• Lookup in CRM: Find them in SFDC or your CRM system. Is someone working with this lead?  Have they met with your company before? Do you have any info on them or their company?
            • If they are brand new to your CRM: Lookup their LinkedIn Profile, find their company website, and do a quick google search on their company. (2-3 min total research time)
              • Call:
              • If you don’t have a good number, get one.
              • If they answer:
                • “Hi this is ___ from ___. Thanks for viewing the automated demo on our website! What do you think so far?  (now be quiet and let them sell talk)
                • Give a few high level answers to questions and spin into a longer scheduled conversation with you or a sales rep depending on your internal sales process.
                • Tell them you’ll send over a unique link to the demo, and commit them to share it with others in the meantime.
              • If they don’t answer:
                • Leave a voicemail
                • Send a SHORT email:
                  • Thank for viewing the demo
                  • Include unique link to the demo
                  • Ask for a time to talk
                • Connect on Linkedin
                • Add to a follow-up cadence. Continue to call everyday, email every other day, and intermittently try via linkedin until you get in contact with them. (Target is 10 more attempt days)
                • Benefit- These leads are:
                  • Looking for a solution like yours
                  • Educated
                  • Qualified
                  • At their desk thinking about your product when you call  
                  • Twice as likely to close
                  • Close in half the time
                  • Results in twice as large of an annual contract value when they do close

Start delivering meaningful, personalized content to your prospects – and help them share that internally with the rest of their team!