What You'll Learn: - How I produced the number 1 article on LinkedIn last year outranking Bill Gates & Elon Musk. - How to 3x the number of connection requests that convert to meetings. - How to engage prospects via cold email if LinkedIn is not successful. - The right way and when to use video to drive sales results.

1. How to Beat Elon Musk &
Bill Gates
3 Steps to Master Linkedin, Video
and Email for Cold Outreach
SALES HACKER WEBINAR
@saleshacker

2. Introductions
The State of Sales
Scalable Strategy for Linkedin- beat Elon and Bill!
3x Connection Requests into Meetings
A Cold Email Play which Works
Agenda
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Role of Video - Doing it Right and Doing it Wrong6

3. BONUS: For all attendees
in this webinar
ANNOUNCED SOON!

4. ✓ VP Sales and Growth at GetAccept, currently 26
✓ Number 1 Linkedin Post Across all Topics in 2017
✓ Guest on Ellen Degeneres Show with my brother
✓ Loves wearing an Aussie Akubra (cowboy) hat to events
✓ Built a sales and marketing team in an Australian startup as
a first hire to a $100 million valuation at age 22
✓ Banned from 2 Bay Area startups for unsanctioned cookie
deliveries
Dailius “DW” Wilson

5. So why are we here?

6. State of Sales
o SDRs are expected to book 20-40 meetings per month
o AEs are expected to close 3.5-6.5x their salary
o Managers/Sales leadership are looking to stay ahead of the curve
2

7. State of Sales - cont.
o SDRs are expected to book
20-40 meetings per month
o AEs are expected to close
3.5-6.5x their salary
o Managers/Sales leadership are
looking to stay ahead of the
curve
2
o How can an SDR realistically
impact the psyche of a C-level
o Hard enough to close at all
whilst booking outbound leads
o Sales looks quite similar across
many market leaders → industry
fatigue
Expectations Reality

8. How do we alleviate some
of these burdens?
Outreach seems like a good place to start

9. Scalable Strategy for Linkedin- beat Elon and Bill!
o Before anything we need to ask ourselves “Why Linkedin?”
o Forget buzz words like “social selling” and “resume building”
Here is why Linkedin is so Important…....
3

10. Scalable Strategy for Linkedin- beat Elon and Bill!
Linkedin is important because:
o Reps are going to be non-productive on it anyway - so let’s build some
productive time into this “browsing” activity
o You come to learn about the needs and interests of your prospects
organically
o Appear credible
o Alternative to phone/email/Twitter which are all declining in popularity
3

11. Scalable Strategy for Linkedin- beat Elon and Bill!
What do I know about Linkedin?
3

12. Scalable Strategy for Linkedin- beat Elon and Bill!
If I can do it so can you!
o I focused writing one article every business day for 30 days
o I studied posts that had 300-1000+ likes and found if there was anything I could use
from my own career to give the content more depth and breadth
o I didn’t encourage people to like or share my content- I used organic performance to
help me improve the article for the next day
o I use an app called Wunderlist to track ideas for content that I may have when I am out
and about
o Each article must have 3 points and a conclusion to provoke the reader into sharing an
opinion - I call this the “Trident Formula”
3

13. BONUS: Visit
http://info.getaccept.com/saleshacker
Free 5 Week Sales Mastery Course where I will share a content
outline and guide for AEs/SDRs to kickstart your own viral
Linkedin content
Hint - We need to start small!

14. 3x Connection Requests into Meetings
o Let’s be honest our goal is not to “expand our network”. Our goal is to
turn connections into meetings
o But our prospects also know this...
o Are you committing the cardinal sin of asking for a meeting too quickly?
Linkedin is exactly like dating….
4

15. 3x Connection Requests into Meetings4

16. 3x Connection Requests into Meetings
o Cue the “you have to personalize” speech
o Even if we do research and follow the prospect on Linkedin it is
extremely tough to know something that will resonate
o One thing we can control is to create an unforgettable first impression
4

17. Did you know?
The Linkedin connect function now supports links

18. Add a Hook + a Link
Now look what the prospect sees

19. What the prospect sees
Who wouldn’t click that right?

20. BONUS: Visit
http://info.getaccept.com/saleshacker
Free 5 Week Sales Mastery Course where I will in more detail
how to create experiences like this (including adding the
custom logo)
Also: You can add some other things
to WOW them when they click…. take
the course to discover WHAT!

21. A Cold Email Play Which Works
o What happens if the never accept your contact request?
o Even if they do accept, do you find that they never reply (especially if you
are asking for meetings like we talked about previously)
o Sometimes we need to call in the cavalry - can managers help more than
previously thought?
5

22. A Cold Email Play Which Works
o What you will need:
○ A manager with a good title and willingness to send an email
template you provide them (OR access to their email account :P)
○ This template
○ Two lines of research (one for you and one for your manager)
○ A personal interest you share in common with the prospect
○ Company name and job title of the prospect in the initial stages of
their career
○ Belief that “out of the ordinary is extraordinary” in sales
5

24. BONUS: Visit
http://info.getaccept.com/saleshacker
Free 5 Week Sales Mastery Course where I will add the
raw file for this template and many more of my
proven favourites!
Then: Follow Up Politely after 24 hrs
if no response. I’ve seen 8-20% response
rates dependent on industry

25. Role of Video - Doing it Right and Doing it Wrong
o Right now the industry buzz is all around video
o Can video actually hurt your chances of winning a deal?
○ Poor background lighting
○ Over-produced and artificial
○ Content is generic
○ Appearance doesn’t suit your target market
○ Video isn’t for everybody - some people find strength in improvised
speech and written communications
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26. Role of Video - Doing it Right and Doing it Wrong
o Strong videos have the following:
○ Good lighting and audible sound
○ Less than 30 seconds
○ Encourage a reply rather than asking for a meeting
■ i.e. What else can I provide to help with X...you are undertaking
right now?
○ Feature more than just a screen recording of yourself!
6

27. BONUS: Visit
http://info.getaccept.com/saleshacker
Free 5 Week Sales Mastery Course where we will assess some
of the major tools for sending videos in the market and how
you can gain an advantage by sending more than just a
personal recording

28. Sales success begins with unique & quality outreach
Everyone can begin to build engaging content on Linkedin
Using the new link sharing feature can help boost yield on connections
Active management should assist SDRs/AEs in executing cold outreach
Personal video needs to be done well or not at all. Furthermore the
tech needs to evolve to remain effective into 2019
Key takeaways
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29. Q&A
Dailius Wilson
VP Sales & Growth
GetAccept
dailius.wilson@getaccept.com
Scott Barker
Head of Partnerships
Sales Hacker
scott@saleshacker.com
Free Course Link: Visit http://info.getaccept.com/saleshacker