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Transcript

OUTREACH FRAMEWORK

included

Everything shared here today is an actionable suggestion

addressing the elephant.

the journey to today

a brief epilouge

Product & People

Common Denominator's

Product & People

Common Denominator's

Universal Truth to Remain in Perptuity

Sophisticated Buyers

Solution is too nuanced

Continue to build relationships

2. Outbound doesnt work

Pipeline is full

Not my focus

Refine and Revisit

1 Too Busy

People & Product

Common Denominator's

Universal Truth to Remain in Perptuity

Sophisticated Buyers

Solution is too nuanced

Continue to build relationships

2. Outbound doesnt work

Pipeline is full

Not my focus

Refine and Revisit

1 Too Busy

People & Product

Common Denominator's

Create a plan...

Opportunity for added advantages & revenue

Deemed an unworthy endevour

2. Outbound hasnt been figured out.. yet

Pipeline is full

Not my focus

Refine and Revisit

1 Too Busy

People & Product

Common Denominator's

"A just for you solution!"

"We need more leads!"

"We need better leads!"

"Easy data visualization!'

HR Analytics

Why do most data analytic companies not reach their full potential?Disconnects.Between marketing & sales , there are gaps preventing synergy between the two all driven by a lack of effcetive communication of not only what problems you’re solving ...but how and who you’ve done it for

reviewing the groundwork: cracks in its foundations.

"A just for you solution!"

"We need more leads!"

"We need better leads!"

"Easy data visualization!'

HR Analytics

1. Increase Data Visibility: 2. Unify Teams with Transparency: 3. Agility & Speed in Competitive Talent Market:

reviewing the groundwork: cracks in its foundations.

"A just for you solution!"

"We need more leads!"

"We need better leads!"

"Easy data visualization!'

HR Analytics

1. Increase Data Visibility: Reduced HR Reporting Times by 80% in 3 Weeks2. Unify Teams with Transparency: Reduce Churn and Increase Revenue by 19% in 12 months 3. Agility & Speed in Competitive Talent Market: Reduced Hiring Times by 30% in 3 Weeks

reviewing the groundwork: cracks in its foundations.

Higher qualified leads increase overall conversion

Buyer insights from sales funnel used to hone in on marketing

Most common objections and pain points used to create copy

Sales Assest's are leveraged in Marketing Material

OUTBOUNDFLYWHEEL

the full sales cycle taken into account

a holistic approach

Learning-Led Conversion

Network Nurturing

EduMarketing

Messaging Optimization

OUTBOUNDFLYWHEEL

the full sales cycle taken into account

a holistic approach

Pillar I

Messeging Optimization

The flywheel in detail

A data driven approach to getting infront of the ideal prospects

  • What quantifiable results they obtained
  • What other solutions in the market they tried
  • Why they didn’t work for them
  • Problems
  • Desires
  • Dreams
  • Fears
  • Frustrations
  • How you helped

MESSAGING OPTIMIZATION

You have dozens if not hundreds or thousands of happy clients. Speak to them! They will gladly tell you what they were struggling with before they met you, what other solutions they tried, how much they spent on them, and what made them buy from you in the first place. That’s a goldmine full of information. Here’s how we do it:We speak your best clients and dream prospects and get to know them on a deeper level:

The answer is in front of you

Your offer and claim have to solve your dream clients' number 1 problem or desire! After doing this exercise, you will stand out in the market as a one-of-one. No other viable option in the market.

400

SHORT FORM

3 minute snippets from highlight reels

vsL/case study

10 MIN

Highlights and Talking Points to be leveraged

case study

45 MIN

Raw Long Form Content for Channels

Create your offer and marketing claim based on insights

Record your case studies and dsitribute across channels

From Insights to Assets

CReating the marketing material

Pillar II

EduMarketing

Pillar I

Messeging Optimization

The flywheel in detail

Informational value based content reinforces your position as thought leader and gets your message across

A data driven approach to getting infront of the ideal prospects

...case studies arn't enough in saturated markets

The average sophisticated buyer needs a minimum of 7 hours of engagement with your business.

