How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & Co Founder at Datafox

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Bastiaan Janmaat presented "How to Build an Outbound Sales Strategy in 60 Days" on the Operator Stage at SaaStock 2016 in Dublin on September 22nd 2016. SaaStock is Europe’s Conference for B2B SaaS at RDS, Dublin Ireland in September 2017 Watch the Video Here: https://www.saastock.com/blog/view/how-to-build-an-outbound-sales-strategy-in-60-days

Tecnologia

@bastiaanjanmaat
Account-Based Prospecting
How to Build an Outbound Sales Strategy in 60 Days
Bastiaan Janmaat
CEO & Co-Founder
DataFox

@bastiaanjanmaat
Good fit
Has pain
Has pain
Good fit
Outbound Inbound
*The Sales Acceleration Formula - Mark Roberge

Building an Outbound Strategy that Works
1. Targeted account list
2. In-your-face personalization
3. Dashboards & incentives
4. Account-based marketing

@bastiaanjanmaat
2.4 activities per contact to get meeting
12.3 activities per account to get meeting
17% no-shows amongst lower-level contacts
0% no-shows amongst C/VP-level contacts

@bastiaanjanmaat
“Congrats on your Series A” ≠ Personalization

@bastiaanjanmaat
“No thanks” > no response

No outreach without research.
No follow-up without reason.

@bastiaanjanmaat
Month Activity Volume Call Connects Meetings Booked
Month 1 844 38 20
Month 2 1,241 44 20
Month 3 1,009 60 20
Pick up the phone

@bastiaanjanmaat
Month Activity Volume Call Connects Meetings Booked
Month 1 844 38 20
Month 2 1,241 44 20
Month 3 1,009 60 20
Month 4 1,186 99 35
Month 4 vs 1-3 +15% +111% +75%
Pick up the phone

Expected results
● 2-3x ACV
● Improvement in pipeline velocity
● Recognition / reputation
● Future inbound deals

@bastiaanjanmaat
DataFox: built for Account-Based Prospecting

@bastiaanjanmaat
60+ proprietary signals on 1.3m companies

@bastiaanjanmaat
Thank you!
Bastiaan Janmaat
CEO & Co-Founder
www.DataFox.com

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Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows. We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases. This video focuses on the deployment of external web forms using Jotform for Bonterra Impact Management. This solution can be customized to your organization’s needs and deployed to support the common use cases below: - Intake and consent - Assessments - Surveys - Applications - Program registration Interested in deploying web form automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.

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How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & Co Founder at Datafox

1. @bastiaanjanmaat Account-Based Prospecting How to Build an Outbound Sales Strategy in 60 Days Bastiaan Janmaat CEO & Co-Founder DataFox

2. @bastiaanjanmaat

3. @bastiaanjanmaat Good fit Has pain Has pain Good fit Outbound Inbound *The Sales Acceleration Formula - Mark Roberge

4. @bastiaanjanmaat

5. @bastiaanjanmaat

6. @bastiaanjanmaat Problem 1 Problem 2

7. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

8. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

9. @bastiaanjanmaat

10. @bastiaanjanmaat 2.4 activities per contact to get meeting 12.3 activities per account to get meeting 17% no-shows amongst lower-level contacts 0% no-shows amongst C/VP-level contacts

11. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

12. @bastiaanjanmaat “Congrats on your Series A” ≠ Personalization

13. @bastiaanjanmaat

14. @bastiaanjanmaat

15. @bastiaanjanmaat

16. WTH is “in-your-face personalization?”

17. @bastiaanjanmaat

18. @bastiaanjanmaat

19. @bastiaanjanmaat “No thanks” > no response

20. @bastiaanjanmaat What to look for

21. No outreach without research. No follow-up without reason.

22. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

23. @bastiaanjanmaat Month Activity Volume Call Connects Meetings Booked Month 1 844 38 20 Month 2 1,241 44 20 Month 3 1,009 60 20 Pick up the phone

24. @bastiaanjanmaat Month Activity Volume Call Connects Meetings Booked Month 1 844 38 20 Month 2 1,241 44 20 Month 3 1,009 60 20 Month 4 1,186 99 35 Month 4 vs 1-3 +15% +111% +75% Pick up the phone

25. @bastiaanjanmaat

26. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

27. @bastiaanjanmaat

28. @bastiaanjanmaat

29. @bastiaanjanmaat Leadership dinners

30. Building an Outbound Strategy that Works 1. Targeted account list 2. In-your-face personalization 3. Dashboards & incentives 4. Account-based marketing

31. Expected results ● 2-3x ACV ● Improvement in pipeline velocity ● Recognition / reputation ● Future inbound deals

32. @bastiaanjanmaat DataFox: built for Account-Based Prospecting

33. @bastiaanjanmaat 60+ proprietary signals on 1.3m companies

34. @bastiaanjanmaat Thank you! Bastiaan Janmaat CEO & Co-Founder www.DataFox.com

How to Build an Outbound Sales Strategy in 60 Days - Bastiaan Janmaat, CEO & Co Founder at Datafox

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