ATM and Your 10 Digit PIN

ATM and Your 10 Digit PIN

As a sales development rep or anyone who is responsible for top of funnel lead generation, you need to pay close attention to your daily ACTIVITIES, the accounts you are TARGETING, your MESSAGING and your MINDSET (ATM). If you had a chance to read my last post, I outlined a simple strategy that I call “Bucketing Leads for Success” to help anyone who is responsible for lead generation find massive success over time. You need to be doing at least 100+ ACTIVITIES (hopefully more) each and every day. Also believe it or not, the phone works! Bonus Read: If you want to be a top 5% sales development performer make sure you are doing 120+ calls per day and read this article posted by Execvision to understand the how they are producing 26 meetings every month. If you look at the math on the Top 5% from the Execvision article above, you will see that they have an average dial to conversation rate of about 3.5% or about 1:30, but they are making those conversations count. Putting in all of the ACTIVITIES to your TARGET accounts with the right MESSAGE but having the wrong mental MINDSET can be detrimental to your success. Focusing on the positive and getting back to work with the right mental MINDSET will make a tremendous difference on your next call! As you track your ACTIVITIES to the right TARGETS, and improve your MESSAGING with a positive MINDSET you will establish a baseline for your top of funnel conversion metrics. If your conversation to meeting rate is 10% and you are able to set up a meeting a day, how many leads need to replace that lead that converted to a meeting?

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As a sales development rep or anyone who is responsible for top of funnel lead generation, you need to pay close attention to your daily ACTIVITIES, the accounts you are TARGETING, your MESSAGING and your MINDSET (ATM). Similar to the way you monitor your bank account, this is where your MONEY lives!

If you had a chance to read my last post, I outlined a simple strategy that I call “Bucketing Leads for Success” to help anyone who is responsible for lead generation find massive success over time. If you missed the post, you can read it here.

Once you have your four buckets setup and you begin engaging your leads there are four key levers you can control to make sure you are maximizing your success.

ACTIVITIES

I hate to beat a dead horse, but do not get sucked into all of the hype around COLD CALLING IS DEAD, Social Selling, or hyper personalized emails are the only way capture your prospects attention. If you are not putting in enough ACTIVITIES each and every day regardless of the channel you will not find success. It is important to note that these ACTIVITIES are not random but are hyper focused on a list of accounts that meet your Ideal Customer Profile and on contacts that align with your key Buyer Personas. You need to be doing at least 100+ ACTIVITIES (hopefully more) each and every day. If you are in your first 1-2 years of selling, I highly recommend that you subscribe to the phone first and leave email and social to the marketing and demand generation team because ……… Spending time making these calls, having the hard conversations, and learning how to engage cold prospects will help you develop into a seasoned and successful sales professional. Also believe it or not, the phone works!

Bonus Read: If you want to be a top 5% sales development performer make sure you are doing 120+ calls per day and read this article posted by Execvision to understand the how they are producing 26 meetings every month.

TARGETING

Now that you know your ACTIVITY goals, focus on reaching out to accounts and contacts that meet your Ideal Customer Profile and key buyer personas. As you track your activities it is important to pay attention to your dial to conversation rates. If you are not within a 1:20 – 1:30 ratio you will need to find better phone numbers (direct dials can be purchased today) or attempt personas who might be more likely to answer your calls. Check out the SDR Math video below:

MESSAGING

If you are doing the right amount of activities to the right accounts you should be producing enough conversations every day to fill your pipeline … if you are delivering the right message … This is a BIG IF.

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