Prospecting & Nurturing
Opportunity Generation Process
Overview
We define sales opportunities as interested prospects who have requested or agreed to be contacted by our sales team. Generating these “hand raisers” necessitates consistent efforts from both the marketing-led lead generation process and the sales-managed prospecting process.
• Lead Generation Process: This is driven by the marketing team and involves a mix of ongoing awareness campaigns, promotional efforts, and support from SDR call initiatives. More information can be found in the Leads Playbook.
• Sales Prospecting Process: This is managed by the sales team and follows a structured approach known as the Top 10 Sales Cadence outlined below.
Top 10 Sales Cadence
Sales executives are responsible for identifying potential customers and generating some of their own leads to guide through the sales process. To achieve this, we implement sales cadences with multi-step touchpoints aimed at engaging prospects. Our primary sales cadence, known as The Top 10 Sales Prospecting Cadence, is detailed below.
Process steps
- Select at least 10 companies from your assigned prospect list
- Identify relevant contacts for each company (e.g., if there are 3 relevant contacts per company, you will have 30 contacts in your cadence).
- Research each contact on LinkedIn and ZoomInfo.
- Review intent signaling information.
- Enroll each contact in the Top 10 Prospecting Cadence, starting with step 1 on day 1.
- Allow contacts to complete the cadence and opt in or out.
IMPORTANT! Once all contacts for a given company have dropped off the cadence, choose a new company to enroll in the process, always ensuring that your total number of company targets remains at 10 at all times.
Additional Responsibilities
Sales executives are responsible for identifying potential customers and generating some of their own leads to guide through the sales process. To achieve this, we implement sales cadences with multi-step touchpoints aimed at engaging prospects. Our primary sales cadence, known as The Top 10 Sales Prospecting Cadence, is detailed below.
Marketing
- Email campaigns to target contacts
- Linkedin campaigns to target contacts
- Webinars
- Content marketing (blogs, video testimonials, research reports, etc)
- Linkedin posts
- Referral program promotion
- Partner profiles and business listings
Sales
- Expanding industry relationships to develop potential opportunities
- Attending, networking, selling at events
- Networking within existing accounts for internal and external referrals
- additional ad hock 1-1 outreach via email / loom / linkedin
Top 10 Sales Cadences Example
Top 10 Sales Prospecting Cadence Steps
Day 1
Action 1 – First contact cal and follow up email
Call connect script
Hi Prospect Name,
My name is _____ with REBIZ Consulting, your SAP gold partner specializing in financial systems. We help organizations like yours get the most out of their SAP solutions by implementing a strategy for digital transformation, then implement and optimize the right technologies and processes such as SAP Invoice Management by OpenText.
I would like to schedule a brief phone call this week to discuss your current initiatives and so that I can show you how we are helping some of your peers to transform their order-to-cash and procure-to-pay processes.
How does your schedule look this week for a 30-minute call?
- Sales Asset A
- Sales AssetItem B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 2
No Action
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 3
Action 2 - LinkedIn Message
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 4
Action 3 - Inflection point (determine next path)
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 5
Action 4 - Email case study
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 6
Action 5 – LeaSet presumptive meeting
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 7
Action 6 – Text message
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 8
Action 7 – Look for intent signals on Zoominfo
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 9
Action 8 – Send ROI calculator
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Day 9
Action 9 – Send breakup email
Call connect script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Call connect follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail script
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B
Voice mail follow up email
Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries.
- item A
- Item B