Generating Pipeline Was Hard Until I Understood These 5 Steps

In today's master class we're going to cover how to generate 3 to 5x pipeline coverage without playing the numbers game and this is the exact simple and predictable five-step method I use personally to gener over $2 million in pipeline but also Clos over $500,000 in under 90 days and I did this in a tough market and actually on the worst territory on my team now if you have followed me for a while you know I Teach y proven strategies and not theories what I'm going to teach today I have individual reps and clients paying me

between $7,000 to $225,000 a year to help them so the get results pretty quickly so it's people like Christian here who went from crazy call reluctance to booking eight meetings literally in his first week of just doing what I taught him and he kept executing say my coaching obviously changed his life which is pretty cool or Brian here Struggling to booking meetings like clockwork or Julian here went from the bottom of the rankings to for Pure op creation to number one within a month gener over $300,000 in Pipeline with zero help from his SDR and

we have literally thousands more of different examples and of course by the way if you are interested in getting direct coaching and you want to apply the work me directly you can book a called the pin comment link now here's The thing without getting help it's harder to gener qualify Pine now than ever before if you felt like it's been really hard to generate pipeline drop me a one in ch you felt it's been hard to generate pipeline but more specifically qualified pipeline drop me a one in the chat if you're like man it's been

tough out there yep seeing the ones come through all right cool and here's the reality just so you know you're not alone and if you felt like there's Something going on well here's the big problem across the board I pulled these stats literally last week preparing for this presentation only 40% of reps are hitting quara in 2024 and this is an average across all segments and you can see on the screen here whether it's SNB midmarket Enterprise and the one leading indicator of that is qualified pipeline because obviously if you don't enough qualified pipe it's

hard to hit that number so I Want to help you by giv you the exact blueprint for Success now let's talk about what we're going to cover today right which is how to generate 35x pipeline coverage without playing the numbers game it's really important that I give you a little context because I didn't just randomly come up with this these are specific strategies I learned when I first got started in bdb sales in 2007 this is right before the recession hit now this simple process I have Taught to thousand the sales people in which they

use a number of different use cases so for instance people have used these same strategies to apply for themselves when they're maybe joining a new company and they need to generate pipeline quickly or maybe they're taking over a new territory they need to build pipe fast or maybe the existing territory they have to Juice It Up more the fourth one is a very interesting one is they've actually utilizing the same Strategies to actually interview better and discuss how they're going to make an impact in the first 90 days in the new role with a clear

prospecting plan which is pretty cool X to hear that and also number five we've had leaders use this exact framework and they actually built their whole outbound go to market motion or go Mark Playbook right around this and they use a scale to millions and obviously depending wherever you're at you can obviously adjust to your Situation and use the fill pipeline up now now depending on how long you followed me or seen my content you might have seen stuff like Salesforce recognize me four times on the top sales influenc to follow or maybe seen some

my other features in NE 4 Yahoo finance Market Watchers other ones or May listen to you know literally one of hundreds of podcasts I've been on such as like 30 minutes of presence club or maybe you've heard of our insane track record results For clients that the fact that we literally leverage these same CH I share with you today to go from zero clients to going to over 700 clients in five years my own business and I feel pretty damn fortunate and grateful for that or some of you might be here because maybe you read

my Wall Street Journal bestselling book this is the book I launched and wrote to be interational best seller in under five months now some of you have maybe known me for a Long time right maybe know my background in Corporate America so you know I started in the trenches just like you over 13 years in the trenches in outside bdb sales and exe sales executive leadership roles and I work for two Fortune 500 organizations these are huge organizations and I was really fortunate I got promoted 12 times in my first eight years I was R

the top percentile in every role and one coun Awards like presence club and I also hid and Exceeded my Cota every single year between 100 to 250% through what's now known as the Great Recession of 2008 and in my last role I was leading a pretty large organ over 100 employees we delivered nine f a year and new business contracts annually before I retired at 35 do my own thing and you can see some throwback pictures here right so whether I'm at different massive Keynotes different Awards events riding corporate Jets and yeah I know I

obviously had way More hair back then now here's a reality some people when simple people know this background they think there's something special about me there's not okay like I did not start this way it's a really important you have this context here okay like I remember getting started in my first B2B sales job in June 2007 this is right before the Great Recession and I wanted to do a really good job because I join a company I believe in the company and I believe in the product but The issue was they didn't really give

me real training or support and you can see me here this picture little fresh college grad my friends called me an Asian Harry Potter that the same day anyways now what my company did give me at the time when I started was they did give me like a really thick sales manual scripts written by people in enablement who' never done sales before okay now I try to say there can things but nothing lay on the prospects like the cold call Script say gam me didn't generate any real appointments as I got I'm not interested we

