The PERFECT Sales Sequence That Generated $2M in Pipeline in Less Than 90 Days [STEAL IT]

in today's training I'm going to teach you the perfect sales sequence this is a very simple and predictable five method I us gener over 2 million in qualified Pipeline and also Clos over $500,000 in less than 90 days in a brand new company in a brand new territory in a completely new industry in a very tough market and actually on the worst team in the region in case you don't know who I am I'm Marcus Shan founder of Bley Consulting Group in which we provide proven modern sales training C for reps and teams so you

can blow out your sales TRS become the top 1% sales Pro now before I started my business I was in corporate Sal Le for 13 years in which I was a consistent top 1% performing earner at two different Fortune 500 companies in this simple process I've Ted to L thousands of sales people in leaders in which they've used in a number of different use cases such as joining a new company generating pipeline very quickly taking over a new territory building pipeline fast juicing up an existing territory even interviewing better discuss how they're going to make

an impact on first 90 days with a clear prospecting plan some leaders have even used what I'm going to share with you today this exact framework to build out their own outbound goto Market Playbook which they use to scale to millions and depending where you're at you can obviously adjust based on your situation depending whenever you are watching this so in a nutshell you're going to learn literally the a toz today on how to build an effective prospecting sequence that gets you results and if you say at the very end you'll also learn the exact

email Co call video and Linkedin frames to actually convert as well let's go and dive in now before we go to detail on the new and better way it's important understand what most people are doing which is they usually will either come will buy them leads or data do some sort of generic filter search this could be based off geography industry or title and then they add to a sequence written by marketing and usually if results are going to be lackluster to begin with and if they are lackluster they Bic say hey let me pop

up the inputs let me fire for more call calls let me fire more emails let's just pump those numbers up and it's ultimately like a shotgun approach to prospecting so instead of that we want surgical Precision like a sniper rifle that's very targeted so you're going to do less Outreach here but a far more effective Outreach so thus you're going to get obviously better results so here is the new way step number one the first thing we want to do is we want to determine your dream demographic or ideal individual all right AKA this is

your ideal customer profile or Target Market one of the best way to actually improve your booking mean conversion and closing ratio is actually just niching down to a very specific target market this then ultim allows all your outbound messaging right this could be your emails your call calls your direct messages whatever to be very relevant to them now if you do it right you are literally speaking or writing the store that's already in their mind and Prospects want to work with companies with people that feel they actually understand and get them for example if you're

just targeting CTO Chief technology officers that's very general however if you want to get a little more targeted that might look something like this CTO that are in a privately held company doing 10 million a year in sales at least 50 employees in the software space on the west coast and in for at least two years so note here it's the same title but drastically different roles problems issues ETC that they actually worry about they're in different stages of the business as well the first thing you want to start doing is start by researching gather

data about your personas for instance you can research the last 15 20 customers that you've closed or if you're brand new at a company the last 15 20 customer company has onboarded you can look at current case studies and interviews you can interview 15 to 20 existing customers you can listen to record Discovery calls of either yourself if you're in the RO for a while or sales people to run in the past right now a little little bonus tip here is you take those Discovery calls you run them a transcription from software that has Ai

and look for common mention as well and Tool like a AI does something like this too but there's obviously other ones out there as well you can look at third party review sites and you want to make sure you all levels of ratings role types and size companies right you want look at competitor sites and look for com B the fold you look at the case Tes they might have and you get my point there's really tons of different ways you start doing research on your actual customers that you want to go after now you

might be ask yourself what should actually be looking for so let's talk about that next you want identify key things for example for common demographics for common psychographics and common pain points and things along those lines all right and ideally you have like a chart like this you can see here this is a chart we have our clients fell out for a part of the personas but for instance here you can see there's industry there's titles role responsibilities there could be a size of the business it could be number of employees Department key character that

make them ideal where can you find these prospects and how can you contact them what's your value proposition for them what are the most important uh business priorities potentially for them right and other psychographics you know for example what are their biggest worries or pains or frustrations concerns how does actually impact them their teams their company customers what kpis or metrics would be most impacted by this how are they currently getting the job done what are very specific use cases they might be using what would happen if they did nothing they the issues continued what

