Fishing Your CRM for Hot Leads
Hey Sellers - wanna know how I broke the comp plan as a BDR at Clio? Here is the tactic I used every quarter end - find this and more in MY NEW NEWSLETTER :) 🔽
Here’s 1 trick I applied as a rep and coach my reps on! *CREATING HOT LEADS AND FISHING YOUR CRM*
Firstly, OUTBOUND = right product and fit but not the right time.
1) create a list of relevant Contacts and personas to target. Make sure your messaging is relevant
2) create a sequence that’s split in 3 phases, educate, nurture and convert( newsletter will have the sequence example)
2) tools like Salesloft can be set-up for creating hot leads a.k.a based on certain amount of clicks an opens loft will notify you that a contact has become hot and is ready for a follow-up
3) based on hot lead triggers - follow-up and nurture.
4) focus on converting the most engaged contacts.
5) it’s all about putting the time and executing. Month over month you will have prospects ready to convert.
If all else fails then use the above data to go fishing at the end of month or quarter. This is what fishing looks like..
1) Pull together a list of all your no-shows.
2) Most engaged nurtures a.k.a hot leads still opening and clicking content but not ready to talk
3) Put together a list of closed lost contacts based on timeline or whatever trigger might be most appropriate.
4) Blast them out a high value webinar, a juicyy discount option(only if approved) or a no-ask demo to ease their concerns and questions.
Lastly, and this is a fun one - if you have interactive product tours, the tour sign-ups could be used as high-intent pre-plg leads :0 (more on this in my newsletter). I'm a fan of Navattic for this!
The key is understanding your business and working a mass engaged list in an efficient manner!
I used to go fish in our CRM at the start of every quarter and at the end and it worked out well.
Again all about execution. There is no one size fits all solution. For a lot more tactical tips like this and more on sales+marketing strategies, subscribe here