Page 128 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

exceeded the 20 percent lift you are targeting. Would you have a few minutes to
walk through the details of their successful strategy?”

Decision makers are busy. They are hard to reach. However, this voicemail
maximizes the likelihood that the salesperson can earn some of the decision
maker's time.

Prioritize Prospecting by Level of Engagement, Not
Alphabetical Order

Grab one of your salespeople today and ask, “Sally, when you come into the
office in the morning and start prospecting, how do you decide who to call
first?”

If the answer is, “I sort my leads by alphabetical order,” that is not a good sign.

Unfortunately, calling leads in alphabetical order is common at many
organizations.

In some cases, the company has a more sophisticated approach and calls the
leads on a certain cadence. For example, if company ABC is due for a call today
based on when it was last touched, it will automatically be listed in the
appropriate salesperson's call queue. This approach is effective in ensuring no
leads fall through the cracks, but there are always exceptions.

Pop quiz: here are two leads that your salesperson could call next. Which lead do
you think he should prioritize?

1. A lead that was called yesterday, but just visited your company's website two
minutes ago

2. A lead that was called three days ago and is now overdue for a follow-up

Pretty obvious—call the first one…and do it quickly!

The engagement of the lead is the best criteria around which to prioritize
prospecting calls. Unfortunately, few sales teams take this approach. As your
marketing department attracts more prospects to your company's online
presence, your salespeople need to be equipped with access to the details of each
prospect's engagement so they can act on the information. Examples of prospect
engagement include:

1. A lead visited my website

2. A lead opened my sales email