9 sequences to book more meetings
and how to rank them
Read time: 2 min 32 sec
In today’s newsletter, I’m sharing 9 that you can use to book more meetings and how to rank them.
If you missed last week's newsletter, I’m back in the trenches.
I just joined Castor, a SaaS business, as a founding BDR on the enterprise segment and doing 100% outbound activities.
Buyer personas are data leaders: data engineering, analytics engineering, BI, data governance, etc.
ICP: companies with a Modern Data Stack and 1k-5k employees.
So far I have booked 9 demos in my current role:
2 with a previous customer at a new company
4 from a webinar we hosted in February
3 from cold outreach
Want to share with you what works for me right now:
How I’m ranking my sequences (and prospects) to book more meetings based on where you are prospects in your SDR pipeline.
Let’s go:
9 sequences to book more meetings
High priority sequences
Goal: make sure your prospect shows up
If you booked a meeting you want to make sure they show up and talk to your AE, because if your prospect doesn’t show, you don’t get paid.
No-show/prospect who ghosted you: Sometimes you’ll have prospects that ghost you or just need to reschedule the demo.
Prevent no-show: this one you can automate for the most part but you need to make sure your prospects show up to your meetings.
If you want to get some ideas on what you can send here’s a newsletter I sent last year: 6 tips for preventing no-shows with your prospects
Medium priority
Goal: book a meeting
Where you’ll spend most of your time.
Follow-up: when you get a reply from a prospect, your prospect will be removed from your sequence. So you need 1 sequence to keep track of those prospects, to make sure you follow up.
Previous customers at a new company: re-engage previous customers that know and used your product. You can use Sales Navigator to find those prospects. Tip 2 from this newsletter: How to use Sales Nav to improve your prospecting - Part 1.
Closed lost opportunity: a sequence for prospects that already met your company but didn’t buy for different reasons: timing, budget, features, etc.
Referral: sequence for prospects who have been referred to you by a mutual connection. Every time that I get a prospect saying hey you should reach out to Bob, I add Bob to this sequence.
Marketing leads: they are not inbound leads because they do not want your product yet, but they have had some interaction with your company: webinar attendees, events, content download, etc.
Cold outbound: for this, right now I use 2, 1 with phone numbers and 1 without phone numbers, with a multi-channel approach: email, phone and LinkedIn.
Low priority
Goal: educate your prospects meanwhile they are ready to talk to you
Nurture: the goal here is to educate your prospects who said not interested or gave you an objection or to reach out in 6 months. This one is on top of your marketing team, and with your company’s content or 3rd party content.
To recap:
High priority:
No show
Prevent no-show
Medium priority:
Follow-up
Previous customers at a new company
Closed lost opportunity
Referral
Marketing leads
Cold outbound
Low priority:
Nurture
If you are a 100% outbound SDR, that’s a great framework to follow.
If you do inbound and outbound, it’ll be a bit different.
On my “sequence roadmap”:
Just started to work with intent data, so I’ll share more on that because I’ll have another cadence to rank companies who are visiting our website, intent companies on ZoomInfo, Cognism, or LinkedIn.
Need to create more sequences for the outbound ones: above the line (C-level and VPs), and below the power line (IC to directors).
🎧 New Podcast
#17: The new SDR in 2023: the CDR: Customer Development Representative, how to prospect customers, and prioritize your accounts - Michael Tuso, Co-Founder and CEO of Callypso
In this episode, I talk with Michael Tuso, Co-Founder and CEO of Callypso
We talk about the new Sales Development Representative: The CDR (Customer Development Representative) or also called ADR (Account Development Representative) at some companies. Why this role will be important in 2023, how to prospect customers, how to prioritize your accounts and your prospects within an account, and map an account.
Michael also answers questions about do you prioritize upselling first or cross-selling within an account.
#16: Playing the SDR Game, Elric Legloire, SDR Leader on the Sales Career Podcast
In this episode, I've been invited to the Sales Career Podcast with Tyrone Smith and we talk about my journey into SDR Leadership.
I also share my view on the status of Sales Leadership and how I approach it when I'm coaching SDR teams.
You will learn how good SDR Leaders focus on their team's personal goals and which skills are actually relevant.
That's all for this Sunday.
What cadences do you love to use? Let me know by replying to this email or DM me on LinkedIn.
Quick Reminder: If you like my emails please do “add to address book” or reply.
See you next week.
Happy prospecting,
Elric
PS: Here're the 3 last issues if you miss them:
If you want to read the previous ones, here's the link.
Could you share examples of the follow up sequence?