Are You Ready to Launch Your Lead Gen Team?

openview PRESENTS ARE YOU READY TO LAUNCH YOUR LEAD GEN TEAM? 6 QUESTIONS TO ASK BEFORE YOU DO 1 DO YOU UNDERSTAND WHAT YOUR TOP TARGET SEGMENTS ARE? 00000000000000 0000000000 D0000000 0000000000000 MAP OUT the total market. DEFINE the segments. SELECT the segment based on competitive advantage. IDENTIFY the sweet spots. IDENTIFY potential partners. DEVELOP prospect lists for the selected segment. SCOPE OUT the competition. DEFINE your revenue expectations 2 CAN YOU CLEARLY DEFINE YOUR BUYER PERSONA(S)? UNDERSTAND the buying criteria and process. DETERMINE the pains and needs. RECOGNIZE the business drivers. 3 DO YOU HAVE ALL OF THE J RIGHT TOOLS? ATTENTION GRABBERS: • the return on investment that customers have had with your solution. • analysts' statements about the technology and its adoption. CONVERSATION GUIDE: E-MAIL TEMPLATES: PERSONA GUIDE: overview clear value proposition, pains, and solutions. first, second, and third attempts, and nurturing. of each buyer persona. COMPETITOR INFORMATION: strengths and weaknesses for use if brought up in conversation. EXAMPLES: relevant, credible, and referenceable LIST: Common objections and rebuttals customers. HAVE YOU CONSIDERED EVERYTHING 4 IT TAKES TO BUILD A TEAM? HOW WILL YOU STRUCTURE your team? How many outbound callers will you need to hire? WHO WILL LEAD the team? WILL YOU HIRE AND TRAIN WHO WILL ASSEMBLE the Will you hire someone new or move someone internal into the role? the manager before your lead qualifiers start? asset packages and training materials? WHO WILL DEFINE the goals, metrics, and compensation structure? WHO WILL GENERATE the lead lists? WHO WILL SET UP the CRM to support the team and its processes? WHERE WILL THE TEAM SIT and what supplies will they need to do their job? DOES YOUR MANAGER HAVE THE BANDWIDTH TO J DO EVERYTHING IT TAKES TO LEAD A TEAM? MEETINGS: leading weekly retrospectives and one-on-ones with team mermbers, as well as daily kickoffs. CRM COMPLIANCE: ensuring that information is being diligently logged in the CRM. SEGMENT FOCUS AND SELECTION: * examining penetration of target segment • determining future segments and building customized asset packages. • sourcing new leads. • executing a relationship marketing strategy. MOTIVATION: Creating contests to keep the team engaged. CALL SHADOWING: facilitating the adoption of assets and messaging ASSET CREATION: improving assets for the current segment, reviewing progress against the segment, and crafting assets for upcoming segments. REPORTING: Communicating successes and impediments to senior management, and sharing reports and dashboards. INTER-TEAM COMMUNICATION: talking with sales reps to make sure that all opportunities are legitimate and taking place. ANALYSIS: looking in the CRM to HR: training new lead qualifiers, conducting quarterly reviews, creating progress plans for under-performers, and ensuring that you always have top talent. determine individual and team performance, lead penetration, and conversions. 6 DO THE BENEFITS OUTWEIGH THE COSTS? INCREASED pipeline. INCREASED revenue. MORE TOUCH POINTS within BETTER UNDERSTANDING of the target segments. the target segments. SUPPLIES: including computer, headset, and phone. SALARY PER LEAD QUALIFIER: SUBSCRIPTIONS: to CRM TIME: the investment can $$$t + benefits. and others. be significant. To find out more, including tips for developing a customized outbound prospecting strategy and details on the best metrics for tracking your prospecting efforts, check out OpenView's eBook, "Building Your Sales Funnel: How to Create an Outbound Prospecting Machine." openview PRESENTS AR YOUR YOU READY TO LAUNCH LEAD GEN TEAM? 6 QUESTIONS TO ASK BEFORE YOU DO 1 DO YOU UNDERSTAND WHAT YOUR TOP TARGET SEGMENTS ARE? 0000000000 MAP OUT the total market. DEFINE the segments. SELECT the segment based on competitive advantage. IDENTIFY the sweet spots. IDENTIFY potential partners. DEVELOP prospect lists for the selected segment. SCOPE OUT the competition. DEFINE your revenue expectations 2 CAN YOU CLEARLY DEFINE YOUR BUYER PERSONA(S)? UNDERSTAND the buying criteria and process. DETERMINE the pains and needs. RECOGNIZE the business drivers. 