Keeping the pipeline filled is arguably one of the most important activities for any company. The health of a company often strongly correlates with how full you can keep the pipeline. But generating leads alone is not enough. In fact, what comes next is what really matters: how you capture and follow up with those leads. That’s what we’ll be talking about in this month’s webinar with the experts at Front. Join us on this webinar and you’ll discover: -How to scale personalized outbound campaigns to increase lead velocity -The 3 biggest challenges of outbound sales and how to overcome them -The right way your sales team should be capturing inbound leads -3 critical factors to managing large lead databases -How to find the right balance between automation and personalization -How to make sure no lead falls through the crack We’ll also wrap up with Q&A so that you don’t leave the webinar with any lingering questions on how you can generate, capture and follow up with more leads in less time for your company. -------------- This presentation was brought to you by PersistIQ Our software empowers sales reps to easily create personalized outbound campaigns at scale. Move faster and sell smarter than ever before. Try PersistIQ for free at www.PersistIQ.com

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How to Generate, Capture and Follow-up
With More Leads In Less Time

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Table of Contents
1. Introducing Brandon from PersistIQ
3
a. How to Generate More Leads
4
b. 3 Biggest Challenges of Outbound Sales
9
c. 5 Steps to the Perfect Outbound Campaign
13
2. Introducing Roxana from Front
22
a. How to Capturing and Follow-Up with Leads
23

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Brandon Redlinger
Growth Marketing

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How to Generate More Leads
1. Manual prospecting
2. 3rd party sources
3. Outsourcing
4. Get creative!

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1. Manual Prospecting
• Speed matters
• Quality or quantity?
• Know your business economics

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2. 3rd Party Sources
data.com
Sales Intelligence Lead Sourcing

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3. Outsourcing
A. Create a process
B. Hire and evaluate freelancers
C. Verify data
D. Review performance
E. Rise and repeat!

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4. Get Creative
1. Join associations
2. Sponsor events
3. Scrape the web
4. Work with your marketing team
5. And more...

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The 3 Biggest Challenges of
Outbound Sales
1. Balancing automation
& personalization
1. Using the right tech
2. Following up correctly

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What should be done by a human?
What should be automated?
1. Balancing Automation &
Personalization

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2. Using the Right Technologies
• Marketing automation is different than sales
automation!
• Dead giveaways that you’re using automation

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3. Follow Up Correctly
• Number of touchpoints
• Time between touchpoints
• Reason for following up
• Channel Diversity

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5 Steps to Executing the Perfect
Sales Prospecting Campaign
1. Create your email templates
2. Set up your campaigns
3. Add your leads
4. Launch your campaign
5. Analyze and adjust

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• Keep it short
• Open strong
• Offer a compelling value proposition
• Include a call to action
• Sound like a real person
1.Create Your Email Templates

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[Subject line:] [Your Company] <> [Prospect’s Company]
Hi [first name],
I saw on LinkedIn that we’re connected through [common connection].
[Write one sentence about why that connection is relevant].
Given your position, I think you may be interested in what my company does.
[Give your one to two sentence value proposition].
What does your schedule look like in the next few days? I’d love to jump on a
quick call and see if it’s something that would be useful for you.
Thanks!
[your name]

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Reason for Following Up
• Re-emphasize business value
• Offer insights
• Educate
• Share news

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[Subject line:] Quick question about [pain/problem you solve]
Hey [first name],
Are you still interested in [your solution]?
Cheers,
[your name]

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• Different campaigns for different segments of your list
• A/B test your campaigns
2. Set Up Your Campaigns

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Make sure you don’t have
duplicates or the same leads in
different campaigns!
3. Add Your Leads

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• Review
• Make sure you don’t have any missing variables
• Send!
4. Launch Your Campaign

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• Analyze and adjust
5. Analyze and adjust.

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Roxana Siu
Head of Marketing

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Want to successfully
capture leads?
You've got 5 minutes!

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Make sure no leads
fall through the cracks
Keep all leads in one place,
even if you receive them
through multiple channels

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Make sure no leads
fall through the cracks
Quickly dispatch incoming leads
• Create accountability
• Clearly indicate who should take next steps
• Reassign leads if a Sales Rep is unavailable

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Accelerate lead conversion
Create a good first
impression

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Accelerate lead conversion
Circle back with qualified leads
in a timely manner

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Accelerate lead conversion
Provide the right
answer, faster

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Reach out to more leads
in less time
See the whole picture

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Reach out to more leads
in less time
Quickly reply to FAQs

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Questions?
Roxana Siu
Roxana@FrontApp
Brandon Redlinger
Brandon@PersistIQ

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Get In Touch With PersistIQ!
Follow us @PersistIQ
LinkedIn.com/company/PersistIQ
PersistIQ.com/demo

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Get In Touch With Front!
Follow us @FrontApp
FrontApp.com/contact