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How to use graphs to book meetings

Tactical Selling

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

How to use graphs to book meetings

In this week’s newsletter, I’m going to show you how you can use a graph to catch the attention of your prospects, and get replies.

Great prospecting is about starting conversations, and to do that, you need to get replies. Using a graphical representation of a problem is a simple way to stand out, and start a conversation.

Unfortunately, most SDRs I meet do not know how to represent their prospects’ problem visually.

They don’t do it because they have no idea what problem they are solving for their customers.

When reaching out to prospects, SDRs typically:

  • Write long emails
  • Share case studies
  • Talk about their solution’s features
  • Ask for meetings without adding value in exchange


But don’t worry, I’m going to show you exactly how to stop doing that.

Here’s how, step by step:

Step 1: Identify a key problem of your prospect

Prospects typically reply to cold outreach when they think you can solve a problem for them. The best way to show your understanding of a problem is to write about symptoms.

For example, I talk to a lot of VPs of Sales and CROs. They are evaluated on their forecasting accuracy. If their team’s performance is way off for a few quarters in a row, their jobs are on the line.

An early indicator of a forecasting accuracy gap is a U-shaped pipeline. The team has a lot of early-stage opportunities, a lot of late-stage opportunities, but a lot less in between.

Step 2: Create a visual representation of this problem

Now that I have a clear idea of the symptoms I want to focus on, I’ll create a visual representation of the problem.

I like using pie charts or column charts as they are simple ways to represent data.

In my example above, I’ll open an Excel spreadsheet, create 5 sales process stages, and add some dummy data to reflect the problem. I then end up with a graph like the one below:

U-shaped pipeline
 

The graph above reflects the symptoms I identified in step 1. It is a common sight for VPs of Sales and CROs when they’re looking are their CRMs.

Step 3: Add a caption

I like to add a short caption to show my understanding of the VPs of Sales and CROs problem. In the example above, it’s: “Tons of deals in stage 1, ton of deals in stage 5, a few deals in between = unrealistic forecast”.

When the VPs or CROs read the caption, they can immediately relate and see that I understand what they are going through. If they don’t have that problem, they won’t relate, but if they do, they may reply.

Step 4: Insert in your sequence

Finally, I love to introduce the graph with a short LinkedIn voice note, a video, or a quick text.

Here’s an example:

John, many sales leaders I’m speaking with have sales forecasts looking like this thing below (insert graph of typical u-shaped forecast). Tons of opps in early stage, tons of opps in late stage, nothing in between.

If this looks familiar, then I have 3 ideas on how you can solve the problem.

Want to learn more?

I’ve been running this play for a month and here are my stats at the moment of writing the play:

  • Contacted: 41
  • Replied: 15 (37%)
  • Booked meeting: 11 (73%)

TL;DR:

  1. Identify a key problem of your prospect
  2. Create a visual representation of this problem
  3. Add a caption
  4. Insert in your sequence


And if you’re interested in receiving one play like this every month, go check The Monthly Prospecting Plays. It’s €9/month and you can cancel at any time.

Cheers,
Thibaut

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.

→ Need training or coaching for your SDR or AE team? Let’s talk: If you’re managing a team but they are struggling to reach their targets, then I can help. Book an audit call with me and we’ll come up with a plan. Book your call here.
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How to book meetings with LinkedIn voice notes

Tactical Selling

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

How to book meetings with LinkedIn voice notes

This week, I’m going to show you a simple strategy to book meetings with LinkedIn voice notes.

Voice notes on LinkedIn are incredibly powerful. Most reps do not know they exist, and including them in your outreach strategy will instantly boost your reply rate.

Unfortunately, dropping voice notes on LinkedIn is harder than it looks.

You will feel insanely uncomfortable at first

Most people who have tried LinkedIn voice notes fail because of the following reasons:

  • They don’t know what to say

  • They sound super stressed

  • They speak without clear intention

  • They do not finish with a question

But don’t worry, I’m going to show you how you can fix that.

Here’s how, step by step:

Step 1: Know how to send voice notes on LinkedIn

Voices notes are hidden. If you go on LinkedIn with your computer, you won’t be able to send one.

The first step is to download the LinkedIn app on your mobile phone. Be it iOS or Android, you’ll have access to this functionality (if your OS is not too old).

Keep in mind that you can only send voice notes to people you are connected with (1st degree connection). Head to the messaging section, locate the person you want to contact, and look for a small microphone icon (like below):

Hold your finger on the microphone icon and you’ll be able to record a voice note (max 60 seconds). When you’re done, a confirmation popup will appear and it will be send to the recipient.

