I've been in B2B ad sales for 5 years. Really worked hard on reducing my brainpower on simple things and multiplying myself, here's how I do it:
Loom (Example Video below, here's the link if that doesn't work... never tried embedding it in a forum)
Post thread | The Fastlane Entrepreneur Forum - Watch Video
This is an absolute game-changer if you're selling an online product/service that is difficult to explain over the phone. It's a chrome recording app with your webcam overlayed in a small box on the bottom left. Anything your prospect is confused about but maybe you're having a hard time getting them on the phone, they don't see the value yet enough to take a teams call, etc. You can make a 3-4 minute video explaining your product, how it works, and the benefits all while building a little bit of connection. Doesn't replace a conversation, but it certainly beats explaining things over email.
You can also record on your phone if you're trying to show an app, or use the desktop version if you want to show a computer program.
Not great for prospecting (really difficult to get someone to watch your random video).
Pro-tip - you can insert it directly into your Gmail email, it'll show up embedded with a GIF preview for the first few seconds of the video. Start the video with your face speaking over their site's homepage and it clearly demonstrates you made this video just for them.
Mixmax
Such a powerful email tool.
Be careful with this one, Linkedin doesn't like people doing this and they're always dodging their threats. If you have premium sales navigator/recruiter Linkedin usually leaves you alone. Also make sure you read the best practices so you don't get flagged (limits on profile views, snoozing, etc.)
This is a Linkedin automation software that lets you make a search, and do something to all of the results. You can:
If you don't know what boolean searching is, check youtube on how to do it. I'll also help anyone who needs it.
Hunter.IO/Lusha
These are two tools for finding phone numbers/emails on people from Linkedin/sites. Fairly cheap tools to use, and they're about 70% accurate. I use them all the time. If you can't find someone's email, let me know. I'm pretty decent at it. Most companies with 100+ people are pretty easy to find.
If you're doing this in bulk, or a big research day, I also will put the emails into Zerobounce and/or mailtester to test accuracy beforehand. If you are sending tons of emails that are bouncing due to innacuracy, your spam reputation will go up, and less emails will arrive in prospect's inboxes. Really bad for companies just starting up/new domains, so test emails as much as you can.
Prospect.IO
Sequencing software. A bit more powerful than Mixmax as you can plan out a proper sequence with other activities, for example I can say I want it to send JUST this segment of people an email that says Hi (_firstname_),
Your (_product_) is a great fit we do this for your competitor (_competitor name_), blah blah.
Then send a second similar follow-up email in 4 days if they don't open, THEN make an activity for me to call them, then to Linkedin message, back to email, call, etc. Or for those who did open and clicked an important link (pricing/packages), make an activity for me to call them tomorrow.
It's intuitive and gives you all the read reports pretty accurately. Also gives you feedback on your open/click/reply rates, some other great analysis. It has a little learning curve to it, but lets you widen your net like crazy once you learn it.
Pipedrive CRM
Finally, if you don't have a CRM, and you are selling, get one. Pipedrive is so cheap and easy to use I think it's 10$/month. If you're using an excel sheet... just don't. You're using brainpower that you could let the computer use. This CRM will always remind you that you need to schedule a next activity (I almost never forget to follow up), keeps all your notes/emails on one account/person, graphs deal value/projections, and has a VOIP for calling within the system, can even record the calls. Also it integrates with many platforms which is great.
That's all I can think of right now. If you have any questions I'm happy to make a Loom video to show you how it works ☺
Loom (Example Video below, here's the link if that doesn't work... never tried embedding it in a forum)
Post thread | The Fastlane Entrepreneur Forum - Watch Video
This is an absolute game-changer if you're selling an online product/service that is difficult to explain over the phone. It's a chrome recording app with your webcam overlayed in a small box on the bottom left. Anything your prospect is confused about but maybe you're having a hard time getting them on the phone, they don't see the value yet enough to take a teams call, etc. You can make a 3-4 minute video explaining your product, how it works, and the benefits all while building a little bit of connection. Doesn't replace a conversation, but it certainly beats explaining things over email.