already got that taken care of we don't have a budget or they just hung up on me if I was able to get meetings nothing would ever progress forward okay deals would just like stall out or I just get ghosted now when I complained to my manager he just said Marcus just work harder it's a numbers game the more hands you shake the more money you make but here's the weird part Was I was outworking everyone I had the highest activity numbers across the board for weeks in the CR I was like number one all

the activity metrics but I didn't actually have any like real results and it seemed like my peers they almost effortlessly booking meetings and closing deals and that caused me to lose confidence in myself every single day and two months into my role my boss threatened me with a pip and if you don't know what a pip is it's a Performance Improvement plan so you feel fortun you've never heard of that but he threaten me because I had basically zero pipeline results so I was like riddled imposter syndrome I was constantly second guessing myself and I

was wondering am I really cut out for sales and I thought about quitting sales completely hundreds of times but I was really worried because the market was getting worse and unemployment was heading close to over 10% I was like I Can't even find a job more than likely so I was stressed like out of my mind I felt really lost and maybe some of you have experienced some of these same time maybe some of you are feeling the same way right now now this might seem really cheesy but there was this guy named Tony Robbins

right and I knew he was helping a lot of people there was like something inside of him and I personally I wanted to help more people but I couldn't do if I couldn't sell so I started to look at My words my can scripts like many of you probably have and and it wasn't Landing but then I saw this weird thing I saw Tony Robbins at this event in California turn around suicide and maybe some of you have seen something like that where you watch someone create for lack of better turn like magic in a

moment like he was changing lives through the questions he asked in his words and I want to do that and I thought what's he doing what's he saying but then I Figured the magic wasn't the script my realization was this giant dude could turn around suicide I could turn around sales if I knew the process now 140 million AR sold later and even more on the pipeline my life completely changed as I became a better version of myself so I went from literally broke to become a millionaire by 30 from the worst to hit PE

Club almost every single year in my 13-year corporate career from like a rookie rep to 12 promotions in eight Years to point running 110 person sales org now I made this transition to a better sales process let to the results so it's become my mission now make make sure that you in your process your sales are not transactional but actually transformational and because if you learn the process I can teach you you can ultimately be that for your processing client so if you're in sales with you're brand new maybe been for two years or 20

years and you truly want to Make an impact and not just fill a fake over inflated pipeline close some deals have commission bread be someone that prospects hate but you really want to stand for something come trust a advis and a leader then these steps and strategies for you and today I'm going to really break it down for you all right so we're going to break it into five core steps so number one determining your dream demographic number two tiering your top tier Targets Number three research your relevant prospects number four it's preparing of POV

and number five crafting cross Channel campaigns but I have to give you a warning because I've done a lot of these trainings so do not mistake Simplicity for a lack of Effectiveness these concepts are simple in nature but doesn't mean it's easy now open minor reps at X2 will get results close minor reps you're like ah I think I already know this you might as well just stop Watching now so if you understand this drop a y for yes below if you understand how important it is to take the Simplicity ex drop a y if

you get that all right beautiful we'll keep rolling so before we go into the detail on the new and better way it's really important to understand what most of you are probably doing currently which is something probably like this which is your company is buying leads or data right then you are doing some sort of Generic filtered search this could be based on geography industry title and then you're adding to a sequence written by like marketing or basically someone who's not known for having great sales skills okay if results are lackluster you're just like let

me just pump up the input or your manager tells you pump up the inputs right and they're kind of like this you I gota pump those rookie numbers up okay so who's coming to something like this if you're coming to Some drop an O if that's your organization drop an O if your organization is kind of like this all right got it got it got it okay so this is like a shotgun approach to prospecting if you will so instead we want surgical Precision like a sniper rifle that is very very very targeted all right

so you're going to do less Outreach but more effective Outreach that you get better result and like I mentioned there are five steps to this So let's start with step number one which is determining your dream demographic ideal individual okay this is also known as your ideal customer profile or Target market now one of the best ways to improve your meeting booking conversions and closing ratios is actually niching down to a very specific target market this allows your out about messaging this is your emails call calls direct messages whatever to be very very relevant to

them okay now If you do this right you are speaking run stores already in their minds now here is the thing okay prospects want to work with companies with people that they feel understand and actually get them that's why I pull the stat here 86% of business buyers say they more like to buy when their goals are understood and also say 59% say most Reps don't take the time to understand their goals now when you bring us back to outreach it starts with niching down To a dream demographic of Ideal client profile and understanding them

it should feel like when you reach out to them you are hyper targeted and relevant like it was made for them and let me give you a really really simple example so for instance we could go after as a general example CTO Chief technology officers okay that's one way to go about it now here's a little more targeted example we go after CTO that are in a privately held company doing at least 10 million a Year in sales at least 50 employees in the software space focus on non-acute Health Care on the west coast in

