Trigger-Based Lead Sourcing for Successful Prospecting
5/20/2020
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 Most of us are aware that the buyer’s journey has changed dramatically in the last few years (and months given the global pandemic).
This is supported by a CEB (acquired by Gartner) report in 2016 that shared “buyers on average are 57% of the way through their buying journey before even reaching out to a vendor”. Fast forward a few years since that report, the explosion of Inbound Marketing, and the development of buyer journey optimized content I would argue that it is probably closer to 90%. That is, buyers have almost all the information they need to make an informed purchasing decision. In 2007 Chet Homes shared the statistic that only 3% of any market is in the “buying mode” now. This means that 97% of prospects aren’t actively looking to purchase a product or service.  The Tenbound Virtual Sales Development Conference is the only full day live Virtual conference 100% dedicated and focused Sales Development!
Taking place on June 18th 2020 from 8:00am - 2:00pm PT, all sessions are led by the real Sales Development practitioners and the Tenbound team, who will share the most recent strategies, tactics and playbooks you use today to hit your Sales Development goals in this new reality. This is a must attend virtual event. All sessions are streamed live and will be recorded for registered attendees to watch after the event ends via tenbound.com. This one day event is focused on the latest trends in Sales Development. Register now as session rooms are limited to the first 500 attendees who join the broadcast. If you are unable to join the session you will still be able to access the slide deck and session recording post-event. The Tenbound Virtual Conference experience also includes amazing networking and learning opportunities. When you register you will be automatically added to the event community and able to connect 1:1 directly with other attendees, Tenbound Market Map tool providers and the Tenbound team!  What sales development leaders need to know about the connection between sleep and productivity and how to get more of both.
Even before the uncertainties of the COVID-19 pandemic, Americans were underslept. A large body of research shows we were quite unproductive as a result. During the current crisis, we face even more threats to both sleep and productivity: anxieties keep us up at night, while distractions working from home, burnout from a lack of boundaries between our professional and personal lives, and the cognitive overload of Zoom all curb our focus. Now, more than ever, it's imperative to understand the connection between sleep and productivity and invest in your team's rest.  You might be wondering what a marketer knows about cold calls, and the answer is “Quite a bit!” I sit with my SDR team, when we’re not working remotely, so I hear their cold calls and pitches all day every day, which gives me insight into what’s working for them and what doesn’t based on the rest of the conversation.
There’s nothing more important for an SDR / BDR than the first words that come out of their mouth, and that especially holds true for an agent-assisted call, where the potential customer has been passed from the agent to the sales rep for the pitch and you have just a few seconds to gain and hold their attention. So, what should you say and what should you NOT say? |