3 DO YOU HAVE ALL OF THE J RIGHT TOOLS? ATTENTION GRABBERS: • the return on investment that customers have had with your solution. • analysts' statements about the technology and its adoption. CONVERSATION GUIDE: E-MAIL TEMPLATES: PERSONA GUIDE: overview clear value proposition, pains, and solutions. first, second, and third attempts, and nurturing. of each buyer persona. COMPETITOR INFORMATION: strengths and weaknesses for use if brought up in conversation. EXAMPLES: relevant, credible, and referenceable LIST: Common objections and rebuttals customers. HAVE YOU CONSIDERED EVERYTHING 4 IT TAKES TO BUILD A TEAM? HOW WILL YOU STRUCTURE your team? How many outbound callers will you need to hire? WHO WILL LEAD the team? WILL YOU HIRE AND TRAIN WHO WILL ASSEMBLE the Will you hire someone new or move someone internal into the role? the manager before your lead qualifiers start? asset packages and training materials? WHO WILL DEFINE the goals, metrics, and compensation structure? WHO WILL GENERATE the lead lists? WHO WILL SET UP the CRM to support the team and its processes? WHERE WILL THE TEAM SIT and what supplies will they need to do their job? DOES YOUR MANAGER HAVE THE BANDWIDTH TO J DO EVERYTHING IT TAKES TO LEAD A TEAM? MEETINGS: leading weekly retrospectives and one-on-ones with team mermbers, as well as daily kickoffs. CRM COMPLIANCE: ensuring that information is being diligently logged in the CRM. SEGMENT FOCUS AND SELECTION: * examining penetration of target segment • determining future segments and building customized asset packages. • sourcing new leads. • executing a relationship marketing strategy. MOTIVATION: Creating contests to keep the team engaged. CALL SHADOWING: facilitating the adoption of assets and messaging ASSET CREATION: improving assets for the current segment, reviewing progress against the segment, and crafting assets for upcoming segments. REPORTING: Communicating successes and impediments to senior management, and sharing reports and dashboards. INTER-TEAM COMMUNICATION: talking with sales reps to make sure that all opportunities are legitimate and taking place. ANALYSIS: looking in the CRM to HR: training new lead qualifiers, conducting quarterly reviews, creating progress plans for under-performers, and ensuring that you always have top talent. determine individual and team performance, lead penetration, and conversions. 6 DO THE BENEFITS OUTWEIGH THE COSTS? INCREASED pipeline. INCREASED revenue. MORE TOUCH POINTS within BETTER UNDERSTANDING of the target segments. the target segments. SUPPLIES: including computer, headset, and phone. SALARY PER LEAD QUALIFIER: SUBSCRIPTIONS: to CRM TIME: the investment can $$$t + benefits. and others. be significant. To find out more, including tips for developing a customized outbound prospecting strategy and details on the best metrics for tracking your prospecting efforts, check out OpenView's eBook, "Building Your Sales Funnel: How to Create an Outbound Prospecting Machine." openview PRESENTS AR YOUR YOU READY TO LAUNCH LEAD GEN TEAM? 6 QUESTIONS TO ASK BEFORE YOU DO 1 DO YOU UNDERSTAND WHAT YOUR TOP TARGET SEGMENTS ARE? 0000000000 MAP OUT the total market. DEFINE the segments. SELECT the segment based on competitive advantage. IDENTIFY the sweet spots. IDENTIFY potential partners. DEVELOP prospect lists for the selected segment. SCOPE OUT the competition. DEFINE your revenue expectations 2 CAN YOU CLEARLY DEFINE YOUR BUYER PERSONA(S)? UNDERSTAND the buying criteria and process. DETERMINE the pains and needs. RECOGNIZE the business drivers. 3 DO YOU HAVE ALL OF THE J RIGHT TOOLS? ATTENTION GRABBERS: • the return on investment that customers have had with your solution. • analysts' statements about the technology and its adoption. CONVERSATION GUIDE: E-MAIL TEMPLATES: PERSONA GUIDE: overview clear value proposition, pains, and solutions. first, second, and third attempts, and nurturing. of each buyer persona. COMPETITOR INFORMATION: strengths and weaknesses for use if brought up in conversation. EXAMPLES: relevant, credible, and referenceable LIST: Common objections and rebuttals customers. HAVE YOU CONSIDERED EVERYTHING 4 IT TAKES TO BUILD A TEAM? HOW WILL YOU STRUCTURE your team? How many outbound callers will you need to hire? WHO WILL LEAD the team? WILL YOU HIRE AND TRAIN WHO WILL ASSEMBLE the Will you hire someone new or move someone internal into the role? the manager before your lead qualifiers start? asset packages and training materials? WHO WILL DEFINE the goals, metrics, and compensation structure? WHO WILL GENERATE the lead lists? WHO WILL SET UP the CRM to support the team and its processes? WHERE WILL THE TEAM SIT and what supplies will they need to do their job? DOES