the role for at least two years now if you think about this they have the same title but drastically different roles problems issues ETC that they actually wor about because the scope can range so much so for instance if you think about this think of this this example of a CTO at the company that's doing called 10 million a year in sales versus a CTO at Say Kelloggs a multinational retail facing breakfast cereal company that's doing like I think like 15 or 20 billion a year okay they deal with very different problems and have very

different focuses so the more targeted the better and once you Niche down then you want to start doing research and gather data about your personas and within the personas you want to uncover some simple things which is like common demographics common psychographics Common pain points Etc now you might be asking like how so here are some ideas I'm going to share with you but don't feel limited to what you see on the screen all right so for instance here for data sources you can go and you can take a look at the last 15 to

20 customers you and your company have onboarded you can take a look at current case studies and interviews you can interview 15 to 20 existing customers you can listen to recorded Discovery Calls that other sales have onun the past maybe you're at a new company and you're able to access maybe the gong recordings of some of the top reps and here's a little Pro tip you can run the transcription through a software that has AI for common words I mentioned this you can look for like commonalities right and Otter AI does this and we're not

sponsored by otter but you know many softwares can do it as well you can also take a look at thirdparty review sites So you just want to make sure of course you review all the ratings the role type size of the company see what they they're talking about your company okay you could also if your competitors are more established say you work for a startup and your competitors are more established you can look at your competitor sites if they're bigger and they've been around for a lot longer you can see what common language have what's

called above the fold on the website you Could look at their case teson see what are their customer saying if you go to the same type of customers and you get my point all right and they're not limited by just this there's many many ways to pull data now what you want to do is then you want to take all that data and you want to put in a simple chart kind of something like this now this is something we provide for our clients but you can take a screenshot and get the same same principles

but you Can see some of the key things here so for instance here we have the industry the titles roles responsibilities size of the business the number of employees Department key character to make them ideal where can you find them how can you connect with them what's your value prop for them what are the most important business priorities for them some psych graphics and insights what are the biggest worries pains frustration concerns and problems how Does it impact them their teams company customers what kpr or metrics would be most impacted by this how they currently

get the job done today what are the use cases they actually require what happen if they did nothing issues continue what's their most Asad results how would this impact them and their teams what's the top three OBS to you and you get my point you can create ad your own to this right now I do highly recommend you do for a few personas this will help you For building out your list and your messaging that's why you can see the different columns here now that's the first part the second part is you want to take

note of potential triggers or buying signs now you just need one or two but let me give you some example even from my own business so it gives you a little bit inspiration so for instance here some example triggers for my own business that I look for so for example buying intent what's one really Common one which is maybe they're actively searching for sales training that's really good for my B Tob part of the business okay maybe they're engaging in my sales cont that potentially could be buy intent trigger as well talk about headcount growth

right so maybe they have shown 10% growth in their sales department this may indicate a need for developing and training their teams it could be job posting so maybe open recks for AE roles May indicate growth on a Team expansion to new territories or could mean maybe people aren't performing on a team that's very very possible or funding you know there pretty common people go after but they re receive funding rounds it may mean they need Capital scale growth in sales and depending on which round it is it also May hint at the development of

the team how mature the team is how developed the process and playbooks are you get my Point Technologies use so This is another com as well is maybe they're using certain tools like Salesforce HubSpot gong whatever it's a good indicator potentially that they're investing in their sales or or website visitors right so if they're visiting exploring my website say casage or client wins or visit IND specific competitor sites this could be potentially triggered as well News and Press releases so let's just say for example if the CEO makes a news as a 40 Under 40

for their tremendous growth in Portland Market this may potentially indicate a personal drive and desire for growth right now these are really common examples but depending on what you sell there may be other triggers you can add to this list so for instance here like maybe if they currently running ads on Facebook Google display YouTube whatever maybe they're sign up for very specific Niche webinars maybe they're taking specific live conferences maybe they're Engaging with chat bot on your company's site maybe they're asking buying questions in a niche slack communities or other online communities maybe they're

engaging on competitor social media buying questions my point is is when someone is at the deeper stage of the customer awareness Journey their behaviors are very different if you're not familiar with the customer awareness Journey here's an over this is more of a marketing principle but it's important To understand internalized even as a sales professional or an exec so here's basically what breaks down there's five core levels of awareness goes from unaware to problem aware solution aware product aware and most aware now so you understand this so here's a definition here's a question they might

ask so for example if they're an unaware stage these are people who don't know they have a problem so if you reach out and say hey we this really cool shiny new Tool they're like what is this thing what's this cool shiny thing you have what how will this affecting me they don't really care as much because they're unaware then there's problem aware so these are people who know they have a problem but they don't know what the solution is so they're doing whatever issue it's going to be maybe they high have high employee attrition