would be the most desired results how they actually impacted them their teams Etc what the key top three objections you using you you get my point here so you can do your homework by doing the research like I mentioned but you start filling out a Persona like this for each type Persona and you want have a few person you actually Target so you're really crystal clear on this when you have a chart like this makes it easy reference for yourself and also for new hires if you're a sales leader again you want do for a

few personas and this will help you for building list and messaging the second thing I also highly recommend as well is you want to take note of potential triggers or buying signs so I'll give you some examples here and you really just need one or two and obviously the more the better but some example triggers could be buy and intent if they're actively searching for sales training that's a buy and intent signal I can access from my data provider or another example could be they're engaging with my sales content they're asking specific questions on my

content on LinkedIn or on YouTube another example is headcount growth that's say the data shows they've grown 10% in their sales department that could potentially indicate a need for developing training on board in their teams another example could be job postings if they have open requisition for AE roles that may indicate growth on their team it can mean their expansion new territories markets it could mean that maybe there's underperforming reps or that need to be replaced or they have open territor that have to be filled potentially or funding if they receive funding rounds recently it

may mean they need Capital scale growth in sales so depending whichever rounds it also May hint at the development of the team for instance they just rais series a the Chan are pretty good it's pretty underdeveloped sales process it probably was just a found or maybe a couple sales reps early on and they may not have a repeatable process yet so thus they may need training versus if they are deeper in the process maybe they've been around for say 20 30 years or publicly traded they must have more mature sales process and may need a

different type of sequence and messaging as a result another trigger is going to be technology so for example if I see that they're using certain tools like sales force HubSpot gong Etc this also May indicate they're investing another example could be if they're visiting my website so if they're visiting my website boring Pages like the case studies or client wins or maybe they're visiting industry specific websit compend sites again that may be a buying sign as a result or maybe they make in the news or they put out press releases so for example if the

CEO makes the news as a 40 under 40 for the tremendous growth in Portland Market this may indicate their own personal drive and desire for growth so these are just some common examples but depending on what you sell there may be other triggers you can also add to this list too for instance they're currently running ads such as Facebook Google Display Network YouTube Etc that may mean they're in growth mode if they're assigned for very specific Niche webinars or they're attending very specific live conferences or maybe they're engaging the chap company comp site or even

I've seen in specific communities I'm part of they're asking buying questions in nich slack commun other online communities or sometimes it might be engaging competitor social media with buying questions the point is when someone's at a deeper stage of the customer awareness Journey their behaviors are very different now if you're not familiar with the customer awareness Journey this is this is Eugene schwarz's Uh custom stages of customer awareness for example they could be unaware which people don't know they have a problem there's problem where people know they have a problem they don't know what the

solution is there solution aware people who know there are solutions out there but don't know you provide it there's product aware people who know you have a solution but isn't sure yours is the best one for them they're can be most aware which is people know solution is right for them and just need to know the cost so you can imagine depending on different triggers they're going to do different things if they don't know the problem there's probably be no triggers at all but they if they're researching on your website Etc they might be aware

of the problem they might be aware of the solution they could be Pro or even most aware so see there this help you understand why triggers are so important as part of potentially data you want to gather to actually utilize part of your Outreach so once we have this clearly defined the next step we want to do is we want to make sure we tiar out your top tier accounts so I want to give you a really simple example when I join the brand new company 2011 they have this massive database of literally hundreds of

thousands of leads and I'll tell you right now majority are absolutely garbage and completely outdated and we didn't have any buy and 10 dat at the time right that just wasn't really a thing at the time at least my wasn't want to invest into at least so first did I Shar in Step number one which is I did a hyper targeted search I also built a specific zip code filter as well give i r a field territory because I wanted to actually legally walk into these businesses to see if I can identify buying and 10

and after doing this this drilled me down to about 1,200 leads now again not all ready to buy or in the markets in the first 30 days I actually went and I physically walked into over 1,200 businesses I was exhausted CU reality is most reps are unwilling to do this and at best they maybe walked into about 200 in that same amount of time now here's the thing out of the 1200 plus I estimate approximately 150 which is about 12% of them were potentially open to a conversation and had some signs of buying intent now

