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My simple formula to reach your sales targets in 2022

Tactical Selling

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My simple formula to reach your sales targets in 2022

It’s almost the end of February and most of you should have received your targets for the month/quarter/year. No matter if you’re an SDR, an AE, or managing a team of reps, it’s always a good idea to have a clear, actionable plan to reach your targets.

In this quick article, I’m going to show how to build that plan, step-by-step. Our goal is to find how many initial prospect meeting we need to run, assuming we have zero pipeline.

1. Set a yearly/quarterly/monthly goal

The first step is really simple. Just go and find out how much you’re supposed to close, or how many meetings/opportunities you’re supposed to generate. If you’re an AE, you’ll most likely have a yearly target, divided in quarters or months. If you’re an SDR, your targets will most likely me quarterly or monthly.

When you know your big number, divid it to match it with the period you’re evaluated on. For example, a €1.000.000 yearly target, evaluated quarterly = €250.000.

2. Set your average deal size and find out how many deals you need to close

If you’re new to the job, go check your CRM to find out the average deal size of your colleagues. If you have some experience already, use historical data, or known assumptions based on the pricing of your solution.

In our example above, €25.000 average deal size -> 10 deals to close per quarter, 40 for the year.

need help with your prospecting routine?

Learn the exact daily system I use to get a 38% reply rate and 11% meeting rate on LinkedIn.

3. Understand your sales process stages

Very important step. You’re sales process is the way you turn a stranger into a customer. It can vary from business to business, but we typically see 5 stages, from discovery call to closing.

Here’s my sales process (feel free to copy):

  • Stage 1: Interest – Discovery
  • Stage 2: Education – Demo
  • Stage 3: Validation – Contract Review
  • Stage 4: Justification – Negotiation
  • Stage 5: Decision – Closed Won

4. Define a conversion rate for each stage

Now that you have clear idea of your sales process, define the conversion rate from one stage to the other.

Here’s what I see in my process:

  • Stage 1 to 2: 50%
  • Stage 2 to 3: 60%
  • Stage 3 to 4: 70%
  • Stage 4 to 5: 90%

5. Find out how many discovery calls you need to set

Finally, start from the final goal and use your assumptions to define how many stage 1 opportunities are necessary to reach your goal.

In my example:

  • 10 stage 5 opportunities at €25.000 per quarter closed equals:
  • 12 stage 4 opportunities
  • 18 stage 3 opportunities
  • 30 stage 2 opportunities
  • 60 stage 1 opportunities

60 discovery calls per quarter = 5 per week. If you’re already running 5+ discovery calls per week, you’re on track. If you’re under 5 discovery calls per week, you need to find more through outbound, or increase your average deal size.

Follow these 5 steps and you’ll get a general idea of the prospecting effort you need to deliver on a weekly basis. If you need to be spending more than half of your day running discovery calls, your plan will be hard to reach with the assumptions you have.

And if you’re interested in finding out how many prospects you need to contact every day, I suggest using my “Cruising Altitude Calculator”. It’s part of the New Outreach System and you’ll calculate the exact number of prospects you need to find and contact every day. You’ll also learn how to build an outbound sequence, what to say in each touchpoint, and how to build your prospecting routine.

Grab it today for €79 instead of €149 with the code “week7email”.

P.S. When you’re ready, here are 3 ways I can help you.

 

→ Grab my 5-star course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.

→Work 1:1 with me:
 If you need help booking more meetings, I can help you. We’ll go through your current situation and what’s not working. We’ll build an action plan to land you more meetings and more money in your pocketBook me here.

→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.
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Tactical Selling Uncategorized

How I booked 8 outbound meetings in January

Tactical Selling

Join 3K+ subscribers to Tactical Selling. Every Thursday, you’ll get 1 actionable tip on starting conversations and booking more meetings.

How I booked 8 outbound meetings in January

In January 2022, I booked 8 outbound meetings for 400 minutes of prospecting. That’s 1 meeting every 50 minutes.