they're like why does this keep happening right maybe they keep losing Deals in their pipeline because they don't have a proper CRM but we don't have a way to manage our deal so they're like how do I fix this problem then they're solutionware these are people who know there are solutions out there but they don't know you provide it so question they might ask is what or who is the best solution provider then we have prodware is people who know you have a solution but they aren't really sure if yours the best one for them

so They're like huh huh what does your solution do what makes your solution different or better now generally speaking this is where the inbound leads come in be people reach out say and they want to see a demo because they're trying to uncover and make a buying decision but they're deeper in the cycle that's why people love inbound leads because they already know that they're there's a problem they're aware of the solutions and they're now looking at you Potentially and then there's most aware so this is like a cool spot to be in which is

people who know Solutions right for them and they just need to know the cost how much is your solution and this is really really because this impacts your messaging because like when you go through step one I just mentioned this will improve your messaging because you become more aware of what St people are at now here's the thing it's not just like for me but it's really for anybody Who actually does the same type of exercise so for example here someone like Brena Fitzgerald who implemented step one and she generated 1.2 million pip within a

couple weeks or hea here who is trying to book for means being a linked with no success to booking five means comped by being more hyper with better messaging or Jack Lennox here who loaded $2 million plus deals into his pipeline within four weeks now let's talk about a really common rookie Mistake here which is skipping this step okay that's one of the biggest mistake which is thinking ah I don't think I need to do this because you're right this does take time and takes deep work to get really granular and most have never truly

done the homework to get Niche down and thus they wonder if I the other four steps later that Markus going to teach but if it doesn't work well most actually skip this first step so take the time to do this work and you'll Actually be surprised how much you learn about your customer now remember and you may want to write this down the better you can describe their pain and the problems of your prospects by default they'll believe your solution is the best I'm say it again the better you can describe your profs pain and

Problems by default they'll believe your solution is the best and here's a big hint your competitors are not doing this okay unless they're on this master class or They're my programs most is not doing this okay so drop me a one if you're committed to do this exercise all I'm I'm going to answer question quick drop a one if you're committ to do this so you can get headcount data this could be it's if you're buying data I use Apollo personally but your company might buy data from somewhere else you zoom info seamless Etc you

can make an educate guess is not perfect you don't have if you're not able to buy data is using the Sales Navigator and kind of see like how many people actually work at the company it's not perfect right it's always like a range but that's how you can start do some of that homework in advance find zword publicly available so all right cool let's go ahead and move on to step number two tiering your top tier accounts when I joined a new company in 2011 they had this massive database of hundreds of thousands of Lees

we'll call it yes most of them were just completely Garbage and just completely outdated all right now we didn't have any Buy in 10 data at the time because this is like over a decade ago right so I actually first day I shared step one and did a hyper targeted search I also buil in specific zip code filters cuz I had actual physical field territory CU I actually literally want to walk into the businesses to see if I could identify and buy intent and by doing this this drill me down to it's called about 1,200

Or so again leads okay now again not all are ready to buy or in the market so in the first 30 days I went and I physically walked into over 1,200 businesses now side note most people on my team with the company were unwilling to do this and at Best in that same time frame they'd walk it to maybe 200 at best now out of the 1200 plus I estimate about 150 or so or that's about 12% they were potentially open to a conversation and had signs of buying 10 now out of The approximately 150

I booked over 60 meetings in my first 30 days by week five I closed my first deal by week 12 I closed 20 new logos from Pure outb cold outbound totally just over $500,000 but on top of that I did over 2 million qualified pipeline that estimated would close the next fiscal now at the time when I did this people in my region were really shocked because well they never seen someone come in with this level intensity focusing results especially Not in a small market like Portland like it wasn't one of the bigger West Coast

markets like say Seattle San Francisco or Vancouver BC and especially not as recently not recently because this was 2011 so the economy is still recovering from recession but but here's the thing there wasn't like a real magic secret here I simply teared out my leads and then combin the FEPS I'm going to teach you today along with the really killer sales process now what most reps do and Still do to this day Unfortunately they treat all leads the same thus they spread their efforts across all leads like equally now according to Chad Holmes he's a

sales trainer author only about 3% of your Tam your total adustable Market is in the mode to actually buy so ultimately that make more sense focus more energy on that but here's the issue sometimes depending how big that market is that 3% may not be actually not to actually blow your Targets out so you also want to bolt on other tiers too now here's like a really powerful visual this from Apollo that breaks down really really well so you can see here here's that your total Tam tier one is going to be your 3% buying