out of the approximately 150 I booked over 60 meems in my first 30 days and literally by week five I closed my first deal again it wasn't a big deal right about 13k or so wasn't a big deal but by week 12 I closed 20 new logos toing over $500,000 in total contract value but on top of that not only I close that business I also gener over $2 million in qualified pipeline that I estimate will close in the next fiscal year now I'll tell you right now people on my team were absolutely shocked right

because they had rarely seen someone come in like this and ultimately just have little Focus intensity and results especially in a small market like Portland because we for sure we were not one of the bigger West Coast markets like a Seattle San Francisco we definitely were not as big as say a New York a Miami or Dallas so people were shocked ESP my read for results like this and also on top of that this was in 2011 like the economy was still recovering from recession but here's the thing there wasn't really any crazy secret I

just didn't do what most people did which was they treated All Leads exactly the same and spread their efforts equally across the leads I just teared out my leads and then I combined the following teach today along the killer sales process there's a great guy named Chad Holmes he's a sales trainer and author and he said about 3% of your total addressable Market The Tam is in the mode to buy right so if we think about that if that 3% is ready to buy wouldn't you just make more to focus more energy onto that and

here's the issue though a lot of times that 3% by itself potentially may not be enough to build at your sales Target so you have to build on other tiers as well to focus on Apollo put together really killer I want to show you cuz this breaks in really well so you can see it looks like this so this is really well done so you can see here the tier one accounts are the 3% buy now roughly 3% the tier two is the six to 7% that are open to it and the tier three is

really people just they're not thinking about it they don't think they're interested the tier three are for sure the hardest to penetrate and your goal is is get through 3% the tier ones to buy now if you will or as soon as possible and you get your tier tws to buy now and close and your tier three is to go upwards to open to it to buy now and again as you can probably imagine when you're calling prospects that are falling to the the tier 3es timing wise it's just not great it could be years

until they actually close if you work on them but the reality most Reps don't really think about it this way and there's a crazy mix of who knows what type of mix they have of all these type of accounts and most them probably end fall in this tier three category so ultimately my point here is you want to segment your leads and prioritize propit into three tiers okay and then you want to work your tier one accounts first then move to tier two and then finally tier three all right and then moveing upwards now as

a really friendly reminder tier Ones Will deserve the most time energy resources first right because this this is basically what I did and this is how I was able to result pretty quickly because I Lally took my lead list I filtered down by Le of demographics and then from there I dug even deeper for buying intent and I prior as the hardest leads first so as a quick recap ultimately create three buckets based on tear and work the hottest ones first now here's step three you want to research your relevant prospects so if you notice

we're making some pretty good progress which is number one we' really clear on the ideal customer profile we're going after number two we' tear down prioritize the leads and then number three we want to do our homework on the leads especially your tier one accounts because this allows to identify more context to personalize our messaging even more this also helps create a very clear point of view as well for example here's some areas you can do some research on you can check out their website their press releases earnings transcripts 10K reps Etc customer reviews testim

Etc right you want to check out their social platforms as well so all their platforms any podcast they might be on the exex the interviews Etc and again take the time to actually listen or watch any the interviews because it may provide you really powerful insight to what's most important for them you also want to research a prospect people that you're going after the the exacts how long been the company what are prodct companies they were at Mutual connections Etc if they wrote a book read the book right do your homework on them research this

or chart and exec get really clear on who the potential stakeholders might be and then map out the potential organization and decision making process now here's the thing you can see here some of these searches are actually relatively easy right it's literally a Google search it could be the exact name that you're looking up or just a company name and you can see you'll find so much stuff in today's time new software out there which is actually Gathering all data for you in a singular place so there's really no excuse to not do your research

now especially for your tier one accounts now here's a little bonus tip I also recommend doing your research at a different time than when you're actually doing your prospecting so this allows you to just go like monk mode into segmenting your work so for instance me as a rep I primally did all my research on a Friday at 3 p.m. or after hours to prep for my call for the following week this actually allowed me to eliminate C context which is I just do deep work for a little research and then when I have my

