Create the lead first!
Whenever you get forwarded an intro, you create the LEAD!
We use the email system in the CRM and don't use "Gmail" directly
We operate at an inbox near "0" in the CRM
Deal pipeline has fields filled in comprehensively
Need to allocate time and fill in Lead Source, Industry, Temp Label
We document why we won or lost deals
We have a glanceable view of the metrics that matter
Update Pipedrive deals and leads with relevant indicating information for dashboard
FAQ: How much MRR is in the pipeline
FAQ: How much project work is in the pipeline
FAQ: How much did we win last month?
FAQ: How much did we lose last month?
FAQ: How many points did we generate last week?
We are tracking our target level of activity/points metrics
Aim to hit 100 points next week
All leads always have a "Next Activity"
Update Leads through clean-up and sourcing information, then add the next step
We learn about our prospects before we talk to them
When you have a phone number, pick up the phone
All leads have a value (cold, medium, hot)
All leads have a Source
We will archive a lead after "No response" from 6 touchpoints (e.g. 4 emails / 2 calls)
All new leads are touched within 3 hours of receipt
Optimize for outcomes and not for tasks
How does this apply to sales:
When faced with a negotiation around pricing for services, think about whether or not this is a client that you are confident can be a 5+ year client and we can maximize LTV
How are we optimizing for our value props
Confidence, low amount of time spent, credible and reliable thought partner
Wisdom of the group
Get and stay in sync
Have and Practice Empathy
Love on our referral partners. If someone sends us a referral, let them know they are awesome. Send a Sugarwish. Thank them for identifying the right target of the prospect
Thank the partner for understanding and sending the right type of prospect that we best service and do business with
Area of Responsibility Assessment
Hit Stride Sales Targets
Quality and cultivate MQL relationships
Generate sufficient points to achieve SQL's
Create and present proposals (SOW's)