now the tier two is going to be the 6 to 7% open to it tier three is kind of like the everything else and you see the kind of breaks nice like 30% thinking about it 30% don't think they're interested 30% certainly not interested right which Is yeah it's a pretty good General reflection so if you segment your leads and prioritize properly into three tiers that's what you want to do then you can work your tier one accounts first all right then you can work down to your tier two then finally tier three and your

goal is to work the leads as well try to get them to shift upwards which we'll discuss in a little bit now as a friendly reminder your tier ones this is what deserves the most of Why call tier that's your time time energy attention and resources that's your time energy attention resources you want to utilize majority of that into that first that's what I did and that's how it's able to results pretty quickly because I just prioritized for lock my term the hottest leads first so in a nutshell you want to create three buckets based

on tiers and work the Hest first and when you do that you just start getting better results you know Like Tim Julius in here right who booked an appointment with the CFO of a company that's 5 extra average deal size like other tr had Break in with no success until reached out with what I coached him on or Patrick here who booked a me the nine fig Biz is now helping his team improve their Outreach sequence or Kevin here I think it's actually on on our call today right he generated 3.5 million net new Ops

as a new company he's absolutely stud this guy right he's Here learning I think he's on here learning still right what a stud now let's talk about rookie mistake number one not tearing your accounts and treating them the same now this might seem crazy but many simply treat them all the same okay like literally the same Outreach the same messaging the same everything and the reality is each Prospect depending on where they on the customer awareness Journey will resonate very differently with your messaging It's kind of like ads on social media like before I had

a kid if I came across an ad for like baby clothes baby medicine stores whatever I just ignore it the messaging wasn't relevant but once my wife got pregnant I started like Googling all sort of baby stuff now those same ads showed up it was very relevant because of where I was deep in the customer this journey now as I've gotten so targeted based off searches this was even more lik relevant and Unfortunately for most of us in B2B right like we don't get the same luxury unless you have like a super Advanced marketing team

but what you can do is build a hyper Target list with buy inent triggers and then segment them out by tiers one two and three like like I mentioned now rookie mistake number two spending too much time on the wrong accounts so here's reality if you made a mistake number one then that'll lead you to make a mistake number two okay but if You avoid mistake number one then you'll be able to focus your energy on the tier one and two accounts all right let's go ahead if you're following me so far drop me a

three if you're following me so committed to do this so far let's get rolling okay so we're making some really really great progress so far okay so from a Simplicity perspective we have clear icps we're going after now we've teared down prioritized the leads now we're going to go to step three Researching relevant prospects so in this step we want to do our homework on the leads especially tier one accounts so this allows to identify more context to personalize our messaging this also helps to create a clear point of view as well so let me

give you some sample PES you can research all right so you can research the company and you can check their website their press releases earning transcripts 10K reports Etc with where is available customer reviews and Testimonials check their social of the company so all the platforms podcasts potentially leaders have been on interviews you get my point now it's actually really powerful to take the time to listen watch any the interviews it'll actually provide you tremendous ins into what's most important for them and if you want to speed it up you can literally if you find

interview Say on YouTube A lot of times you can actually export that transcript and throw through Chat you you get summar from there to which is really really really powerful all right now you can also research the prospect okay how long they've been at the company prior companies they were at Mutual connections you get my point you check their social as well for that stakeholder okay same as before now the prospect okay all platforms if they had execs or maybe managers directors have been on interviews or podcast it's amazing the rich ins you can gather

from There that's not inide reports that you may see I can research or charts and execs right so you get clear all potential stakeholders and you map out potentially who is part of that process as well and just do the same research as above too okay now here's a little bonus tip right so when you're doing the research I recommend doing a different time than when you're doing your prospecting so this allows you to go like monk mode for segmenting your works Let me give you an example so for instance as a rep I primarily

did my research on Fridays After 300 p.m. or after hours to prep my call list for the following week this allowed me to eliminate any type of context switching so I then knew when I had my call blocks on Mondays and Wednesdays from 8 to 12 I just need to execute the singular focus of calling and also if you've done a really good job of doing all type of research by the way you will hopefully Be really clear on two things that the very minim which is number one their top challenges and number two their

vision and goals for the future so this really really helps with the next step which is preparing a POV so your objective here is to establish a clear Link Between Your solution and how it helps them achieve their Vision goals and objectives the clear the link the more likely they are to engage now I call this SPO alignment s po alignment that Stands for solution problem objective alignment now here's a really really simple visual I'm going to show you in a second now a little side note here this is more so talking about the sales

process perspective not necessarily the outbound but the core principle is the same so you can see here it's called SPO alignment so trust advisors that's yall on this call right now you're all watching this right now you have your awesome solution you're able to show how It solves the specific problem of whatever department head or company problem they might have or even lower level manager help them achieve a specific outcome but more importantly that leads to then helping align to a very key business impact or key objective of the exacts all right it's very very

