outbound gospel - poznan sales camp

BY: SYED ASAD

Outbound Gospel

Want to buy?

It’s only $49 plus you get an autograph from yours truly - Syed

BACKGROUND

Who the hell am I?

BACKGROUND

BACKGROUND

No, That’s not us rolling in the plains of Pakistan!

What you will learn?

Outbound reach out

Outbound sales process

Do & Don’ts of follow ups

Musketeer rule of outbound reach

How to ask and receive feedback

Outbound Sales

Why Outbound reach out is important for startups?

Outbound Sales

If your product genuinely solves a problem for someone, reaching

out via email/phone is a legitimate, ethical and effective way to make someone aware of

your service.

Question Time

What is a Lead(Persona)?

Qualification

How to Qualify a Lead?

BudgetAuthorityNeedTiming

Closing

Always go for the close

Do you want to buy or not?

Outbound lead gen sources

Data.com

Data Miner/Web Scraper

Inside View

Quora ( The new guy on the block)

Lead 411

And the king of em all LinkedIn

Outbound Sales Process

Preparation

Prospecting

Sales Process

Define Ideal Client

Searching for leads

Create a list

Send cold email – follow upInteract with the lead

Qualify the lead

Schedule a demo

Create an Opportunity

CLOSED WON

Outbound Email Process

1. Cold email (first contact)2. 1st Follow up – after 48 hours of the first email3. 2nd Follow up – after 72 hours of the 1st follow up4. 3rd Follow up – After 48 hours of the 2nd follow up5. 4th Follow up – After 72 hours of the 4th email

Musketeer reach out

Gatekeeper

Prey

Deflector

Support Target

Influencer

Musketeer Approach

Work the company not the prospect.

Golden Rule

Follow up like a CHAMP!Never.Ever.Stop!

It is not your customer’s job to remember you. It is your

obligation and responsibility to make sure they don’t have a

chance to forget you

- Patricia Fripp

Why is follow up important?

2% sales are made on 1st contact 3% sales are made on 2nd contact 5% sales are made on 3rd contact 10% sales are made on 4th contact 80% sales are made on 5 -12 contact

Champs only zone!

Proper follow ups = Revenue, Referrals & Partnerships

Do’s of Follow ups

• Prioritize follow ups• Set a goal(ask yourself: are you seeking

a sale or a referral?• Be creative and personal• Connect online(LinkedIn, twitter)• Be yourself(make genuine connections)

Don’ts of follow ups

• Fail to follow up• Be Impersonal(A generic follow up email

is equivalent of spam!)• Start Selling(Don’t go from hello to buy

my stuff)• Add to email list• Use childish email addres(Hotmami24 or

bigdaddy4U went out with myspace)

48% of people NEVER follow up

Masakra, no?

ONLY 12% of people Follow UP >3 Times

Which group are YOU In?

Be timely, consistent, Be You, Be AMAZING!

I love Cold calling!

How many of you believe in the effectiveness of cold calling?

I love Cold calling!

It’s the cold that is dead, not the calling!

You need giant cojones!

Sales questions for your prospects

On average it takes 8.4 tries to reach a live person on phone.

My advice?

Don’t fuck it up!

How to receive feedback?

How many of you have trouble taking feedback?

How to receive feedback?

And how many of you ask for feedback?

Want to improve in sales or in any area of your life?

Ask for feedback!

Let’s look at an example of useful vs useless feedback.

Imagine you’ve painted a picture, and ask someone for feedback.

Low-quality feedback: “This looks great, I really like what you did there!”

High-quality feedback: “I really like how you chose those bright colors, and then broke it up with this really strong dark black. I think the area

where you could improve the most is if you paid more attention to the way

the lines flow. Right now, there’s some disharmony in this, and it

doesn’t look like you intended that, but that’s just a result of a lack of

attention to detail.”

Sales Philosophy

Wolves don’t lose sleep over the opinion of sheep

Want to know the key to success in sales?

Consistency

Do or do not. There is no try.

Stay unemotional about it. Sales is a number’s game!

Don’t wish for it, Work for it!

Thank you for your time

Syed Asad, Head of Saless.asad@usabilitytools.com+1 650 681 9613