If you’re only working 50 accounts per quarter,
Posted: Mon Jan 27, 2025 7:10 am
To do this, you must hold these concepts about right action in your mind. Analysis paralysis, procrastination, and perfectionism are ineffective. Thinking that there is some magic bullet that you can put in a social selling message that will get you a meeting or deal is just self-delusion.
There have been many research studies citing that it takes 7–12 touches to land a meeting. The issue really is that you can’t just spam the same message over and over again to achieve those numbers because you’ll be deleted. Enable, educate, and walk your prospect up a ladder of engagement the whole way. Social plays a role but within a holistic strategy. Here is what effective outreach activity looks like:
Day 1: COMBO.
Day 2: Social engagement.
Day 3: White paper.
Day 4: A quote by them in social.
Day 5: A SlideShare.
Day 6: A case study.
The essential thing is to absolutely add value to the cadence bulgaria telegram data every time. You can use software such as SalesLoft Cadence or CRM system tasks to ensure that you are staying organized on your touches. You can also just make a manual spreadsheet and add a column next to the account with the contact name and last touch.
you’ll start to remember every contact that you are mining and get a sense for who the ringleader is and how often you’ve been communicating with them by multiple channels.
What I’ve created here with COMBO is a way to open effectively and consistently with a high degree of prediction. If you select 100 key accounts, you’ll be able to open opportunities with 20 of them in the first two quarters.
I’ve road tested these theories with mentees in multiple global markets from California to New York to London to Singapore to Sydney, with companies selling highly disruptive software.
Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but not being able to throw an effective punch.
COMBO Prospecting will land a meeting in a down economy, it will land a meeting even if you don’t have a solution yet. Just like boxing, a combination of a kidney shot, rib shot, and uppercut is more damaging than a single punch.
There have been many research studies citing that it takes 7–12 touches to land a meeting. The issue really is that you can’t just spam the same message over and over again to achieve those numbers because you’ll be deleted. Enable, educate, and walk your prospect up a ladder of engagement the whole way. Social plays a role but within a holistic strategy. Here is what effective outreach activity looks like:
Day 1: COMBO.
Day 2: Social engagement.
Day 3: White paper.
Day 4: A quote by them in social.
Day 5: A SlideShare.
Day 6: A case study.
The essential thing is to absolutely add value to the cadence bulgaria telegram data every time. You can use software such as SalesLoft Cadence or CRM system tasks to ensure that you are staying organized on your touches. You can also just make a manual spreadsheet and add a column next to the account with the contact name and last touch.
you’ll start to remember every contact that you are mining and get a sense for who the ringleader is and how often you’ve been communicating with them by multiple channels.
What I’ve created here with COMBO is a way to open effectively and consistently with a high degree of prediction. If you select 100 key accounts, you’ll be able to open opportunities with 20 of them in the first two quarters.
I’ve road tested these theories with mentees in multiple global markets from California to New York to London to Singapore to Sydney, with companies selling highly disruptive software.
Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but not being able to throw an effective punch.
COMBO Prospecting will land a meeting in a down economy, it will land a meeting even if you don’t have a solution yet. Just like boxing, a combination of a kidney shot, rib shot, and uppercut is more damaging than a single punch.