Here’s how I did it:

1. Blocked 20 minutes to prospect daily

At the beginning of 2021, I decided to put a 30 minutes blocker at the beginning of every week day. It’s what Skip Miller calls a Power Hour. No one can book me, no one can disturb me as I’m 100% focused on getting rid of my prospecting tasks.

In 2022, I managed to reduce that slot to 20 minutes. It’s the first thing I do in the morning, no matter how busy my day is.

I start my day with this task because I know I will skip it if it’s not baked into my routine. It’s a bit like going to the gym. It’s not the most comfortable and enjoyable task, but it’s what you need to do to stay in shape (or generate opportunities).

2. Started with follow-ups

I always start my day with the same ritual. I pour my coffee, I open my computer, and I start bumping messages to prospects in my sequences. It typically takes 5 minutes as I use one single sequence.

And yes, the 5 minutes include LinkedIn messages, videos, and LinkedIn voice notes. I always use the same asynchronous messages, which can be dropped in any channel or media.

need help with your prospecting routine?

Learn the exact daily system I use to get a 38% reply rate and 11% meeting rate on LinkedIn.

3. Found 5 new prospects

Now that I have done my follow-ups, I start drinking my coffee (I don’t touch it before). I have added this small hack to my routine to gamify my prospecting.

As I’m a bit of a coffee addict, I’m motivated to get rid of my follow-ups, because it’s the only way to drink my coffee. And if I’m too slow, I’ll drink a cold coffee (which I hate).

While I’m doing that, I look for interesting prospects who have visited my LinkedIn profile, reacted/engaged with my posts, or reacted/engaged with someone else’s post.

Sometimes I find them in 5 minutes, sometimes it takes me 15 minutes.

4. Added them to my sequence

Finally, I contact these 5 new prospects. If I’m not connected with them I send them a connection request. If we’re already connected I skip the connection request and I go with a Tolstoy video.

If you’re curious to know what I say in the video, go check this article I wrote a few weeks ago.

This part of my prospecting routine never takes more than 5 minutes.

As you can see, booking 8 meetings in January isn’t the result of some magic new tool or channel. It’s the natural outcome of consistent, daily prospecting.

I show up every day and I:

  • Use a power hour
  • Start with follow-ups
  • Find 5 new prospects
  • Add them to my sequence

Outbound prospecting is no rocket science. It’s about showing up every day and doing what everyone else won’t do.

It’s really that simple.

And if you need help building your prospecting routine, go check the New Outreach System. You will learn how to:

  • Define your Ideal Customer Profile
  • Find prospects daily (as well as relevant details to mention in your outreach)
  • Build and cadence your sequences
  • Navigate conversations
  • Produce consistent prospecting outcomes

Grab it for €99 instead of €149 today with the code “week6email”.

P.S. When you’re ready, here are 3 ways I can help you.

 

→ Grab my 5-star course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.

→Work 1:1 with me:
 If you need help booking more meetings, I can help you. We’ll go through your current situation and what’s not working. We’ll build an action plan to land you more meetings and more money in your pocketBook me here.

→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.
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Tactical Selling Uncategorized

How I shoot prospecting videos in 5 steps

Tactical Selling

Join 3K+ subscribers to Tactical Selling. Every Thursday, you’ll get 1 actionable tip on starting conversations and booking more meetings.

How I shoot prospecting videos in 5 steps

You know I love prospecting with videos.

As of early February 2022, I have a 36.13% reply rate and a 23.26% meeting with outbound. Every single sequence I use (outbound or inbound) includes a prospecting video.

And it’s a lot simpler than you think. Anyone with a webcam and a microphone can be successful with the right approach. You just need to get rid of your fear of video prospecting, and what best than a simple framework to help you do just that.

Here are the 5 steps I use to shoot and send prospecting videos:

1. Build your script

Have you ever tried shooting a prospecting video, only to freeze because you don’t know what to say after hitting the record button? If you said yes, you’re not alone.

Most reps I work with are faced with this terrifying feeling when shooting their first videos. The best way to solve this problem is to use a loose script.

Here’s the framework I use:

Trigger: A relevant piece of information about your prospect. It helps prospects answer the question: “Did this person do some research about my problems?”

