30 Minutes to President's Club | No-Nonsense Sales 257 (Lead) How to Use Intent-Based Selling for Huge Sales Development Success (Florin Tatulea, Common Room)
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Oct 17, 2024 Florin Tatulea, Head of Sales Development at Common Room and a master of intent-based selling, shares valuable insights on optimizing sales development. He discusses signal prioritization to categorize outreach and the power of call blitzes in creating an energetic team environment. Florin emphasizes effective personalization by combining signals with company insights and introduces the 80/20 email framework for streamlined communication. His tips on leveraging automation and fostering a collaborative culture in virtual sales floors are sure to inspire sales teams everywhere.
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Prioritize Leads by Signal Rank
- Prioritize leads based on a rank of high-intent, time-based signals like specific web page visits or free trial activations.
- Use different outreach SLAs depending on signal type to ensure timely follow-up on the highest priority prospects.
Execs Should Multi-Thread Outreach
- Encourage executives to multi-thread outreach with reps to increase reply rates by about 25%.
- Have managers and executives prospect alongside reps with templated messages they can personalize quickly.
Use Virtual Sales Floors
- Avoid letting reps dial alone in remote work. Use virtual sales floors where managers and team members can listen in and coach in real-time.
- Virtual sales floors create contagious energy and improve cold calling training effectiveness.