Page 123 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

thousands of decision makers at Fortune 500 companies. We have state-of-
the-art technology that maximizes the accuracy of our data. Please reach out
to me today so I can show you some sample lists.”

[Thursday at 8 a.m.] “Hi, Mark. This is John again from XYZ Company.
Would you like to reach more decision makers with your sales team's
calling efforts? Our company can deliver the names and contact information
for thousands of decision makers at Fortune 500 companies. We have state-
of-the-art technology that maximizes the accuracy of our data. Please reach
out to me today so I can show you some sample lists.”

[Monday at 10 a.m.] “Hi, Mark. John over here at XYZ Company. You
probably remember that we can deliver the names and contact information
for thousands of decision makers at Fortune 500 companies. We have state-
of-the-art technology that maximizes the accuracy of our data. I would love
to show you these names. Call me today when you have a second.”

Torture!

It is hard to listen to this stuff. I can't imagine being on the other side of the
phone, leaving this monotony of voicemails every day.

Not only is this approach inappropriate in any modern prospecting situation, it is
also the kiss of death for an inbound lead. Your marketing team has invested
significant amounts of time and money to attract this buyer, using quality
educational content that is highly relevant to the buyer's context. The buyer has
had a great experience perusing the articles on your blog, reading through
ebooks, and attending webinars that your company has produced to help them
frame their problem better. When thinking about the problems the buyer is
looking to solve, the buyer perceives your company as smart, helpful, and
relevant.

Then a classically trained salesperson calls the prospect and leaves one of the
voicemails listed earlier.

Disaster! Insert explosion sounds here. All of marketing's effective inbound
work is thrown out the window.

Here is what a HubSpot salesperson's voicemail sequence sounds like:

[Tuesday at 9 a.m.] “Hi, John. This is Mark from HubSpot. I noticed you
downloaded our ebook on Facebook marketing best practices. I took a look
at your company's Facebook page and had a few suggestions for improving
it. I'll email those to you now. Give me a call if you want to discuss.”