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SALES GROWTH PROGRAMAN OUTBOUND FRAMEWORK FOR SCALING COMPANIES
SALES EXPERIENCE METHODOLOGYHow to think and prioritize: Design Thinking, Lean and AgileSALES GROWTHPROGRAMBRAINSTORM IDEASABSTRACTLEARNFRAMEOPPORTUNITIESFORM HYPOTHESISFORM INSIGHTSCONCRETETRY EXPERIMENTSPIVOT/PERSEVERE?OBSERVE PEOPLEDEFINE THE CHALLENGEcustomer PROBLEMFramework: IDEO, AGILE MANIFESTO, Eduardo Macecustomer SOLUTION
DIGITAL TECH SALES MACRO FLOW PROCESSThe relation between M QL, SQL, PQL & ABMSALES GROWTHPROGRAMIn-Product EngagementsABMLOYALCUSTOMERACTIVECUSTOMERMARKETING TEAMSQL CUSTOMERCONTENTTimeInbound MarketingCHANNELSCONTENTOutbound MarketingCUSTOMERPQLSQL1CUSTOMER SUCCESS TEAMMQLPAIDVISITSSALES TEAMMQL – Marketing Qualified LeadSQL – Sales Qualified LeadOTHERPQL – Product Qualified LeadABM – Account Based MarketingOutside Product EngagementsTOFUFramework: York, Apptronics, E. MaceMOFUBOFU
DIGITAL MARKETING FLOW FUNCTIONSWhat is neededSALES GROWTHPROGRAMInside Salesand/or ABMOutbound Push Tactics advertisementsemail rdingContextMarketingInbound PullTacticsTraditionalMedia / PRNetworkingEvents copywriting visualdesign Video re pothesis Call to ActionTestingCustomerInsightSmall Budget
SAMPLE OUTREACH STRATEGYBullseye FrameworkViralMarketingSocia Media /LinkedinSALES GROWTHPROGRAMSocial PresentationsEventsEventsSales EmailMarketingSEOInfluencerMarketing OPN SalesCommunityBuildingTrade FairsEmailMarketingTrade FairsEngineeringas MarketingPublicRelationsThe middle ring:list the mostpromising rillaMarketingThe inner ring:choose a maximumof three channelsContentMarketingOfflineAdvertising Find theoptimalactivationchannel for thetarget group:The outer ring:brainstorm and listall traction channels
SAMPLE OUTREACH STRATEGYOutreach Traction Channels - DetailedSALES GROWTHPROGRAMTRADE FAIRSEVENTSSOCIAL MEDIAO.P. NETWORKSALESINFLUENCERMARKETINGE-MAILMARKETINGPMI EVENTSMEETUPLI PROMOTEDPOSTSIEC PARTNERSNETWORKTOP INFLUENCERSDRIP CAMPAIGNSMSE SUMMITWEBINARSLI SPONSEREDINMAILVARsOWN INFLUENCERE-MAIL LISTTECHDAYTALKSLI INMAILPotential StrategicPartnersMICROINFLUENCERSE-MAIL PROMOGARTNERCONFERENCESLI CONNECTIONSTWITTER, REDDITPRESENCEINFLUENCERPLATFORMS
SAMPLE OUTREACH STRATEGYIntelligence Collection and Analysis – Pre-PositSALES GROWTHPROGRAMTRADE FAIRSEVENTSSOCIAL MEDIAO.P. E FAIRSCOMPETITORSLIST OF MEETUPS PMTWITTER PM?PM VARs LISTLIST TOPINFLUENCERSE-MAIL TIMECOMPLETE LIST OFTRADE FAIRS FOR ITENTERPRISEWEBINARS BYCOMPETITORSLINKEDINCOMPETITORS PAGESINFOFRIENEMIESLIST INFLUENCERPLATFORMSAND PRICESWEEPSTAKEREGULATION USACOMPLETE LIST OFTRADE FAIRS FOR PMWEBINARS BYSPECIALIZED MEDIALINKEDIN PM GROUPSCOMPETITORS SALESCHANNELSKOLS?GARTNER EVENTSLIST OF CONFERENCESREDDIT?REFERRAL CAMPAIGNSCOMPLETE LIST OFEVENTS PMILI SALES NAVIGATOR
SAMPLE BUYER EXPERIENCE MAPBuyer Experience and UtilitySALES GROWTHPROGRAMCURRENT ANSWERSMOMENTS OF TRUTH?NEW QUESTION AREASOPPORTUNITIESDESCRIPTION OFPROCESSTIME AND RESOURCESLEAD TIMESUPPORT CUSTOMERSUCCESSSENSITIVE DATA / TION
DEFINE CHALLENGESAMPLE SALES TESTS PREPARATION PROCESSCollectiveGH DMDMGHGH DMHypothesisMaterialsTest SetupReviewTest RunSALES GROWTHPROGRAMGH BIAnalysisChannelEmailsChannelsCaptureM sgScriptsAccountsTreatmentEffectOne pagersToolsAnalysisResultROI calcProcessReportingPMDONEArticlesMOFUFunnel Area: MOFUTimeframe: 1 MonthTarget: 10%from MOFU to BOFU Engagement metrics E.g.: Returning Visits, Referrals, Social Engagements Consumption metrics E.g.: Average Open Rate, Read Completion Rate, Click-Through Rates (CTR) Lead metrics E.g.: Email Sign-ups, Whitepaper Downloads, Webinar Participants, etc.BOFUTALK & QUALIFYSQL
SALES FUNNEL MATERIALS - SAMPLETOFUMOFUBOFUSALES GROWTHPROGRAMCLOSEONBOARDRETAIN
MODEL OUTBOUND TEAM – GROWTH PODSALES GROWTHPROGRAMExecution TeamGrowth ExpertProcess orientedGuerilla MarketerSpecialized rolesMaker, Doer and ThinkerSpecific planningMAKERS – OUTSOURCEDEXECUTION TEAM
SALES GROWTHPROGRAMEduardo Maceeduardo.mace@iecpartners.com320 Nevada Street, Suite 301 – Newton - 02460 – MA - USA
Linkedin Events OPN Sales Email Marketing Trade Fairs Influencer Marketing SALES GROWTH PROGRAM. SAMPLE OUTREACH STRATEGY Outreach Traction Channels - Detailed TRADE FAIRS EVENTS SOCIAL MEDIA O.P. NETWORK SALES INFLUENCER MARKETING E-MAIL MARKETING PMI EVENTS MEETUP LI PROMOTED POSTS IEC PARTNERS NETWORK TOP INFLUENCERS DRIP CAMPAIGNS MSE SUMMIT WEBINARS LI SPONSERED INMAIL VARs OWN INFLUENCER .
