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Sales AI Assistant



https://blog.hubspot.com/sales/ultimate-guide-to-sales-qualification
https://blog.hubspot.com/sales/automated-email-batching
https://www.hubspot.com/integrations?_ga=2.15136310.1852306782.1560988721-900484454.1560988721




free ai assitant for sales reps.

1. upload list of prospects. we extract all sorts of information:

- latest news

- all latest blog posts, ability to annotate and comment on, bookmark certain texts. We should put ourselves in the prospect’s shoes as we’re reading these articles, searching for pain points or trigger events. Use the most interesting, relevant information we find in the articles to tailor an email or a call to our prospect.

- latest executive change

- company size

- industry

- location

- values (hearth?) Check the company website to review “About Us” information

- similar comopanies that we have dealt with in the past

- list people that they might know based on linkedin contacts,

- mutual connections (i.e. mutual friend on LinkedIn or both graduated from the same college) assign a sales rep with highest overlap

- prospect's social media posts like tweets

- how many fb / tweet posts in the last months, week,

- how much engagement through time over the last two years

- word cloud of social posts

- based on linkedin, high profile position changes in the last 6 months. find who left, who got promoted,

- did the people who leave start a new business

- based on any thing mentioned in the call list relevant info from ourside or their side

- get new relevant accounts

- create marketing campaigns based on these criterion on email, fb/linkedin/twitter ads, etc.

- how much understanding does this person have from our product? at what stage is this person?

new?

visited? which search terms drove them to our site? Which pages did they look at?

signed up?

sales call?

ebook download?

comment on blog?

email list?

posted something relevant to our product or market?

etc etc

- if have competitor on their list

- hierarchy of decision makers

track prospects tweets or linkedin posts, replies and jump in if anything relevant to your service offering was mentioned.  HubSpot’s Social Inbox color-codes your customers based on your list type and leads and helps you prioritize your engagement.



be aware of their company, problems, ins and outs


50% of sales time is wasted on unproductive prospecting.


https://blog.hubspot.com/sales/prospecting


Step 1: Research



Influencers may not have the power to buy, but they’re often the ones that will be using the product and thus can become our biggest internal advocates. If we get them to rally around our offering, they can make a compelling case to decision-makers before we even speak with them.







Before wasting time on an exploratory call to hear this objection, let’s do some homework beforehand to see if we can filter out potential buyers who clearly don’t have the bandwidth to consider our offering.

We’re likely to be more familiar with certain types of companies, markets, or industries than others. Cross-team Knowledge base

prioritize these prospects first
Group similar prospects by characteristics such as
service offering,
their market,
industry,


prioritize these groups based on our familiarity with them.











Prioritize

save us time and ensure we’re dedicating our strongest efforts to prospects that are most likely to become customers




Let’s break down the qualifying dimensions used in our list above (and any additional relevant dimensions) into percentages between 1% and 100% based on how important they are to the sales process. For example, size of opportunity is probably more important to us than timing in terms of closing a deal, so it would receive a 70% whereas timing would receive a 5%.
Now we can assign a value between 1 and 100 to these dimensions for each prospect in our list. Once we complete this step, we can multiply each prospect’s value by the percentage weight we gave to the dimension.
Add up these dimension scores until each prospect has atotal score. And now our entire list is prioritized. (predictive lead scoring at hubspot)



Help, don’t sell. Provide value and ask for nothing in return. This process isn’t about us, it’s about THEM. For example, instead of scheduling a follow up meeting, we could offer to conduct an audit on their digital media presence and get back to them with our findings in a week. 

The key to prospecting, and sales, is that we’renever selling. We’re simply determining if both parties could mutually benefit from a relationship.


Get an egg timer, and set the timer on a countdown for 20 minutes, 30 minutes, or 45 minutes, depending on how much time we scheduled for the call. End the call on the timer’s beep, use 5 minutes for following up, 5 minutes for updating notes and administrative tasks in Salesforce, and then use 5 minutes to prep for the next call.


contact calendar tracker. add event : sms, email, call. set reminder for followup




After each contact with a prospect, we should assess how well we think we:

Uncovered challenges
Helped create well-defined goals
Confirmed availability of budget
Understand decision-making process
Determined consequences of inaction
Identified potential results of success
This self-reflection will help us improve our calling techniques in the future.


move a prospect's account to 





have automated/non-automated actions for each step






















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