30 Minutes to President's Club | No-Nonsense Sales Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame
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Feb 10, 2025 Florin Tatulea, Head of Sales Development at Common Room and an expert in intent-based selling, shares invaluable insights on effective cold outreach. He emphasizes the importance of categorizing intent signals for timely responses and discusses creating a vibrant call blitz culture to boost team engagement. Florin advocates for blending personalized outreach with company insights rather than relying solely on signals. He also introduces the 80/20 email framework, enabling sales reps to craft compelling messages with less effort.
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Prioritize Time-Based Signals
- Prioritize high-intent, time-based signals like website visits to high-value pages.
- Consider free trials and social engagement as key indicators for immediate outreach.
Multi-Threading with Reps
- Managers and executives should engage in multi-threading key contacts alongside their reps.
- Have reps prepare email frameworks for executives to personalize and send.
Virtual Sales Floors
- Implement virtual sales floors to foster team collaboration and real-time coaching during calls.
- This shared environment boosts energy and provides immediate feedback.