call blocks on Mondays and wed from 8 to 12 I knew I just need to execute on little my singular focus of just calling do my outout now if you've done a really good job you will hopefully be clear on two things at the very minimum which is number one their top challenges and number two their vision and goals for the future once You' done the research act especially for your tier one accounts then we're going to prepare for step number four which is preparing a PO your objective here is to establish a very clear

link between your Your solution and how it helps them the prospect achieve their Vision goals and objectives to clear the link the more likely they are to actually engage I call this SPO alignment which is solution problem objective alignment and I want to show you a really simple Visual and before I show it to you this is typically something I show from the sales process perspective not necessarily from outbound but the core principle is exactly the same let's go take a look at it really quick so typically if you're a trusted advisor you're going to

have your solution right here and you're going to be able to align it to the exact problems of lower level stakeholders which will align directly to the key objectives of the execs all right so we talk about having that direct linkage here even if you haven't necessarily met with all the stakeholders in the account before if you're just meeting with the exact if you're doing your homework properly you should be able to establish a linkage between the solution and the key objective for example if you uncover in your research that Revenue growth is really important

to them how does your product or service help them with Revenue growth if customer attention is really important to them how does your product service help them with customer attention if increasing the LTV of the customer's import to them the lifetime value how does your pro help increaseing customer LTV so you get my point whatever is their biggest priority as an organization so again not the biggest priorities as like a lower level stakeholder but as the actual part of the highest level execs whatever is most important to them how can you establish a link between

what you sell to helping them achieve that core objective I can't say this enough you must establish a clear L between what they want in your solution and most people unfortunately just don't do that the only way you can do is by proper research number three now some people try to make it perfect it doesn't have to be perfect it just needs to be relevant at this point now we're going to heading step five is crafting cross Channel campaigns and this is actually where a lot of reps fail so a lot of people ultimately they

reached out one two three times and then they're like oh they're not going Prospect and then they move on now according to the Rain group in their research they found takes an on average eight touches to get an initial meeting or other conversion for a New Prospect this is obviously where a lot of people are making huge mistake because if they just do once or twice or two three times and they give up they're probably not going to make a meeting right now on top of that a lot of them only do via one channel

so for example example I've seen some people they're so email heavy it's all they do and that's their only Channel and when when they aren't booking meetings what do they do they increase the numbers let me show you another stat some stats from Apollo here and by the way if you're not famili with the term sequence I use it interchangeable with cadence right a sales we is also called a sales Cadence or sales campaign it's it's a series of clearly delineated steps to convert your prospects into paying customers now check out these stats from Apollo

right here and you can see here you can see Outreach approach percent of user booking means with approach so for example here if they don't use any sequence they don't have the specific delineated sequence step by step 16% book right and then if the if there were a single Channel sequence would they only do emails 46% however if it's multi- channel right meaning there's emails or Auto emails manual emails calls LinkedIn touches 70% which is a 24% improvement over a single channel so in a nutshell the solutions really quite simple which is more targeted touches

and across multiple channels built into a sequence ideally at the minimum eight if not more touches in a little bit I'm going to show you some specific sequence you can take a look at as well as an example cu the reality is you can write the most perfect first email but not everyone's going to respon by FS really key so you want to also create different sequences for different tiers as well for instance for your tier one account what you mention which your your hottest one your best ones you ideally want way more personalization and

relevancy so you can really cut through the noise and for the sake of this train we're going to just talk about the tier one sequence today as they the highest priority but again I want you to keep in mind though for all sequences whether it's tier one tier two or tier three ultimately you want to make sure it's providing value for them that they find educational or can Inspire them provide Insight it must be relevant to them really important and customized to them now in a second I'm going to show you a more generic one

which I can customize it even more for for each Project based off my research but it's a very good Baseline so let's walk through just a simple 14 touch sequence here's day one it starts off with what's also known as a triple tap it's going to be the first email which is can be the point of view a CO call and also a LinkedIn connection request so for example here if I start with the POV email it may look something like this John heard on your Q2 earnings call last week that Revenue ters were Miss

