How to Cover 100 Deals Without Being On Every Single Call (Holly Procter, CRO @ Incredible Health)

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1. 4:47

   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.

   In Closed-lost win-back

2. 4:55

   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.

   In Not now and re-engagement

3. 21:28

   How else do we bring creativity? So I'll tell you one we just did last week. If you're in a place where you have a bunch of happy customers and you have a bunch of people, let's call them advisors, investors, friendlies that want to see the company succeed, my guess is you're not doing “enough to leverage those evangelists.” of warm outreach? And so a couple of things. I think asking for referrals from your customers is something most orgs don't do enough of, right? In this case, if I've sold to Armand and we have a good relationship, he's successful on my product, why am I not calling him in 3 months and asking for him to introduce me to 3 of his peers that have his job at company X, Y, and Z?

   In Referrals

4. 22:41

   you, I need them to introduce us to these 15 people. And so here's the list. And so I'm really managing that step by step. And so she's doing no heavy lifting. She, meaning our CEO. And really, neither is the person she's asking for referrals. So we are identifying the connection. We're “drafting the ghost note, both the ghost note for her to ask for the introduction and the ghost note” that the introduction sends. So we're doing all of the heavy lifting around that. And the result is a bunch of super senior meetings. And so it's a lot of heavy lifting, but a really healthy pipe creation exercise. So for all the sales leaders listening right now, this is an awesome

   In Introduction request scripts

5. 24:32

   And step one is let's have them send the note. And you, as the person who's leading the team, have the ability to call in those favors across the organization and get reps to work cross territory instead of just hoping that reps help each other out. Step two might be exec to exec note for key accounts. And again, you can call in those “And then step three might be the outbound campaign.” And that's the ultimate sequence that you've already drafted for your team. And it's so much easier to slice and dice accounts and not just go in pure cold when you do these things across the group. Totally agree. You've delivered that initial forecast to your CEO, right? You know where your deals are,

   In Agency campaign launch

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