Here’s what it means to your business:To get a client over the line, you need multiple meetings, pitches, customised proposals, and clients wanting to chat with your other customers. The solution? Education-based marketing

EDUMARKETING

Done right, it's a simple numbers game

OUTBOUND EMAIL

Cold calling: SDRs churn very quickly, you burn potential relationships instead of building them

OUTBOUND COLD CALLING

SEO and blogs : Takes a very long time to see results and most don’t do it right

SEO & BLOGS DEVELOPMENT

Referrals: You can’t decide the scale

REFFERAL NETWORK

Ads: high cost, high risk, difficult in many B2B industries

PAID ADVERTISMENT

CHANNEL OPTIONS

Hey Alex, Enrollment for Included.AI's "HR Analytics Mastery" webinar ends tonight!Aimed at those looking to excel in HR through data-driven insights, this webinar offers a step-by-step guide, complete with deep content, templates, and even Raghu's personal team to help implement. Join “HR Analytics Mastery” before 11:59 PT tonight to learn how to transform HR functions and strategic decision-making in your organization. Included.AI's Clients have achieved inspiring success stories, and today, you have the chance to become one of them. Register now before it's too late! Best, Raghu

Wrong way

"Hi {{Targets Name}} Tina, Alex came across {{Company}} PoochPerks when researching {{target industry}} Pet food companies from {{City HQ}} and asked me to reach out to see if you'd be interested in him delivering a free keynote to your HR team? We’ll cover the fundamentals of {{list pain points}} DEI, how to save time in report development, and ways to leverage available data to ensure diveristy goals are being met when recruiting top talentThe keynote is based on our findings from working with OfferUp, BarkBox and Amperity after helping them grow teams with diverse backgrounds globally, find new talent pools to support high growth, and reduce hiring times by 30% in 3 weeks. I'd love to set some time between yourself and Alex to organize a session for PoochPerks{{companyName}}. Do you have time {{ Monday | Tuesday | Wednesday }} or {{ Thursday | Friday }}?"

Right Way

Just a few noteworthy in attendance:

Keynote Participants

Pillar III

Network Nurturing

Pillar II

EduMarketing

Pillar I

Messeging Optimization

The flywheel in detail

Consistent nurturing of interested prospects begins to facilitate an increase in your network

Informational value based content reinforces your position as thought leader and gets your message across

A data driven approach to getting infront of the ideal prospects

NETWORK NURTURING

We need someone to convert the interest from our prospects into sales meetings booked on your calendar. This is simple, but not easy.Why? is EXTREMELY time consuming - nurturing a cold’ish lead (director level to join a sales call). Doing this effectively diverts focus from other key business development and sales activties.

its easy to get lost in the pipeline

Pillar IV

Learning-Led Conversion

Pillar III

Network Nurturing

Pillar II

EduMarketing

Pillar I

Messeging Optimization

Ideal Prospects either become a new client or a new relationship is formed for refferals

The flywheel in detail

Consistent nurturing of interested prospects begins to facilitate an increase in your network

Informational value based content reinforces your position as thought leader and gets your message across

A data driven approach to getting infront of the ideal prospects

30%

80%

.9%

SME

SDR

MRKTR

ONGOING

ONGOING

1-2 MONTHS

1 MNTH

Pillar IV

Pillar III

Pillar II

Interviews & Insights

Debrief Keynote

Offer Keynote

Organize Meeting

Organize Keynote

Give Keynote

Subject Matter Expert Gives the Keynore

Inital call with CEO used to set up the keynote / gauge audience

SDR Nurtures postive responses through email into a booked meeting

Work done in messagin optimization helps increase response rate

Speak to clients to get better insights into your most powerful message

SDR/SME Helps Organize Client with Solution

the flywheel in its entierty

Pillar I

monetization strategy

buyers

20%

47

30%

.9%

tam

236

Qualified Prospects

788

Booked Meetings

87.6K

Total available market (uk / us micro companies)

monetization strategy

47 X 20K = $945K

buyers

20%

47

30%

.9%

tam

236

Qualified Prospects

788

Booked Meetings

87.6K

Total available market (uk / us micro companies)

Thank You!

keynote structure

Transition

Content

Intro