Episode 70: Hands-On LinkedIn Prospecting. How to get a 55% reply rate with Thibaut Souriys
9/11/2021
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1:07:32
We sat down with Thibaut Souyris on a new live episode of Full-Funnel Podcast to discuss:
1. How to find relevant triggers to start a conversation with prospects
2. How to turn conversations into opportunities
3. How to add non-sales touches to your prospecting
4. How to boost sales presence with demand generation
Tune in to see a live prospecting masterclass: https://youtu.be/IkRy_2Di7e0
RESOURCES
6-Weeks ABM Playbook: https://fullfunnel.io/account-based-m
Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsl
Join our community for B2B marketers - The Trenches: https://sendfox.com/trenches
Upcoming events: https://lu.ma/fullfunnel/events
Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog
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Here are 4 things that are broken in modern sales prospecting.
1. Lack of ICP.
SDRs make a list of contacts and accounts based on broad firmographic data (job role: founder, industry: computer technology) and end up with a junk list.
Why junk?
Because the majority of the selected accounts have 0 intent to buy and/or are a bad fit, which leads us to the 2nd problem.
2. Lack of personalization.
To contact a big volume of contacts SDRs won’t be able to do account research and personalize outreach messages. They end up with a generic, copied from sales blogs, a pitch that is being ignored by everybody.
3. Lack of context.
“I saw you are the founder of a SaaS company. We help SaaS companies to ... Let’s have a call” is the worst way to do outreach and the fastest way to get banned from LinkedIn.
Why?
Because the majority of people I spoke to about this, replied simply:
What made you think I want to talk with a random dude from an unknown company? Just the fact that I’m the founder?
Block the connection and delete.
4. Lack of conversation.
Everybody agrees that people buy from people they know, like, and trust. To fulfill these 3 criteria, SDRs should do thought leadership and know-how to start conversations.
As Thibaut Souriys says:
If you can’t get prospects to reply, you won’t book meetings.
If you can’t book meetings, you won’t get revenues
If you can get revenues, you’ll go bust.
The one thing that matters is your capacity to generate conversations.
Thibaut on LinkedIn: https://www.linkedin.com/in/thibautsouyris/
1. How to find relevant triggers to start a conversation with prospects
2. How to turn conversations into opportunities
3. How to add non-sales touches to your prospecting
4. How to boost sales presence with demand generation
Tune in to see a live prospecting masterclass: https://youtu.be/IkRy_2Di7e0
RESOURCES
6-Weeks ABM Playbook: https://fullfunnel.io/account-based-m
Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsl
Join our community for B2B marketers - The Trenches: https://sendfox.com/trenches
Upcoming events: https://lu.ma/fullfunnel/events
Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog
-----------------------------------------------------------------------------------------------------------------------
Here are 4 things that are broken in modern sales prospecting.
1. Lack of ICP.
SDRs make a list of contacts and accounts based on broad firmographic data (job role: founder, industry: computer technology) and end up with a junk list.
Why junk?
Because the majority of the selected accounts have 0 intent to buy and/or are a bad fit, which leads us to the 2nd problem.
2. Lack of personalization.
To contact a big volume of contacts SDRs won’t be able to do account research and personalize outreach messages. They end up with a generic, copied from sales blogs, a pitch that is being ignored by everybody.
3. Lack of context.
“I saw you are the founder of a SaaS company. We help SaaS companies to ... Let’s have a call” is the worst way to do outreach and the fastest way to get banned from LinkedIn.
Why?
Because the majority of people I spoke to about this, replied simply:
What made you think I want to talk with a random dude from an unknown company? Just the fact that I’m the founder?
Block the connection and delete.
4. Lack of conversation.
Everybody agrees that people buy from people they know, like, and trust. To fulfill these 3 criteria, SDRs should do thought leadership and know-how to start conversations.
As Thibaut Souriys says:
If you can’t get prospects to reply, you won’t book meetings.
If you can’t book meetings, you won’t get revenues
If you can get revenues, you’ll go bust.
The one thing that matters is your capacity to generate conversations.
Thibaut on LinkedIn: https://www.linkedin.com/in/thibautsouyris/
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