by 10% which may lead to missing for the fiscal year this is resulted in a focus on doubl down H2 on providing your sales or the tools and resources to hit grow targets of 25% year growth the reason for the rabs we been providing sales training and coaching to help SAS sales team increase conversion deal size they can hit and exced the growth targets these are teams and repite companies like Salesforce Google zoom and more open and chat best Marcus so let's this a little bit right for Simplicity perspective here so the only way I

could have this type of information here is if I did my homework right in this made of example here I did my homework and this is why I'm covered here all right so I have very specific M Target numbers so this should not be a madeup number if they talk about on the ear called about doubling down in H2 using terminal they're going to use I would say double down H2 if they mention that they have specific growth targets you for 25% year of your growth I'm going discuss that as well all right so you

kind of see here I'm leading with this clear point of view and research and is obviously very relevant to them and this is for the highest level people we're going after here then I share why I'm reaching out which is providing sales training coaching I'm not going crazy detail but what's going to be the benefit for them it's going to increase conversion deal size so they can actually hit ex see the grow taret you can see the linkage here and then I'm Prov a little bit social proof right here and then just a really soft

CTA open to chat that's it super simple okay and obviously if we had a very specific person I was writing for it could customize it even more but you get my point here this is a sample POV email all right and I forgot this I put a little PS here so here's a PS one like for example here in this madeup example for this person it's like I covered as well that they also had open requisitions here and also saw recent pole LinkedIn I'm dropping that here so I'm here this is all business here and

by the way lot of recent post LinkedIn regarding how to show like a pro for interviews hope to some great C for the open you have in Denver and Cincinnati again I'm listing in a couple different buying triggers now as real so I buying triggers from what I can cover on the earnings call and another trigger is going to be really just the open candidates here so you can see it's a simple example right there now let's talk about a simple call script right again there's many types of call scripts out here here's a permission

based one right so very simple I want to make it easy for you for example hi John it's Marcus and Bley do you have a moment I promise to be brave yep sure hey great I heard on your cuture earnings call last week sale were missed by 10% which may lead to missing for the fiscal year this is result in a focus on doubling down H2 and providing your sales work the tools and resources HTE grow targets of 25% year over yearo that sound about right it it it does actually okay great hey the reason

for retail is we providing sales training and coaching help sales increase conversions and deal sizes so they can hit and exceed the growth targets these are reps and teams reps that companies like Salesforce Google zoom in more I believe we may be able to help are you available this a discuss more again very simple right and you'll notice here a lot of it's really based off the the point of view I had actually in the email so we can have this direct alignment to what we're seeing on the phones to what we did in the

email basic that's why the research up front makes it a little bit easier because you have a lot of context there because again most sales people when they make calls they haven't really done any homework so they're not able to have typ of context they might have some more generic on they might do a problem based one hey so I call CEOs CEOs in this space or cros in the SAS space they're running issues one two and three right now is that what you're dealing right now which you can do simple like that for sure

but if it's a tier one account I want to be like super targeted with my research I can reference it as part of the conversation now let's talk about a sample linked connection request here so some people will just do a blank connection request which has a pretty high sub generally speaking I find also works really well too is if you have a very specific reference point in your connection request so for example here if that John character had posted about sh for interviews I'm going to reference that so for example here hey John love

your post on show like a pro for interviews hope and connect here so you see they're very simple so you'll see here it's like the way this would the sequence would run will be okay I fire the email off I make the phone call and then I send the connection request boom that's it very simple now we're going to wait a couple days here so typically I recommend at least two three days right so let's just say for example day three we're do three touches here we're going to do an email with a detailed bump

reply we'll do a phone call and then we're going to engage on the content now and or if they had accepted connection request at this point we can send a LinkedIn video message if they have not accepted it we'll just engage on their content we like or comment or something on there if they posted recently it could be the same thing as well if they coment something else but let's Let Me Show an example detailed bump reply you can definitely do the really simple one some people say they they basically bump the email say hey