Example: “Mary, noticed you also liked Heather’s post about boring hybrid events.”

Question: A question focused on the negative outcome of a situation. I recommend starting with snippets like: “How are you preventing/avoiding”, “What are you doing to avoid/prevent”.

Example: “I’m curious, how do you avoid losing half of your participants midway because of boring hybrid events?”

Teaser: A resource to help your prospects solve the problem you have uncovered in the question you asked.

Example: “If you’re into it, I can share a 3-step checklist on how to run engaging events with hybrid crowds.”

CTA: A close-ended question to get the prospect to reply.

Example: “Interested?”

need help with your prospecting routine?

Learn the exact daily system I use to get a 38% reply rate and 11% meeting rate on LinkedIn.

2. Prepare your setup

Now that you know what to say, you need to make sure you’re in the right mindset, and in the right place to shoot your videos.

The only tech you’ll need is your computer’s camera and microphone, and a video recording tool like Tolstoy. You’ll also need enough light to make sure the quality of your video isn’t too bad.

Don’t worry about your background, as long as nothing is moving or distracting from what you’re saying. I met an incredibly successful rep who used to send videos from her bedroom with a messy background. It never hurts to show a bit of your personality in your videos.

The one thing that matters is to record your video in a quiet place. Make sure there’s no background noise.

3. Shoot

You know what to say and you’re in quiet place with good lighting. Now is the time to shoot your video. Don’t worry about stuttering or missing a few words, it doesn’t matter in the end.

What matters is that you record a short, relevant video for your prospects. You’re not paid to be a movie star, you’re paid to generate opportunities.

Just shoot your video and read your script. It won’t sound natural at the beginning, but with practice, you’ll be able to record your videos in one shot. If you don’t like seeing your face when recording the video, just open another tab with the text you have to read.

Here’s a recent video I recorded. I look tired, I’m not shaved, but I got the meeting.

 

need help with your prospecting routine?

Learn the exact daily system I use to get a 38% reply rate and 11% meeting rate on LinkedIn.

4. Prepare for sending

Review your video and make sure there’s no glitch. The audio has to be clear, and under 30 seconds.

Rename the video to: “FirstName, check this out”. If you’re using Tolstoy, the recipient will see a moving Gif (both on LinkedIn and email), with the title of the video. You can also customize how the prospect can reply to the video.

5. Send

Your video is now ready to send. You can drop it on any channel where a link or a Gif can be sent (typically emails and LinkedIn).

But before sending the video, you need to make sure it will be opened by the recipient. If you’re sending the video on LinkedIn, drop the text “Made this for you:” followed by the link to the video.

Here’s how it will look to the recipient of the video:

LinkedIn Example

If you’re using email, you can copy a Gif and drop it in the email. When clicking on it, the video will open in the browser of the recipient.

Email Example

As you can see, integrating video into your prospecting isn’t exactly rocket science. It requires a bit of preparation, but it will become easier with practice.

It’s just like any other skill. You need to invest in the process and believe in the outcome.

A study from Hubspot even found that using video increased their opportunity by 400%. I’ve been using it for over a year, and I consistently get between 35% and 38% reply rate.

If you’re interested in adding video to your prospecting routine, then I recommend checking the New Outreach System. I’m adding a video prospecting module to it on the 25th of February, and this is what you’ll learn:

  • What is video prospecting
  • Why it’s important
  • How to shoot prospecting videos
  • Prospecting video setup
  • How to get rid of your fear of video prospecting

On top of it, you’ll get the exact system I use to get a 38% reply rate and an 11% meeting rate, just by using the free features of LinkedIn.

And for the next 24 hours it’s €119 instead of €149.

Use the code “week5email” on checkout.

P.S. When you’re ready, here are 3 ways I can help you.

 

→ Grab my 5-star course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.

→Work 1:1 with me:
 If you need help booking more meetings, I can help you. We’ll go through your current situation and what’s not working. We’ll build an action plan to land you more meetings and more money in your pocketBook me here.

→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.