Whether you’re a brand new BDR or you’ve been in sales for a while, we know you care about bringing your best in your professional life. If you didn’t want to improve, you wouldn’t be here, right? Today is your lucky day - on this episode of The Sales Evangelist, Donald Kelly is going to share the strategy he has developed to help you get more appointments booked than ever before. This is a 4-part strategy, and in this episode, Donald will take you in-depth into two of the parts to help you get started.
Part 1 - Relevance
- Analyze your ICP - Trigger #1 Donald looks for is a business leader who is new to the role - these people are likely to want to make changes
- Trigger #2 is whether the target has been active on LinkedIn in the last 90 days
- Cold e-mails fail if the salesperson doesn’t understand the person/business they’re emailing if they do not present a point of reference, and if the e-mail isn’t relevant
- Find a focused list of people you can reach out to - people who will be interested in what you have to offer
Part 2 - Engagement
- This is about an interaction between two people - it has to feel like a real connection
- Some personal touches in e-mail or over LinkedIn can spark conversations - Donald gives an example of a time this worked for one of his BDRs
- Cold, unsolicited e-mails could start damaging brands - if they are irrelevant and don’t spark engagement, the brand will be associated with that
This isn’t all it takes, however. Tune in to the next episode, where we go over the next two parts of the strategy - conversation, and appointment!
Resources
TheSalesEvangelist.com/linkedin
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- This episode is brought to you in part by Scratchpad.
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