YOUR MANAGER HAVE THE BANDWIDTH TO J DO EVERYTHING IT TAKES TO LEAD A TEAM? MEETINGS: leading weekly retrospectives and one-on-ones with team mermbers, as well as daily kickoffs. CRM COMPLIANCE: ensuring that information is being diligently logged in the CRM. SEGMENT FOCUS AND SELECTION: * examining penetration of target segment • determining future segments and building customized asset packages. • sourcing new leads. • executing a relationship marketing strategy. MOTIVATION: Creating contests to keep the team engaged. CALL SHADOWING: facilitating the adoption of assets and messaging ASSET CREATION: improving assets for the current segment, reviewing progress against the segment, and crafting assets for upcoming segments. REPORTING: Communicating successes and impediments to senior management, and sharing reports and dashboards. INTER-TEAM COMMUNICATION: talking with sales reps to make sure that all opportunities are legitimate and taking place. ANALYSIS: looking in the CRM to HR: training new lead qualifiers, conducting quarterly reviews, creating progress plans for under-performers, and ensuring that you always have top talent. determine individual and team performance, lead penetration, and conversions. 6 DO THE BENEFITS OUTWEIGH THE COSTS? INCREASED pipeline. INCREASED revenue. MORE TOUCH POINTS within BETTER UNDERSTANDING of the target segments. the target segments. SUPPLIES: including computer, headset, and phone. SALARY PER LEAD QUALIFIER: SUBSCRIPTIONS: to CRM TIME: the investment can $$$t + benefits. and others. be significant. To find out more, including tips for developing a customized outbound prospecting strategy and details on the best metrics for tracking your prospecting efforts, check out OpenView's eBook, "Building Your Sales Funnel: How to Create an Outbound Prospecting Machine." openview PRESENTS AR YOUR YOU READY TO LAUNCH LEAD GEN TEAM? 6 QUESTIONS TO ASK BEFORE YOU DO 1 DO YOU UNDERSTAND WHAT YOUR TOP TARGET SEGMENTS ARE? 0000000000 MAP OUT the total market. DEFINE the segments. SELECT the segment based on competitive advantage. IDENTIFY the sweet spots. IDENTIFY potential partners. DEVELOP prospect lists for the selected segment. SCOPE OUT the competition. DEFINE your revenue expectations 2 CAN YOU CLEARLY DEFINE YOUR BUYER PERSONA(S)? UNDERSTAND the buying criteria and process. DETERMINE the pains and needs. RECOGNIZE the business drivers. 3 DO YOU HAVE ALL OF THE J RIGHT TOOLS? ATTENTION GRABBERS: • the return on investment that customers have had with your solution. • analysts' statements about the technology and its adoption. CONVERSATION GUIDE: E-MAIL TEMPLATES: PERSONA GUIDE: overview clear value proposition, pains, and solutions. first, second, and third attempts, and nurturing. of each buyer persona. COMPETITOR INFORMATION: strengths and weaknesses for use if brought up in conversation. EXAMPLES: relevant, credible, and referenceable LIST: Common objections and rebuttals customers. HAVE YOU CONSIDERED EVERYTHING 4 IT TAKES TO BUILD A TEAM? HOW WILL YOU STRUCTURE your team? How many outbound callers will you need to hire? WHO WILL LEAD the team? WILL YOU HIRE AND TRAIN WHO WILL ASSEMBLE the Will you hire someone new or move someone internal into the role? the manager before your lead qualifiers start? asset packages and training materials? WHO WILL DEFINE the goals, metrics, and compensation structure? WHO WILL GENERATE the lead lists? WHO WILL SET UP the CRM to support the team and its processes? WHERE WILL THE TEAM SIT and what supplies will they need to do their job? DOES YOUR MANAGER HAVE THE BANDWIDTH TO J DO EVERYTHING IT TAKES TO LEAD A TEAM? MEETINGS: leading weekly retrospectives and one-on-ones with team mermbers, as well as daily kickoffs. CRM COMPLIANCE: ensuring that information is being diligently logged in the CRM. SEGMENT FOCUS AND SELECTION: * examining penetration of target segment • determining future segments and building customized asset packages. • sourcing new leads. • executing a relationship marketing strategy. MOTIVATION: Creating contests to keep the team engaged. CALL SHADOWING: facilitating the adoption of assets and messaging ASSET CREATION: improving assets for the current segment, reviewing progress against the segment, and crafting assets for upcoming segments. REPORTING: Communicating successes and impediments to senior management, and sharing reports and dashboards. INTER-TEAM COMMUNICATION: talking with sales reps to make sure that all opportunities are legitimate and taking place. ANALYSIS: looking in the CRM to HR: training new lead qualifiers, conducting quarterly reviews, creating progress plans for under-performers, and ensuring that you always have top talent. determine individual and team performance, lead penetration, and conversions. 