important so for instance here if Revenue growth is important how does your solution help with Revenue growth okay if customer attention is really Really important how do your solution help them with customer attention if increasing the LTV customer is really important to them how do your Proctor solution help increaseing customer LTV and I'm going to say this again because literally that important you must establish a clear link between what they want and your solution I know it sounds very very simple but most people completely botch this you must establish a clear link between what they

want in Your solution and the only way you can do that is by doing proper research from number three it doesn't have to be per perfect it just needs to be relevant now this point of view then is then using your messaging to your first meetings and more and establishes you as a trusted adviser all right so for instance here like Allen here who was executing on this within his first 10 calls his new territory he booked an Enterprise meeting with an exec okay Even off a bad list now if you want me booking big

Ops like Allan drop me a me in the chat if you want to be booking big Ops like Allan or maybe you want to be like Philip long here who's executing and within days books three appointments okay with the goal of to get the point of booking 15 a week which is pretty cool or someone like Daniel chuk here who's ex step booking six means very very easily again it's not overly complex quite simple but it's about the Execution and it's about booking the qualify meetings that's why even the meets he ran that week he

closed two the deals as a rookie new hire and his sales maners can't figure out what's going on now let's talk about some rookie mistakes so Rook mistake number one is not doing the homework to create a relevant point of view this takes some deep work to do which is why most won't do it and as a result they depend on activity which is obviously not really a Fun game or working mistake number two not establishing SPO alignment so most sales people are really good at showing how their solution solve department heads problems they're amazing

at that because you join a new company you get trained heavily on the product knowledge and how it's going to solve a specific problem and you're really good at that but then aligned to the executive initiatives this where most fail so you want to be Able to show the C linkage I discussed as a big part of it let's go on step number five crafting cross Channel campaigns now this is the problem this is where a lot of reps fail which is they reach out two to three times and then they basically move on right

now according to rain group it takes an average of about eight touches to get initial meeting or other conversion with a New Prospect now the these are some pretty interesting sta holds from Apollo Here this is very interesting so this is Outreach approach percentage of users booking means with approach and Improvement so if there was no sequences used 16% of users booked okay let's just say they had a single Channel sequence so they basically built like maybe it's called an eight touch or 10 touch sequence via emails only 46% booked okay so the number of

users went up so that's plus 30 percentage points now if they went Omni channel so they had Auto Emails manual emails call calls and Linkedin touches it jumps to 70% plus plus 24 percentage points pretty big boost as a result so the solution here is really really quite simple which is more targeted touches and across multiple channels built into a sequence now ideally it's more than eight touches and I'll go into more specific sequences in a second because reality is you can write the most perfect first email but not everyone is going to respond so

That's why the followup is so key and you also want to create different sequences for different tiers as well so for instance for your tier one accounts you want more personalization so you can cut through the noise so for like the sake of this training we're going to talk about your tier one sequence today as your highest priority and I'll actually pull up one of my sample sequences now this is the more generic one but you're going to get the point And this is a 14 touch sequence all right so I'm going to switch over

to this screen this is tab right here just to make sure you can see my new Google doc where you can see the Bley logo just drop a me in the chat so I know you can see the new Doc because uh this is like this is a lot of content we're going to cover in a second I want to make sure you can see it okay so drop me a me so I can make sure you can see that okay cool awesome beautiful make sure the tech did Not break on me so for instance

this is a day one we're going to start off with right so this is a triple tap as some people call it right so it's start with an email point of view okay plus a call plus a LinkedIn connection request and I'm going to show you what each of these things components are here's like a sample POV email so hi John heard on your Q2 earnings call last week that Revenue tars were missed by 10% which may lead to missing for the fiscal year This is resulted in a focus and doubling down in a to

on providing your sales or the tools and resources to hit growth targets of 25% year of- your growth the reason for the reach is that we've been providing sales training coaching to help SAS sales increase conversion and deal set so they can hit exceed the growth targets these are teams and Reps of companies like Salesforce Google zoom and more open chat best markets PS love your recent post on LinkedIn regarding How to show up like a pro for interviews hope you some great candidat for the open WS you have in Denver and Cincinnati so let's

kind of dissect this a little bit right because this is like you can see here if I did not do my homework here I could not have this right so this way when they see it's like oh this is really clear this random person who messaged me did his homework so this is like really important and then you add a little bonus section here OB like here's the more personalization here okay if they post on link I mentioned that specifically about what it is and then I bolted in even more some more intent right there

right so that's just a sample example now let's just say for example I also want to call as well here's a sample call script so this is a very simple permission based opener hi John it's Marx with vley do you have a moment I promise to be brief sure hey great I heard on your Q2 Earnings call last week sales TS were missed by 10% which may lead to missing for the fiscal year this result in a focus on Double Down H2 on providing your sales work the tools and re to hit growth targets of

