested.
The Discovery calls can be held by your Account Executives but we can also offer to do the discovery calls and pre-qualification.
Since one part of our service is the activity, we make sure that every E-Mail, Call and any other outreach is tracked.
We can offer you full transparency through our tracking and the manager can use the collected data to optimize Touch Patterns. Moreover, the manager will also be able to recognize the weaknesses of the team an develop their skillset accordingly.
We track all the activities and we are also able to visualize the data in reports for you. In case you decide to stop our service, we can provide you with the data set of your prospects and contacts.
sThe manager uses the collected data to optimize Touch Patterns. They can check Open rates, Reply rates etc.
The collected Data helps the Team Manager to recognize weaknesses and develop the skillset of their team accordingly.
At a certain stage of the lead (could be an SAL/SQL or even an opportunity) an Account Executive will take over. For the Account Executive every information and conversation can help. It is important to make sure there is a seamless handover.
To ensure a qualified Pipeline we define qualification criteria with our clients for discovery calls. All our Team members are familiar with MEDDIC & SPIN
If you offer an Enterprise solution with long Sales Cycles in immature markets. Continuous follow ups and the development of Accounts are crucial.
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