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Building My Sales Team
It’s time to build a sales team.
I have been writing about it, preparing for it, and am finally executing on it.
What does success look like? Specifically? What are the specific action steps that I need to take in order to be successful in outbound sales?
I’ve been thinking a lot about inputs and outputs. A lot of times, creating the result you want is simply a matter of discovering what steps need to be taken (the inputs) and then reverse engineering them to discover the volume of steps needed to get to the output (the result).
Once our sales rep starts, the first few weeks will be a matter of organizing inputs.
Is it all about cold outreach? Is it all about customizing each email? Is it about making as many outreach emails as possible?
Here are the steps I am taking …
Build my organizational framework. All my sales experience has made it perfectly clear that data collection, organizing your leads, and keeping your calendar tight are critical aspects. As such, I have opened up an account at close.com and have already built out the framework for the CRM.
Creating a system for outbound. There is nothing worse than being spammed a million times a day from companies that send you the same awful email they sent to everyone else. I don’t even unsubscribe to them anymore, I just block them. I believe the trick to our success will be patiently customizing every email we send. Personalization and respect will be our motto when it comes to sales.
Meticulous sequencing. I am a pro at email automation, but all my experience has come from the automation for people who subscribe to a newsletter. The way I create automations for people in a CRM will be much different. It’s all about respect and paying attention to details.
Small improvements. Once this is going, I know my first knee jerk will be to add some new toy or shiny object. But when that moment comes, I will remind myself that the best option is probably to do more outreach or to do it better. The improvements will be incremental and I believe will have a huge impact on the business.
I’m excited to share the results with you.