Step 2: Create curiosity

Now that you know how to send a voice note, you need to know what to say.

I love using a simple framework for my asynchronous touchpoints:

  • Trigger: A problem-oriented piece of information (like/comment/event attendance/profile view)

  • Question: A question related to the trigger

  • Teaser: An intriguing piece of information to solve a specific problem

  • CTA: A simple question to start a conversation

Here’s an example:

  • Trigger: John, noticed you were also planning to attend Mary’s event on hybrid team setups.

  • Question: What are you doing to avoid boring participants to death with worn out webinar slides?

  • Teaser: Would it be a bad idea to share a 3 part framework to run engaging webinars with hybrid crowds?

  • CTA: Let me know and I’ll send it over

Step 3: Do it daily

You know how to send a voice note, and what to say. This doesn’t mean your voice notes will immediately sound great.

Now you need to build the habit of leaving voice notes on LinkedIn, otherwise you’ll try it once, and you won’t see any results. Like everything worth it, it takes a bit of patience and effort. You’ll feel like your voice notes sound terrible at first, but give yourself a goal.

Here are a few tips I wish I had when starting with voice notes:

  • Commit to sending one voice note per day, for two weeks

  • Practice with friends

  • Stand up and walk while you’re recording the voice note

  • See it as if you were leaving a Whatsapp note to a friend

And these are the 3 steps you need to book meetings with voice notes on LinkedIn.

TL;DR:

  1. Know how to send voice notes

  2. Create curiosity

  3. Do it daily

Hope this helps.

Cheers,

Thibaut

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.

→ Need training or coaching for your SDR or AE team? Let’s talk: If you’re managing a team but they are struggling to reach their targets, then I can help. Book an audit call with me and we’ll come up with a plan. Book your call here.
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5 steps to building your prospecting routine

Tactical Selling

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

5 steps to building your prospecting routine

Sales is a profession filled with clichés. From movies like The Wolf of Wall Street to Glengarry Glen Ross, most people think we’re money-thirsty, always grinding, sharks.

Sales, and prospecting in particular, is not about hard work.

It’s about consistency. About showing up every day and tackling repetitive, boring tasks.

It’s like a gym workout. If you work out for a week and stop, you’ll get no results. If you show up every day for months, you’ll create a habit, and you’ll see compounding results over time.

In today’s newsletter, I’m going to show you how to build that prospecting routine.

Let’s dive in.

1. Define your cruising altitude:

Prospecting without knowing how many people to contact daily is a recipe for failure.

There’s a simple way to fix that. Start by figuring out what’s your target. Maybe you need to book a certain amount of meeting, or your need to generate opportunities. Then, get a rough estimate of your meeting rate and reply rate.

You’ll be able to convert your target into a number of prospects you need to contact. Just divide this by the number of days you’ll be working in that period and you have your daily activity.

You can use my Sales Process Calculator to do what I did above.

2. Build a prospecting ritual

Rituals are incredibly important in sales. We have weekly sales meetings, offsites, sales kickoffs, and president clubs.

But the most important ritual is often forgotten: a prospecting block. Block 30-60 minutes every day at the same time. You can add as many prospecting blocks as you want, based on the effort you need to reach your cruising altitude.

Most reps do not protect their times and end up dragged into useless meetings (often from their bosses). They end up with no pipeline, they prospect like crazy for a few days, only to finish burnt out.

Here’s how my prospecting schedule looks like:

My prospecting schedule

3. Follow up every day

Most replies come from following up.

Prospects are busy. They often receive outreach messages or calls while they’re in meetings. If you don’t follow up, you’ll end up missing most of your opportunities to book meetings.

Instead, make sure you have a system to track your follow-ups. Here’s how mine looks like:

My prospecting tracker

Interested in my prospecting tracker it? You can get it here.

4. Find and add new prospects every day

Spending days building a lead list is a great way to miss to your targets.

If you need 200 new prospects per week to reach your cruising altitude, you may spend a whole day to find these leads and create your lead list. You can also break this into 5 blocks and spend 2 hours finding 40 leads, then 2 hours contacting them.

Contacting new prospects every day is like refuelling a car. If you run out of leads, your outbound engine will stop working.

5. Trust the process

Good things take time. Building a solid outreach system is a good thing, and it requires patience.

Instead of worrying about not seeing immediate results, stick to your process and give it a few weeks. A great thing about prospecting is that you don’t need to be incredibly talented or smart to get results. Start by setting a high input (add 20% to your cruising altitude) and see what comes out of it.