25% year of your growth does that sound about right they say yeah great because I do my homework okay awesome hey the reason I reach out is we've been providing sales training coaching help teams increased conversion in deal going hit and exceed the growth Targets these are teams repite companies like Salesforce Google zoom and more I believe be able to help are you be able to St at a to discuss more if you notice there's actually a lot of correlation here right because this email is written very simply and the scripting is also very simple

so you're able to double dip as a result so by doing some of the hard work up front you can leverage it and repeat very similar messaging across the board now let's say for example I also Want to do the triple tap we want to add in this the LinkedIn connection request all right it might just be as simple as it's by the way if you're can do a LinkedIn connection request add it has to be personalized to them specifically or blank all right I tell the highest conversion if you can't person it then you

barely leave blank anyways here's a very simple one hi John loved your post on show like a pro interviews hoping to connect here boom okay so that's a day One all right so now let's just say for example no response withit a couple days day three this is what it is email the detail bump reply plus a call plus if they had posted on content if they haven't it's no big deal I I engage on the content and potentially a LinkedIn video message all right so let's go through it sample emao hi John not sure

if you saw my email the reason my Reach Out is because across the software industry only 40% of reps H their sales Find a little bit of insight what's going on he may or may not be aware of the market problem that's going on okay the big reason why some come missing num is because their teams have not been provideed the proper training and skill development to sell a tough market like today so they developed impressing their teams increased their number of calls with no real impact results we help specifically with that upscale sales improving

training coaching support to Help and support to hid exceed Target today's market open to conversation I'm just find a little bit of insight I'm going a little bit deeper of why the problems exist in the marketplace that I believe they are probably running into as well based off my research I've done before now let's say they accepted my connection request but they didn't respond at all but I want to drop them a video message all right so if you want to be a little aggressive you can drop a Video message so you can see here

hey John by way this is the script this is what you say on like a video so you take your phone out you open the LinkedIn app you hit video and repord it where it just uploads directly to LinkedIn all right you have a high conversion versus using a tool like Loom if you do directly into the app and you can say something this hey John thanks accept my connection request again L of posts on show Pro for the interviews also sent You emails of heard your Q call last week sales targets were missed by

10% which may lead to missing for the fiscal year and I'm not finish the rest of because this you see this really similar messaging than before so if you notice here because we did the right homework up front we're able to carry some of the same essence of the messaging around it adjust slightly depending on the format we're going for but that's how you can kind of do it all right so again you're Showing you did your homework and being different than everybody else okay now days six or seven right and by the way these

are just example days you could if you want to space out more you can this is just an example type of sequence all right now days six or seven this is email customer testimonial and a call and Link content engagement so here I just share a story about one of our client I start with a quote and this email convered like crazy sold more than Three weeks and we ever sold in three months even 10 year reps this are the texts we got recently from Davis season sales leater pretty cool this T screenshot below I

share a little story David has teams in the past go through all types of sales training the truth is most of them been average at best when I Shar my training Havey training mod skeptical at first makes sense because far more bu than anything they ever seen so we started four new hires this is What we did for them and what happened within three weeks crazy results boom this is the way he saying we should charge more now make a little personal LOL make a little personalized right this is what we're doing now are you

interested do you want let stress more results reply yes reach my calendar and here I would link an email or calendar there at this point we're deep in the sequence all right now let's jump into a day 11 to 12 email this could be a video Email with more LED content engagement so this requires a little more finesse here because again sometimes execs they're just busy they maybe they don't check LinkedIn maybe they're just busy stuff happens right so we'll keep going so for instance in this one specifically You' bet a video inside of the

body of the email so we personally use Loom you use whatever tool you use but you don't want to attach the email you want to have an embedded link that can click on With a gift in there so a couple key notes you want to have good lighting for the video all right you want to have good sound quality you don't have to have a highend mic or high-end camera you don't have to be that fancy but reality is if you're just in a quiet place that's like kind of padn out like a like it

falls out my main hallway here it bounce off the walls because it's kind a tall house and we have the hard floors you want be in a carpeted area or Place won't bounce around too much honestly have a mic so you want to sound good and just have good lighting it's really good good lighting good sound quality and then share your screen and you can have their LinkedIn pulled up it's clearly personalized for them and you want to sound natural and personalized as part of it too and you want to ideally keep it under a

minute here's how a sample emom might look you might just say hey name made you this Personal video you can also add more if you want but you want as simple as possible and then you embed the gift so you can see here if you done this before this is a very cool thing to receive thoughts this guy made for me okay now here a sample video message script and you can notice here it sounds very familiar to what we discussed before okay we've written it now we're saying it out loud and how you deliver

