View
1
Download
0
Category
Preview:
Citation preview
////////////////////////////////////////////////The BadassBook For Crushing Q1 Sales.
Intro-duction
Q4's over and done with and a new quarter awaits. Time to turn over a new leaf and make this year better than the last.
Right about now, though, that pipeline of yours looks pretty empty.
Your first thought:
"I need to fill my pipeline up with leads!"
It's a new year.
PAGE 003
INTRODUCTION
Ok pause;before you start prospecting willy nilly without a plan, ask yourself:
“what didn't work last year?”
PAGE 004
INTRODUCTION
Think about it: how many of those leads last year went dark on you, never replied, or were never qualified in the first place?
Might you have had a better Q4 if your pipeline wasn't filled with leads that weren't going anywhere?
You probably had a bunch of leads last year, right through Q4. But maybe it wasn't your lead quantity that was the problem.
It might have been your lead quality.
PAGE 005
INTRODUCTION
Let’s mov e on shall we?
It's a new quarter, and this time, you're going to build a better pipeline.
Let's get down to making this your best Q1 ever.
PAGE 006
INTRODUCTION
Crushing Q1
CHAPTER ONE
You’re a leader,
a mover and a shaker.
We see you over there:you got where you are by daring to rise above challenges in innovative ways.
PAGE 008VIDEOLICIOUS.COM
CHAPTER ONE
We’re pretty
sure the answer is yes. In fact, we’ll bet our Q1
bonus checks
on it.
So are you ready to break the mold once again?
PAGE 009VIDEOLICIOUS.COM
CHAPTER ONE
We’re talking more
authenticity,more personality,
and definitely
more engagement.
This formula is
not just for rescuing
the scary deals but
also for expertly building
new pipeline.
How?By stepping up youroutreach game.
PAGE 0010VIDEOLICIOUS.COM
CHAPTER ONE
So let’s start with step 1:
getting inside the minds of your customers to better
understand the challenges they’re facing.
PAGE 011VIDEOLICIOUS.COM
CHAPTER ONECHAPTER ONE
It’s Time fora Little Empathy
CHAPTER TWO
Your customers are too, chasing
after their own goals they've set for themselves and their teams in 2019. Q1 sets the tone for the rest of the year, so the pressure is on.
And then there’s the budget
process: everyone’s favorite. It’s an
endless swirl of numbers, decisions
and in some cases, battles. And by now, a lot of their budget is already spoken for.
You’re not the only one trying to build a better business in Q1.
PAGE 013
CHAPTER TWO
PAGE 013
Your customers have just as
much on the line as you do,
and pesky salespeople aren’t always welcome.
If they seem a littledistracted, that’s because they are.
PAGE 014
CHAPTER TWO
PAGE 014
There’s your challenge:getting through to people who are just as busy selling and
prospecting as you are. In a survey conducted by Chief Marketer,
57%
of respondents said their biggest
challenge was getting buyers to engage with them.
So how do you get their attention soyou can move the deal forward?
PAGE 015
CHAPTER TWO
Breaking Through the Noise
CHAPTER THREE
PAGE 017
CHAPTER THREE
Now that you’ve thought about Q1 from the perspective of your customer, ask yourself:
what would convince me to
buy if I were in their shoes?
VIDEOLICIOUS.COM
Now reflect on all the emails currently cluttering your inbox, full of impersonal product offerings or cheesy door openers that failed to get your attention.
Or the voicemails
from salespeople
on your phone you
never returned,
despite the pleading
notes of desperation
in their voice.
VIDEOLICIOUS.COM PAGE 018
CHAPTER THREE
If you’re going to
have any hope of
reaching your buyers
and accelerating the
deals in your pipeline
in Q1, you have
to make your sales
outreach personal,
relevant, and most
of all, engaging.
You know from experience that kind of sales outreach doesn’t work on you, sowhy would you expect it to
work on your buyers?
VIDEOLICIOUS.COM PAGE 019
CHAPTER THREE
According to one study fromGoogle and CEB,
53%
of purchasing decisions are driven by the buyer’s experience.That means more than half of the deals you’re trying to close in Q1 won ’t
be decided by cost or even how cool your product or service is.
They’ll be decided by how you made them feel
when selling your product or service.
PAGE 020VIDEOLICIOUS.COM
CHAPTER THREE
This Time, It’s Personal
CHAPTER FOUR
We don’t have to tell
you that sending an
email template out to
hundreds of prospects
and inserting first
names into subject lines
is not personalization.
