Prospecting & Lead Gen Case Study
6 Tips for a Top Performing Sales Rep
SWAT
Sally beat her sales goals this year and made President’s Club. In December alone she closed $280K of licenses. She builds her pipeline from scratch and she uses digital for 6 unique prospecting and lead gen strategies.
Overview
Here is a real life playbook from Sally, a rep 2 years out of college who just exceeded her annual quota and sold $280,000 of licenses in the month of December alone. They build their pipeline from scratch and do 6 unique things with digital for lead gen and prospecting.
Prospecting and lead gen are important parts of the sales process.
#1. Digital Credibility and Prep
Sally has a digital business card iFOLIO with Calendly (free) to automatically book meetings
She puts that link in her LinkedIn profile to build her digital presence and credibility online -
Calendly makes it easy for prospects to schedule a meeting. They click right in the calendar to book and the meeting is added to both party's calendars
She puts that link in her Email signature in a button - Having the button draws interest to the business card. People want to see what it is and open
#2. Prospecting: In-Person and Digitally
Sally blocks off time each day to do outreach/connect and engage prospects before she tries to set up meetings with them.
In Person at Events
Sally gets their card and texts her digital business card from her phone. She has a QR code sticker that also links to her iFOLIO she can share. The day after the event, she checks her biz card shares to send a message thanking the contact.
Online she uses LinkedIn. Her initial touches are just to connect. “We both know Bob, let’s connect.”
Direct Message
Once connected, her second touch is a DM- “Thanks for connecting, here’s my digital business card!” Her 3rd outreach she sends something helpful to them. Her 4th outreach she asks if they’d like to schedule a meeting as they plan their year.
#3. Campaigns – monthly or quarterly
Campaigns can be a great way to provide helpful info and generate interest. Especially if your content is something that was already on their mind.
The highest performing campaigns are to people that are already in your database from meeting or engaging with the company. The challenge with lists right now is the email quality is really bad from 2020 and 2021 turnover.
It’s important to have the campaigns sent so the responses immediately go to the actual sales user who will be handling them. iFOLIO can help with this.
Using these 6 tips can help to build credibility and connect & engage prospects to maximize sales
Sales enablement includes:
Fresh content (graphics, gifs, & videos)
Prospecting
Lead generation (campaigns and social selling)
Sales presentations
Training
Analytics reports
It should plug into CRM for pipeline management (everybody’s least fav)
iFOLIO can do 6 parts of sales enablement for you,
in addition to the tech you already have
Campaigns
That look good and send so that sales users immediately get responses
Email Signatures with Calendly
Turn every communication into marketing & get meetings booked
Digital Business Cards
Share from your phone & QR code
LinkedIn Prospecting
Digital credibility for your reps with a link in profiles. Biz card links for prospecting in DMs
Sales Presentations
Fresh Content
Graphics, videos, even photography
Training
Leaderboard and Manager Reports
Get those automatically