is what's important so you'll see here it's Basically the same video message script from earlier I'm not going to read it to you because it's basically the same but you get my point I did change a little I did add a little context here when I talk about the companies and I say or like Dave's team now I do add a little bit more more humanality to the video because you could add some like at the very end Hey listen I believe may help just give me a shot just give me 15 minutes I promise

not to waste your time Thanks so much for your consideration boom very simple now day 15 so now we can go to like third party research so you want to find some sort of thirdparty research that can help you back up issues or claims okay this is something you can add value or insight for them this could be a link to a very specific white paper or research report right so here's an example email here you can see like hey did you see the Salesforce 2024 state of sales report Insight is sh that Only 26%

of sales Pros get one white Coach each week from the leaders and less than 50% believe the team will hit their targets this year if you or anything like the ones in this report that means your team may not be getting skill development they need sales managers overload two busy coach or teams most most aren't willing to raise your hand and ask for help and the train a is heavily Center on product knowledge is that the case with your team if so Let's we may help best and here's report see firstand okay and then day

18 it could be email plus Linkin engagement at this point maybe they're skeptical sale they're like opening your emails but there's like reluctant jum on a call so your goal here is provide something of value or provide them something that's going to be of hopefully high value this could be a personalized short video as a demo of the software you sell the POV of the top feat you believe would help them It could be something educational be of value for them or it could be both right so the point is if they see it would

it be of high value for them so here's an example one that we do so hey thought you might find this useful since you're hiring three more AES in Denver and since that so again it's clear I didn't just put them in a generic blocks each I have to do my homework to actually even if they were in a sequence I guess I could manually adjust it to fit them Okay it's the exact 90day onboarding Playbook that use ramp reps up to get them perform in weeks getting hired you'll be able to see the exact

weeks structure to get results quick for new hires how managers must run their weeks increase a 12 month survival rate how I teach and coach check it out here you can kind see it there now that's a lot okay but the thing is when you take the time and you implement a really powerful sequence what ends up happening is let Me kind of flip back to this is you ultimately you start to get better results Nico here from struggling to booking four meetings on a Friday or Alex kakula here who crazy coachable is booking huge

Enterprise up so he actually come with Dow Chemical here which is a pretty big $63 billion or despite him being at a startup but now here's the thing this is like super important it's not just about booking meetings it's about knowing how to Actually run the deal to the close because reality is you can juice your pipeline all what you want you can be 10x pipeline so qualified but if you can't run the deal to a close you're not going to survive in sales that's just reality so for example like Yosh Patel here he gener

over 700k in pipeline as you can see here and close three Deals in under 30 days and you earn 15K commissions and when before this he had a pretty empty pipeline or Nick basil Here who was struggling and within 27 days he closed six new Ops and Clos 3x ARR where he closing prior two months combin he's actually having fun and enjoying selling again right it's actually fun to sell when you know what you're doing or Travis here whose pipeline is fail while close rockar right over 300% to quota and no one have 100 reps

and and I'll tell you most people would say his territory is less than desirable because he literally Sells in like a remote small towns of like Central and Eastern Washington yeah he's number one like Nationwide it's kind of crazy or Joe here who's EX on closing his fat pip on the deals are the largest company history that's going to pay him $600,000 eventually will go to to Millions as it expands now if you want to have a 600k commission that'd be cool right hit in your bank drop me a me in the comments that'd be

cool okay and we're going to go through some common Rookie mistakes all right rookie mistake number one not having a sequence or not customizing your own sequence every company's different you maybe you don't have the soft soft ware to be able to put things into sequence you could still also just manually do it as well but have an idea written out on google doc of what sequence looks like but if you do have a software and your company does support that you basically create that sequence right that's R first piece now If you just screenshot

the sequence I you saw earlier and you're not customizing your own it's just not going to be as effective you have to like adjust it it takes time to do all the work so that's all the steps I mentioned they're really simple but most mess of exec on the simple and the fundamentals oh working mistake number two great sequence okay but off from the sales process I've seen this happen some get like over rev on filling the pipeline And it's like amazing I've had reps on my own team like d that I'm like amazing pipeline

but you're not like do the other stuff is really important but the wi rate sucks right because they lack their proper sales process and it's like having a leaky bucket I mean you can keep filling up if you want but if you're losing deals you're wasting a lot of time on the back end so remember you get paid on close deals and not just pipeline so we've been covered a lot so Far so let's recap the five steps first off if this has been valuable for you so far just drop a five in the chat

so here are the five key steps we covered so far all right which is number one determining your dream demographic number two tiering your top tier accounts or Targets number three research your relevant prospects number four preparing a POV number five crafting a cross Channel campaign all right