It’s lazy and ineffective,
and your buyers
can see right through it.
If it’s easily faked, it’s easily ignored.
PAGE 022
CHAPTER FOUR
Real personalization does take effort, but the reward can be worth it.
It happens in the conversations
they have with buyers and the
research they perform. This is the
part of the sales process that
just can’t be automated (not fully
anyway):
getting to know the buyer as a person.
PAGE 023
CHAPTER FOUR
Remembering a birthday, asking about a recent family vacation, sending congratulations on a promotion, these are all more than just niceties between a buyer and a seller.
They’re the building blocks of a
relationship. And relationships
accelerate sales.
PAGE 024
CHAPTER FOUR
By tailoring your message specifically
to the buyer’s individual needs,
you get their attention and make
them want to take a call with you.
PAGE 025
CHAPTER FOUR
This kind of personalization naturally makes your sales outreach relevant to the individual buyer and more engaging, the other two keys to accelerating your Q1 deals.
If you think your teamis too busy for this kind of
personalization in Q1,then ask yourself if you if you're alright with not growing sales
this year . Because that’s what’s on the line.
That’s how important personalization is.
It’s not a nice-to-have gimmick.
It’s an absolute necessity when selling
to busy B2B decision-makers.
PAGE 026
CHAPTER FOUR
More LeadsBetter Leads
vs.
CHAPTER FIVE
Now, let’s focus on building better Q1 pipeline.
Every sales leader wants more
leads for their sales organization.
Leads are the fuel that powers
your pipeline, the beacon that
guides your team to their goals.
sales leaders say,
“If only we had more leads,”
“ we’d have no problem hitting our number.”
PAGE 028
CHAPTER FIVE
Better leads move
through the funnel
faster, which increases
your sales velocity and
keeps your pipeline
clear of stagnating deals.
PAGE 029
CHAPTER FIVE
Yes, more leads is always a good goal, but when putting together your strategy for next year, consider what better leads would do for your pipeline.
VIDEOLICIOUS.COM
Consider this:according to research by Ascend2, 48% of businesses say most of their leads require “long cycle” nurturing with many influencers.
Salespeople are
spending more and
more time with multiple
buyers across different
organizations to gain
agreement, answer
questions, and get
approval for a deal.
That’s a lot of valuable
time your sales people
are currently spending
in hopes of getting
the leads they have to
convert and close.
PAGE 030
CHAPTER FIVE
With so much time and attention necessary to get a deal signed, your team can’t afford to spend precious energy and resources on leads that aren’t going to go anywhere.
PAGE 031
CHAPTER FIVE
Instead, filling your pipeline with quality leads ensures that the
time your team spends selling has a better chance of a payoff.
But quality leads don’t grow on trees, so the question becomes…
how can your team identify quality
leads in the sales process?
PAGE 032
CHAPTER FIVE
A Two-Way Street
CHAPTER SIX
Just as your team needs to be bold and engaging with their outreach, so too do they need a way to measure the engagement of the buyer.
What parts of the message are resonating with them?
How can you know for certain if they are actually interested in what you have to offer or if they are just spinning your wheels?
PAGE 034
CHAPTER SIX
By measuring how engaged they are, you quickly get a sense if all that work your team’s putting into selling to them is working or not.
Now how do you measure engagement?
In marketing, that’s done with looking
at email opens, clicks, likes, and
shares.
But does of any of this really point to how engaged a buyer is?
PAGE 035
CHAPTER SIX
In order to be truly effectivewith their sales outreach,
your team needs a way to communicate with buyers that both
engages them as well as returns you insights that give you
actionable next steps, so you know how to adapt your sales
messages and better forecast deals in your pipeline.
And email alone won’t get you there.
PAGE 036
CHAPTER SIX
Conclusion
Need help figuring out what
that new process looks like?
Contact the experts at
Videolicious. We help you
break through the noise
and go from unheard to
understood. Let us help you
start engaging your buyers
better so you can close more
business in Q1 and beyond.
PAGE 038
CONCLUSION
You’re on your way to the best year of your life.These small adjustments to your team’s sales outreach
will help you close more business as well as set you on
the road to success for this quarter and beyond. All you
need is that same bold sense of innovation that’s made
you the sales leader you are today and a new process
to communicate with your buyers in a way that’s
authentic, eye-grabbing, and measurable.
VIDEOLICIOUS.COM
Recommended