John any thoughts on my last email that's fine because it's a tier one account I want to provide a little more context to it as well that's why I call this a deta bump reply so for example here hi John not sure if you saw my prior email the reason for I reach is because across the software industry only 40% of reps are hitting their sales Target so here I'm referencing a stat pull I pull off a rep view the big reason why so many companies are missing their numbers because their teams have not been

provide the proper training skill development to sell into market like today okay so Prov a little insight so most of default on pressing their teams to increase their number of calls and and emails to no impact on results so I know this is exactly what's happening so I'm going to reference that okay we help specifically with that upskilling your sales team with proven training coaching support to hit ex Target in today's market so I'm Shar a little bit more about how we're actually doing it it's a little bit not a lot again soft CTA open

to conversation boom that's say that's an example Mar there if they accepted my connection request I would drop them a video message on LinkedIn if they have not accepted my connection request then I'll engage on whatever they had posted recently now let's assume here they accepted your connection request you're like killer we're going to drop them a video message you want to pull up your phone okay you want to open LinkedIn app and you want to go to video so you don't want me to sales now you want me to write the LinkedIn native app

you want to hit the little camera button and you want to record a really simple message it can be very much aligned to just what You' email them about and and even the the cold call script as well this is just a script so what's really important is I'm just going to read the script but when you're actually doing it you don't want to just read a script you want to just sound natural and flow with it so that way they can see and how it sounds very authentic so for example here this is a

framew hey John thanks for SE my connection request again love that post on trip Pro interviews also sent you emails I heard and Q earnings call last week sales targets were missed by 10% which may lead to missing for the fiscal year so this is result in focus on doubling on H2 I'm providing your sales work the tool resources hit grow targets of 25% year-over-year grow hey the reason I'm reaching out is we've been providing sales training coaching to help sales increase conversion deal SI can hit and exceed their growth targets these are teams and

Reps companies like Salesforce Google zoom and more I believe mayble help let me know if you're open to chat more thanks so much cheers that's it boom again you we can simplify that down but I just want to give you a little framework for how you could do video message let's assume we don't hear anything so you want to building the next step into your sequence so this could be day six seven or eight I put six or seven it doesn't really matter just give yourself a few days exercise some emotional intelligence here all right

and this is going to be an email a customer testimonial plus a call plus LinkedIn content engagement so here I want to provide a little bit of inspiration a little bit of insight so for this is just a sample example and I'm not going to read this in heavy detail you read as you go on the screen here talks about I have a I actually have a screenshot for this one as well where they basically say three every 10 reps so that's a really good hook talk about where I got from from a text from

recent sales leader pretty cool get text and then I I include a screenshot in this email as well and I share a story here so I I don't just say like a case check out this case study about this I just I write into a story right so I talk about what Dave's team has to go through all of sales train in the past talk how most of them are actually work average the best told about I told Dave my H train he was skeptical he's super skeptical for sure because it made sense because obviously

more robust and more expensive before so Dave didn't want us to do this whole team he a lot of reps he wanted me to start this as four new hires so we basically put in a whole brand new playbook from Al on the close for them and what happen three weeks 275% to regular quot there's no rample warm-up they more sold more in three weeks than three us with 10 reps and he even say we charge more LOL and then now what we do now we're training the entire team 75 reps and on top of

that having a record break in year lowest turnover they ever seen in 10 years and then hey are you interested against some for a team do you want last just reply gra time my calendar here so you can see here it can be very powerful now we're over a week in right like a week and a half in basically at this point from a business days perspective so you can see that can be really powerful and then also this at this stage as well this is we're going to we're going to bolt in the LinkedIn

part as well so if at this point they still have not accepted our request you can engage in the content again if they haven't posted any content don't engage obviously on the same stuff but they have if they have posted something engage on content or if they have accepted your request at that point then go ahead and fire out that video email from earlier so next it's going to be day 11 or 12 or 13 right around there again it's you don't have to be exactly precise with these days where you can be a little

flexible these days more so with the content what's inside so this is going to be a combination of a video email with more context and also LinkedIn content engagement now this c a little more finesse right because you're going to film a video that you're going to embed into your email so you can use tools like Loom or video other tools out there we personally use Loom it's very simple very inexpensive where we can embed a personalized custom body of email now a few notes I want to point out you want to have good lighting

