Prospecting Summary

Gemba Prospecting Approach

Andrew Berryman5th September 2023

3. First 90 days

2. Outcomes

1. Approach

Contents

Outlined below are my core principles around prospecting that have worked well for me over the last eight years:

• Build a consistent plan and stick to it - right now this means two hours every morning dedicated to mining new contacts and reaching out
• Build short, consice contact sequences with a heavy emphasis on numbers at the start.
• 'Our customer, Mercedes Benz, has saved $1.2m per annum in travel costs, whilst reducing their carbon footprint by 12%'.
• Quality over quantity, high volume, generic messaging is ineffective.
• Use as many diverse channels as possible - LinkedIn has always been most effective in my experience
• Leverage other assets in the business, create a culture of 'everyone is in sales'
• Industry events, Industry groups, Gemba events, webinars
• Generative AI definitely has a place for optimising content and improving efficiency

1. Approach

I've laid out some indicative numbers below based on my experiences at Salesforce and Qualtrics:

• Target 100 outreaches a week
• 5% response rate - five replies a week
• 1% conversion rate, one deal a week (taking into account conversion times)
• Constantly evolve and optimise based on the numbers

2. Outcomes

3. 90 Day Plan

Week NineRun first industry webinar/event based on customer feedback

Week ThreeBegin prospecting sequences, targeting 100 contacts a week

Week TwelveReview progress, seek to improve and optimise. 1000 outreaches sent

Week Six30 day review, optimisation of sequences, industries

Week One Onboarding/training, customer segmentation, campaign building

Conclusions

90 Day Plan

• Build a cadence and stick to it
• Create a culture of everyone being in sales
• Lead with numbers

Outcomes

Approach

I would expect to be sending 100 messages a weekWith a 1% conversion rate I'll aim to convert one client a week

• Send 1000 outreaches in first 90 days, continue to optimise and improve on a monthly basis

Thank you!

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