rekled

Strategic Account Executive

How has the pandemic changed the way you sell?

I'm curious to know what new tactics / skills you have acquired in the past year. For example, many of us were previously road warriors traveling for in-person meetings / demos and now shifting to Zoom heroes.

What outreach has been the most effective for cold-leads (e.g. call, email, video)?

Anyone taking up video outreach to new prospects? (I sure have! It was a little awkward and first, but I have embraced it as a new form of outreach.)

Any new marketing approaches to fill top of funnel (e.g. we have started using Sendoso to send books, provide lunch (for lunch&learn sessions) - but VERY sensitive to not come across as a bribe)?

🔎 Prospecting

👑 Sales Strategy

📞 Cold Calling

15 comments

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Savagedoge

Tycoon

Account Executive

Always been selling over the phones and Internet. I’m curious to see how sendoso has worked out for folks though

rekled

Opinionated

Strategic Account Executive

It has been very successful with existing customers - primarily as "thank you" gifts for references, referrals or attending webinars. For the lunch & learn sessions and outreach to prospects - we are just now starting them so not much data to provide yet.

Savagedoge

Tycoon

Account Executive

Noice. Put up a post with the data in a couple months, I’m sure a lot of us would find that useful.

rekled

Opinionated

Strategic Account Executive

fo sho.

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Arsonist

Account Executive

Yeah looking for some insight here. Been using for a couple weeks now and it has only been useful in established relationships, and not so much cold out reach. However, also haven't been using long enough.

If anyone has tips on using sendoso please share!!

rekled

Opinionated

Strategic Account Executive

In the short span that we have been using Sendoso (Jan 2021)...

What works well:

1. Send a book via Amazon related to a webinar topic to all attendees (not actual folks that registered but actual attendees). For example: we recently held a webinar on Change Management and sent a book related to the topic.

2. Lunch and learns: send a gift certificate to individuals to order food via GrubHub.

3. We can include personal notes (handwritten by folks at Sendoso) delivered with the package.

4. Ability to deliver to personal home addresses WITHOUT customer / prospect having to send it to you via email. They are provided with a link to change the delivery address.

What else we are trying:

1. 30 minute consultation sessions: attend and you receive an Amazon gift certificate. (It's basically a sales discovery call but with a fancy buzz word).

2. Providing a gift certificate/book for referrals.

Challenges:

1. Messages from Sendoso are trapped by SPAM filters.

2. "Gifts" can be perceived as bribes, so be careful.

3. Receiving gifts can also violate company policies. Books are a great way around this as they are perceived as educational material.

steakalldayerryday

Opinionated

Sendoso is a great tool to give gifts to your prospects and/or customers whenever your company drops the ball on something.

Also great to use for existing customers to build good vibes and encourage expansion opportunities later on.

CuriousFox

WR Officer

🦊

Sure. We had to train customers and prospects how to accept the fact virtual meetings are the new norm so to speak. That alone hasn't been easy, but it's so much more productive.

Selichimorpha

Celebrated Contributor

Growth Executive

I never used to have my camera on for calls, now it's rare that I have it off. Plus, taking the time to build rapport and talk about what the past year has been like has really opened a lot of doors for people to be more honest.
Sales for me have gotten easier since the start of WFH

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

Hasn't changed it at all apart from focusing on social presence. Prospects research us more, sometimes whilst we are talking. I think this is because we cant be there to 'press the flesh'

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Arsonist

Account Executive

Most successful with email communications. It's now necessary to become a master of the subject line as alot of people still aren't in their offices picking up the phones. I have had some success over the phones though, but since the pandemic all the gold has primarily come from email. Linkedin also acts as an important touch point during these times, not as successful but it works.

I'm also very curious to learn how sendoso works for you in the future when it comes to cold outreach. Be sure to fill us in!

nreskin

Big Shot

Account Director

Attempting to sell w/ more empathy can go a long way. My emails and calls are to the point so I don't waste anyone's time and ensure I get my message across

Soiboi

Politicker

-1

Account Executive, EIAS/Compliance

Nope, Zoom all day. It affected deals but not the way that I work.... Well Im WFH in sweats all day now so there's that hah. We may add in video prospecting soon so that could be fun.

rekled

Opinionated

Strategic Account Executive

Right on... good luck! Video has been great to set a rapport with customers / prospects. Many have largely been more engaged with my video on than not. But it does mean I don't wear sweats on those days! LOL

Soiboi

Politicker

Account Executive, EIAS/Compliance

hehe someone didn't like me. Seems like video is a great way to do things nowadays. Video is king.

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rekled

How has the pandemic changed the way you sell?

15 comments

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