you want to have good sound quality you want to make sure you look good so like dress a coral into the parts for example I'm just wearing a workout tank right now CU I'm filming a YouTube training video for you you probably don't want to work wear something like you probably want toar something a little bit nicer for obviously your prospects right you want to make sure you have good sound quality you want to make sure uh you share your screen in the video and have their LinkedIn poll so it's clearly personalized for them or

pull up their website so it's really clearly again made personally for them and you make sure it sounds natural and personalized and ideally you want to keep it under a because this way they're just going to be more like to actually click it and actually watch it or watch the whole thing so here's an example example of an email how what might look so the email itself is going to be very simple and by the way these can be all be replies and threads if you want to do that make it easy and change the

subject line I personally like to do that CU then they can always scroll down read through the whole thing versus having this new email each time it goes hey John Major's personal video I put a little smiley face there and then I Ed by this is obviously not this is Patrick right but you get my point is for something else but I you embed a gift like this you can see how cool this looks like this is what they get like oh interesting they can click on it right it'll take them to the video on

on this Loom that we used here so it's really powerful again here's a sample video messaging script okay so you'll see here again this might be a combination now of of a little more more in depth right but it talks about stuff mentioned the emails in the past and also what you included in in other past video as well now some of you might be like okay like I'm repeating some of the same stuff here's the reality they may not even read the first several emails or even pay pay any attention here and when you

actually verbalize it in a video it's really powerful so you'll see some similar elements here hey Beginnings very similar this is the same as well again then I as myself I'm not surprised across the software industry only 4% rep hitting their sales targets why the agre because their teams don't proper training skill development and what do they do they push on their teams this is what we help with like here's some social proof right here and or like Dave team you see last email all right and then here I'm like humanized a little more here

right so I'm say like Hey listen I believe we can help John just give me a shout out okay just give me 15 minutes I promise not to waste your time thanks so much hope you hear from me soon cheers so you can see I'm going to humanize a little more I don't say I'm begging there but I'm like come on man just give me a chance I'm trying to be I'm trying to be a little playful here little show little personality is part of it okay all right and then of course again you can

engage on content with LinkedIn if they have LinkedIn as well and then uh day 15 is going to be email another email so again this going be 15 16 17 around that time frame and this ideally it's it's third part you can find to either help backup issues or claims that you're making and ideally something's going to add value or insight for them this could be a very specific research paper research report a white paper third party from hopefully someone incredible so for example here because I'm selling to sales exacts and CEOs I can pull

awesome reports from Salesforce Gartner there's so many amazing reports out there so the one I'm referencing the Salesforce one R here I'm saying hey did you see the Salesforce 2024 state sales report inside I share that and I share some insight from what we covered inside there only 26% of sales Pros get one one coaching each week from their sales leaders and less than 50% the team will hit Targets this year so I'm sharing some scary stats right that's like that's from the field reps moue if you will right if your organ anything want support

that means your team may not be getting skill development they need sales maners are overload too busy coach their team which is very common we see it all the time and most sales people aren't willing to raise their hands and ask for help and then training from enablement is heavily centered around product knowledge is that the case with your team if so let's chat as we may be able to help best Markus PS here's a report if you want to see it firsthand okay so really simple again we're going to provide some sort of third

party research right there and again if you want you can bolt in some social media if you want up to you at this point you don't have to do it every single time I'm way a few more days all right a few more days so two three two three more days we're going to do a email high value of the product demo and Linkedin engagement now at this point they might be a little skeptical Still Still reluctant jump on a call so the goal here is to provide something that's going to be of high value

this could be a personalized short video video a literally a demo of you walking through the software you sell with the very specific use cases with a very specific POV of the top features actually would help them right it could be something educational that also be of value for them or ideally both here's the one that I wrote so for example John thought you might find this useful since you're hiring three more AES in Denver and Cincinnati it's the exact 90day onboarding Playbook that I use ramp reps up to get them performed within weeks of

getting hired you'll be able to see the exact week structure to get results quickly for new hires how managers must run their weeks increase of 12 month survival right how I teach coach check it out here best so if you note here I'm referencing a trigger and then I'm providing some pure value for them and what's word like the things are going to uncover inside there and I'm hooking them up with it so this here is a 14 touch sequence right which is a is across multiple channels you have a mix of cool calls emails