After a few weeks, tweak your sequence and messaging to see if your reply rate increases. Once you fixed your reply rate, tweak your conversations to increase your meeting rate.

It’s that simple.

Follow these 5 steps and you’ll be successful

Build your prospecting routine like your would build a new habit. Over time, you can add fancy tools and tactics.

When getting started?

Keep it simple.

TL;DR:

1. Define your input.
2. Protect your schedule.
3. Execute on your follow-ups.
4. Find enough new prospects daily.
5. Enjoy the journey, tweak after a few weeks.

Cheers,

Thibaut

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.

→ Need training or coaching for your SDR or AE team? Let’s talk: If you’re managing a team but they are struggling to reach their targets, then I can help. Book an audit call with me and we’ll come up with a plan. Book your call here.
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My go-to tactic to book meetings with decision-makers

Tactical Selling

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

My go-to tactic to book meetings with decision-makers

Today I’m going to show you how to generate opportunities with decision-makers (Above The Line buyers as we call them with the ProActive Selling methodology).

You will discover the exact playbook I used to get a 39% reply rate from VPs of Sales and CROs, and how I got 75% of them to join an online roundtable I organized.

Unfortunately, most SDRs do not try this tactic because it looks a lot more complicated than it is.

The prospecting tactics you use today won’t work tomorrow

When I see SDRs prospecting, they are just copying existing tactics without ever updating them.

  • They use the same scripts as everyone else.

  • They use the same old channels.

  • They never try new tactics.

I’m going to share how you can avoid these traps and use a new play that actually works.

Here’s how, step by step:

Step 1: Plan a 45 minute online roundtable

Gathering business leaders of a similar industry is a simple way to create value. They love exchanging with peers and measuring how they compare with others.

You can block 45 to 60 minutes 4 weeks from now, so you’ll have enough time to prospect and gather participants.

Here’s an example of a simple roundtable agenda:

  • Intro (5 min)

  • Survey results (5 min)

  • Roundtable (30)

  • Wrap up (5 min)

Step 2: Build a survey to send to the participants

The problem with most roundtables is the content. Without guidance, it gets super boring, and participants often decide to skip it, even if they said they would attend.

To avoid that, you can create a simple multiple choice survey with the following questions:

  • How was your {previous quarter performance} vs your plan?

  • What are you implementing for {next quarter} and beyond?

  • How are you {current quarter goals} vs {previous quarter goals}?

  • What are you hiring plans for {next quarter} and beyond?

  • What’s your biggest risk for {next quarter}?

Feel free to add any relevant question for your industry, as well as collecting data that will make the roundtable more interesting.

Step 3: Build a sequence to invite decision-makers to the roundtable

Now that you have your roundtable and survey concept, you just need to create a few touchpoints to invite your prospects.

Here’s an example of the latest sequence I have used for a sales leader roundtable:

Roundtable sequence

Step 4: Run the roundtable

If you’ve followed all the steps, you should have a few leaders of your industry gathered at your roundtable.

Some of them may have to cancel or won’t show up, but the ones who fill-in the survey typically show up as they want to know the results.

Your job during the roundtable it simple:

  • Run introductions

  • Present the survey results

  • Facilitate conversations

You’re not there to pitch your solution or try to book individual meetings during the roundtable. You’re there to identify problems and network.

Step 5: Follow-up after the roundtable

When the roundtable is over, you have built relationships with all the participants (and the people who accepted the roundtable but didn’t show up), and you can do a quick follow-up.

Send an individual email to each participant. I love including a video, or even using LinkedIn.

Here’s what you should include:

  • Results of the survey

  • Key learnings from the conversation

  • Invitation to the next roundtable (you can do them quarterly)

  • A simple call-to-action, asking if the participant is interested in a quick chat to explore their problems in depth, and see if you can help

These are the exact steps you can take to create solid opportunities with decision-makers.

And if you’re interested in receiving one new prospecting tactic like this one every month, you should check my Monthly Prospecting Plays. Every first week of the month, I share a play that I have been using with detailed video explanations, a worksheet, and templates you can use.

These plays are reserved to people who have purchased the New Outreach System, and they cost €9 per month. Just purchase the system and you’ll get an option to subscribe for the plays with the purchase confirmation.

Cheers,

Thibaut

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.

→ Need training or coaching for your SDR or AE team? Let’s talk: If you’re managing a team but they are struggling to reach their targets, then I can help. Book an audit call with me and we’ll come up with a plan. Book your call here.