liquid planner sdr playbook - research section

Research

Marketing, sales leaders and sales people are often wrong about how to create predictable revenue. In our current environment, Sales 2.0, companies have created mountains of data. Use the data to your advantage.

7 Rules of Contact

1. Best Days to Make Contact 2. Best Times to Make Contact 3. Communication Preferences 4. Mixed Media Strategy 5. Persistence Counts 6. Response Fast 7. Speed Matters

The best days to make contact with prospects are: 1. Thursday 2. Wednesday 3. Friday 4. Monday 5. Tuesday

Sales activity should be highest on Wednesday and Thursday.

Best Days to Make Contact

Source: InsideSales.com

Why? – Most people go into work on Monday only to get slammed with everything that happened over the weekend. They then use Tuesday to dig out. By Wednesday, they are ready to talk to people again.

The best times to make contact with prospects are: 1. 7:30 AM to 8:30 AM 2. 3:30 PM to 5:30 PM

The majority of calls should be made within these timeframes. Calling should be adjusted for the time zone of the sales territory.

Best Times to Make Contact


Qualification rates are 164% higher during the two best times per day.

Prospects are most likely to respond to SDRs who use the below communications methods: 1. 93% - Email 2. 86% - Office Telephone 3. 84% - Mobile Telephone 4. 81% - Voicemail 5. 79% - Text Message Use social for researching prospects, not contacting them.

Communication Preferences


If it takes an average of 6-9 attempts to connect with a prospect, you need to build a relationship with them via voicemail and email. Industry best practice is for each attempt: 1) Call the prospect, 2) Leave a voicemail for them; and 3) Wait 1-2 minutes before sending an email. Show prospects you are a real person with pictures, videos, etc. in the email. It is harder to ignore a real person.

Mixed Media Strategy

Source: LiquidPlanner

Call Attempt

Call Prospect

Leave Voicemail

Send Email

Tactics Other

1 X

X X Video: “Hi”

2 X X X Picture: “Call Me”

3 X X X None

4 X X X Picture: “Patience”

5 X None None None

6 X None X Picture: “Close File”

Industry best practice is make 6-9 attempts to prospects over a 10-14 day period (90%-93% chance of making contact). The chance of making contact with prospects substantially increases with each attempt. The majority of SDRs stop after making one to two attempts to the target prospect.

Persistence Counts


Industry best practice is to respond fast, within 1-3 minutes, to inbound calls, emails, texts, etc. to ensure the highest conversation rates. The faster you respond, the higher your chance of connecting with and qualifying them. We are an immediate gratification society. If you call prospects tomorrow, they are already onto the next thing.

Respond Fast

Source: Velocify

Speed Matters Being first to reach a prospect substantially increases the company’s chance of winning. • Being the first to reach a decision

maker and set the buying vison has an average close ratio of 74%.

• Fifty percent of buyers choose the first company or salesperson to respond.

• You have a 56% greater chance to attain quota if you engage buyers before they contact a seller.
