Podcast episode
How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health)
30 Minutes to President's Club19 Oct 202339 min
Description
THREE ACTIONABLE LEADERSHIP TAKEAWAYS Streamline pipeline reviews with Sequence of Events (SOE). "Prospecting in a Box" campaigns focus on quality over quantity, leveraging successful tactics within the team to re-engage with closed or lost opportunities. Use clear communication and realistic goal-setting to avoid surprises and potential morale issues with your team. PATH TO PRESIDENT’S CLUB Chief Revenue Officer @ Incredible Health GTM Advisor @ August Health SVP - Global Head of Sales @ Clari VP of Sales @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And I've had a lot more success focusing on seller driven campaigns that we package up like prospecting in a box instead of just focusing on volume. And so let me give an example of a couple prospecting in a box campaigns that I've run. One is called wake the dead. And this is a campaign where you go back to previously closed, lost opportunities. “And what I'd give to the seller is a targeted list of prior closed, lost opportunities.” I'd write out the messaging that I want them to go to those closed, lost opportunities with and exactly how to re-engage, what's the format, maybe you put it in a sequence, right? What is all the components of the campaign they need? The list, the messaging, the resourcing, and I deliver to them. And so I want them to go and execute against that campaign.
And so let me give an example of a couple prospecting in a box campaigns that I've run. One is called wake the dead. And this is a campaign where you go back to previously closed, lost opportunities. And what I'd give to the seller is a targeted list of prior closed, lost opportunities. I'd write out the messaging that I want them to go to those closed, lost opportunities “with and exactly how to re-engage, what's the format, maybe you put it in a sequence, right?” What is all the components of the campaign they need? The list, the messaging, the resourcing, and I deliver to them. And so I want them to go and execute against that campaign. And then it's just as easy as one, two, three, instead of them having to figure out, I know I need 100 touches, but I don't know what I'm gonna say or who I'm gonna say them to.