6 DO THE BENEFITS OUTWEIGH THE COSTS? INCREASED pipeline. INCREASED revenue. MORE TOUCH POINTS within BETTER UNDERSTANDING of the target segments. the target segments. SUPPLIES: including computer, headset, and phone. SALARY PER LEAD QUALIFIER: SUBSCRIPTIONS: to CRM TIME: the investment can $$$t + benefits. and others. be significant. To find out more, including tips for developing a customized outbound prospecting strategy and details on the best metrics for tracking your prospecting efforts, check out OpenView's eBook, "Building Your Sales Funnel: How to Create an Outbound Prospecting Machine." openview PRESENTS AR YOUR YOU READY TO LAUNCH LEAD GEN TEAM? 6 QUESTIONS TO ASK BEFORE YOU DO 1 DO YOU UNDERSTAND WHAT YOUR TOP TARGET SEGMENTS ARE? 0000000000 MAP OUT the total market. DEFINE the segments. SELECT the segment based on competitive advantage. IDENTIFY the sweet spots. IDENTIFY potential partners. DEVELOP prospect lists for the selected segment. SCOPE OUT the competition. DEFINE your revenue expectations 2 CAN YOU CLEARLY DEFINE YOUR BUYER PERSONA(S)? UNDERSTAND the buying criteria and process. DETERMINE the pains and needs. RECOGNIZE the business drivers. 3 DO YOU HAVE ALL OF THE J RIGHT TOOLS? ATTENTION GRABBERS: • the return on investment that customers have had with your solution. • analysts' statements about the technology and its adoption. CONVERSATION GUIDE: E-MAIL TEMPLATES: PERSONA GUIDE: overview clear value proposition, pains, and solutions. first, second, and third attempts, and nurturing. of each buyer persona. COMPETITOR INFORMATION: strengths and weaknesses for use if brought up in conversation. EXAMPLES: relevant, credible, and referenceable LIST: Common objections and rebuttals customers. HAVE YOU CONSIDERED EVERYTHING 4 IT TAKES TO BUILD A TEAM? HOW WILL YOU STRUCTURE your team? How many outbound callers will you need to hire? WHO WILL LEAD the team? WILL YOU HIRE AND TRAIN WHO WILL ASSEMBLE the Will you hire someone new or move someone internal into the role? the manager before your lead qualifiers start? asset packages and training materials? WHO WILL DEFINE the goals, metrics, and compensation structure? WHO WILL GENERATE the lead lists? WHO WILL SET UP the CRM to support the team and its processes? WHERE WILL THE TEAM SIT and what supplies will they need to do their job? DOES YOUR MANAGER HAVE THE BANDWIDTH TO J DO EVERYTHING IT TAKES TO LEAD A TEAM? MEETINGS: leading weekly retrospectives and one-on-ones with team mermbers, as well as daily kickoffs. CRM COMPLIANCE: ensuring that information is being diligently logged in the CRM. SEGMENT FOCUS AND SELECTION: * examining penetration of target segment • determining future segments and building customized asset packages. • sourcing new leads. • executing a relationship marketing strategy. MOTIVATION: Creating contests to keep the team engaged. CALL SHADOWING: facilitating the adoption of assets and messaging ASSET CREATION: improving assets for the current segment, reviewing progress against the segment, and crafting assets for upcoming segments. REPORTING: Communicating successes and impediments to senior management, and sharing reports and dashboards. INTER-TEAM COMMUNICATION: talking with sales reps to make sure that all opportunities are legitimate and taking place. ANALYSIS: looking in the CRM to HR: training new lead qualifiers, conducting quarterly reviews, creating progress plans for under-performers, and ensuring that you always have top talent. determine individual and team performance, lead penetration, and conversions. 6 DO THE BENEFITS OUTWEIGH THE COSTS? INCREASED pipeline. INCREASED revenue. MORE TOUCH POINTS within BETTER UNDERSTANDING of the target segments. the target segments. SUPPLIES: including computer, headset, and phone. SALARY PER LEAD QUALIFIER: SUBSCRIPTIONS: to CRM TIME: the investment can $$$t + benefits. and others. be significant. To find out more, including tips for developing a customized outbound prospecting strategy and details on the best metrics for tracking your prospecting efforts, check out OpenView's eBook, "Building Your Sales Funnel: How to Create an Outbound Prospecting Machine."