Key Takeaways
- Cold Calling 2.0 – separate prospecting from closing and you’ll be less reliant on cold calling.
- Specialized Sales Roles are key. Market Response Representatives (MRRs) handle inbound leads, Outbound Sales Development Representatives (SDRs) generate new opportunities. Account Executives (AEs) close deals. Customer Success Managers (CSMs) manage post-sale relationships.
- Ideal Customer Profile (ICP)- these are the best potential customers to target. They’re more likely to pay, retain, share, and you’re solving a painful problem for them
- Systematic Outbound Prospecting – Uses personalized, research-based email campaigns to initiate contact. Common KPIs include response rates, conversion rates, and pipeline velocity.
- Time Management and Efficiency – leverage tech and automation where you can but sourcing high quality leads is your biggest lever.
What I got out of it
- Design and build specialized sales roles, continuously target and refine the ICP, use compelling and personalized campaigns to reach ICPs, measure and optimize, scale the sales process as the business grows.