You can also record on your phone if you're trying to show an app, or use the desktop version if you want to show a computer program.
Not great for prospecting (really difficult to get someone to watch your random video).
Pro-tip - you can insert it directly into your Gmail email, it'll show up embedded with a GIF preview for the first few seconds of the video. Start the video with your face speaking over their site's homepage and it clearly demonstrates you made this video just for them.
Mixmax
Such a powerful email tool.
- Sequencing
- You can setup an email sequence (where it will send emails in intervals you decide) with customizable variables (fills in first name, product, company name, etc.) and blast it out to several people at once, or one person. Super handy for waiting for a contract. Send the contract, and a 3 step sequence checking in to get it signed. Reduces the amount of brainpower you need to use to get things done. It doesn't replace a phone call, but it's a wonderful tool. Let the computer do the thinking.
- Mail merges
- Much better than making an excel sheet and filling in variables to setup a mail merge. Just import a sheet, and you can even do a mail merge sequence.
- Templates
- I say the same shit in so many emails, it's ridiculous. I have about 40-50 clients, and I'm always saying "Just a gentle reminder, we have this due date coming up" or "Any update on this invoice?" or a spiel about our product. Don't type it every time, use a template. It also autofills key details if you put them in one time like company, name, product, whatever you want. Templates also allow for attachments and hyperlinks.
- Read reports
- Is this person opening and ignoring me? Or not opening at all and maybe I'm in their spam folder? Let's call them. A lot of the times that happens, I'll call and they'll go "Oh! Let me find it. Whoops spam folder" *beep, email opened*. It's about 70% accurate.
Be careful with this one, Linkedin doesn't like people doing this and they're always dodging their threats. If you have premium sales navigator/recruiter Linkedin usually leaves you alone. Also make sure you read the best practices so you don't get flagged (limits on profile views, snoozing, etc.)
This is a Linkedin automation software that lets you make a search, and do something to all of the results. You can:
- Message (with autofilled name and company details)
- Connect & message
- Pull their data into an excel sheet (good for downloading data and importing into a CRM to chase off Linkedin)
- View profiles (good to give them a little ping that you viewed them, although not very powerful).
If you don't know what boolean searching is, check youtube on how to do it. I'll also help anyone who needs it.
Hunter.IO/Lusha
These are two tools for finding phone numbers/emails on people from Linkedin/sites. Fairly cheap tools to use, and they're about 70% accurate. I use them all the time. If you can't find someone's email, let me know. I'm pretty decent at it. Most companies with 100+ people are pretty easy to find.
If you're doing this in bulk, or a big research day, I also will put the emails into Zerobounce and/or mailtester to test accuracy beforehand. If you are sending tons of emails that are bouncing due to innacuracy, your spam reputation will go up, and less emails will arrive in prospect's inboxes. Really bad for companies just starting up/new domains, so test emails as much as you can.
Prospect.IO
Sequencing software. A bit more powerful than Mixmax as you can plan out a proper sequence with other activities, for example I can say I want it to send JUST this segment of people an email that says Hi (_firstname_),
Your (_product_) is a great fit we do this for your competitor (_competitor name_), blah blah.
Then send a second similar follow-up email in 4 days if they don't open, THEN make an activity for me to call them, then to Linkedin message, back to email, call, etc. Or for those who did open and clicked an important link (pricing/packages), make an activity for me to call them tomorrow.
It's intuitive and gives you all the read reports pretty accurately. Also gives you feedback on your open/click/reply rates, some other great analysis. It has a little learning curve to it, but lets you widen your net like crazy once you learn it.
Pipedrive CRM
Finally, if you don't have a CRM, and you are selling, get one. Pipedrive is so cheap and easy to use I think it's 10$/month. If you're using an excel sheet... just don't. You're using brainpower that you could let the computer use. This CRM will always remind you that you need to schedule a next activity (I almost never forget to follow up), keeps all your notes/emails on one account/person, graphs deal value/projections, and has a VOIP for calling within the system, can even record the calls. Also it integrates with many platforms which is great.
That's all I can think of right now. If you have any questions I'm happy to make a Loom video to show you how it works ☺
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