you have voicemails potentially as well you have videos you have multiple channels so it's very relevant specific to them which increases your throughput and likely they're actually going to respond and actually book a meeting now a few side notes about sequences right there's definitely a lot of different sequences out there but I found the best ones always have this common which is number one they are very targeted which is why we start with that to begin with number two very relevant which is again why we cheer other accounts and do our research right number three

in the base ofers again this is why how we filter down is really important number four it's Omni channel number five there's at least 8 10 touches a minimum and number six there's quality content inside so they don't sound generic even though I did show you a generic one this allows me to customize them more for each person so I want to show you some other examples of other the sequence as well CU there's obviously different ways of doing things so my friend my friends Arman Nick at 30 minutes presence club and this is a

Charlotte Johnson's sequence so you can see here she actually starts with a triple tap as well invite email cold call right here and they have follows from inmail call call email call call then they PIV the approach to email call call LinkedIn non message LinkedIn touch and then again creative Here video email gift email inmail here another email here Co call in not non not LinkedIn touchpoint breakup email right so this is a multi-touch right here right so there's 18 steps over 24 days that's an example right there my friend Sam mckennis or here's another

one from my friends over Apollo it starts with email one super personalized LinkedIn post then call voicemail LinkedIn connection request no message email to automated followup handwritten not or gift email super personalize call and voicemail and this looks to be 1 2 3 4 5 six seven eight touches over 25 days so you get my point here but the themes here I mentioned even though they have some similar elements the biggest themes are these six bullet points that you're seeing right here now let's talk about how to say on top of your sequences because if

you think about this if you picture you have like 14 to 20 touch sequen or more touches if you would will with at least 50 contacts at all different stages okay then you have your tier 2 sequence with even more contacts and then your tier three see even more context now if you just try to use your calendar to try and stay on topic all multiple channels it's virtually impossible I should say right or else your your C get incense always going to be popping off and you're just more like to actually miss stuff and

just hit dismiss all and just not be on top of your game and you'll lose touch of your prospects so you need a better way of doing this now if you are a strategic magc rep and you have five total accounts of work in your book that's totally different you could probably manually imag be a cter even a Google sheet but if you have 50 or more you must have some sort software to manage all within your or you must have some sort of sequen sequencing software to manage it or managing it all within your

CRM for example like when I was in corporate we definitely didn't have any cool sequencing software the company kind of old school so I actually manage it all within my CRM so each day I literally wake up and just execute what my CRM task list for the day because I had my sequences already planned out from a sequencing software perspective there's a number out there that are really good I personally use a paul. i because the data is really really good so I have all my sequencing in there so it works just nicely so I

can manage everything inside there and the cool part is also with all the email I just showed you like email number one is heavily personalized but the other emails I put in there for the most part they stay relatively the same so all I really need to do is just create this sequence since Apollo with all the steps I I mentioned here earlier today and then just add context to it I also keep as a manual sequence if you will which means once I complete the task it'll basically complete it and then move it to

the next stage for X number of days out so if it's 3 days out it'll say okay cool make a call call here or do this next and then I'll review right quickly before I just fire off do whatever task I need to do and then there's other ones I don't need do any customization to it it could be automatic so after I complete the manual task if it's 3 days later the next stage will automatically do it and I don't need to worry about it as well you can do the same thing also like

with tier 2 in tier three sequence as well where if you want to you could just have the first one be manual and then the rest are just going to be automatic just fire it off here's an example one right here so I just have it preset right here so it just once we fire off the very first one which is going to be a manual with a video for this specific sequence I was running here and then everything else just automatically fires off all right so pretty cool it makes me much more efficient once

I basically have done all the steps from one through five and I put it inside the sequence I'm now running the sequence there you have it how to build an effective prospecting sequence this is little exactly why did to generate over $2 million in qualified pipeline close over $500,000 in less than 90 in a brand new company in territory I literally just ex this really simple five-step process from A to Z now if you want our help to help you right un build your sequence and to actually close them as well make sure head below

call with our team to see if we can help you with our coaching programs and now you learn how to fill your finnal up if you want to learn how to close over 40% of them watch this next video right here