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hello everybody this is joseph marone with automated sales prospecting and i'm creating this video to give an overview of what automated sales prospecting is and how it works and i'll first start off by telling you that automated sales prospecting or asp as we call internally is a program that we created to help b2b technology companies to increase their prospecting effectiveness and drive business focused conversations with their target market and to really understand automated sales prospecting i think providing you a quick explanation of the history behind it before getting into the specifics of how it works is probably the best way for you to understand why this program works and if it's something you'd like to use or at least use the approaches behind it to grow your business but if you'd like to skip to the actual how it works section please feel free to do so okay so first thing i'll say is everybody and everything that is involved with automated sales prospecting is a part of our parrot company which is world leaders sales and marketing advisory and like i said world leaders is a sales and marketing advisory that specializes in working with b2b technology companies so mostly working with it organizations software companies professional service companies manufacturers and we really work with them through their entire sales approach and this includes sales methodology and processes from pre-prospecting processes all the way up to closing and account management it includes dedicated recruiting services to attract and hire top sales candidates for our customers includes uh particular areas of sales and marketing training evaluation services many different things to help b2b companies to own a bigger share of their marketplace so we've been around we've seen we've seen quite a bit and ever since ever since the beginning of our company really since the beginning of any company our customers and prospects have wanted sales people that would serve on their front lines and win that new business in a council organization they they want prospectors and hunters and we've recruited to this spec a lot it's it's a very it's a high demand spec and we've recruited to it a lot and we noticed a couple of things so first thing being yes there are still true hunters out there but they are getting rarer and rarer um the the true hunters and the accomplished ones are very good at what they do but typically there are people that are looking for well over six figures and and just a base salary plus you know plus commissions and they tend to jump around companies quite a bit and they're usually pretty hard to nail down and attract and the second observation we have is that most mid-sized tech companies and and b2b companies don't want to take a risk on somebody that that's that is that expensive and has that tendency to jump around so much so they decide to hire someone a little bit more unproven whether that be a a young person that they want to train to be a hunter or an experienced sales rep that they want to try to get to do more dedicated prospecting and they give it a shot and most of the time and i'll say most of time meaning probably 90 percent of the time it doesn't work out the way they planned that person will typically burn out within a year um not really produce and kind of blame out market conditions sometimes you'll find that they'll get a few low-hanging fruits but they haven't really penetrated the market and they haven't they haven't done any uh true incremental growth for your company or sometimes you'll find that they succeed and want a big raise move into a sales management position and that's really because they don't want a prospect anymore so my third absolute observation being with that being said the ones that do succeed the few that do succeed in prospecting typically don't succeed on their own they have to follow a prospecting process that isn't always easy to execute and we have a process that we teach and that our approach is framed after and there are other consulting companies out there with their own approaches but either way typically a a successful prospector is following one of these approaches is getting internal support and a lot of training from their organization and uh no prospector is self-made it requires a lot of organizational support to bring this to fruition so i'll just kind of summarize the years by saying that we've recruited to the specification a lot and then kovid hits and there are layoffs and sales people are the ones taking the head companies were telling us that they that their sales people weren't generating enough revenue to keep them employed nobody was responding to their outreach activity and there was no traction within their prospective accounts and the sales people were taking hits their morale so many got laid off and this is a big problem if you think about it because you can't climb out of a revenue sync by laying off people that are supposed to produce that revenue but companies had no choice so this this is where automated sales prospecting comes into play so right around that time we sat back and said okay there's got to be something that we can do to help companies generate real leads and opportunities without bringing on new headcount so naturally we look deeply into automation and we looked into our own research and methodologies around what was working and and we decided hey we we can really create an offering here and i'll call it a total campaign management uh approach that focuses on fully automating your organization's outreach to your target market so we found a way to replicate what a successful hunter does without any of the process hiccups without the rejection side effects without the base salary and commission and we were able to do this at about a third of the cost of a successful prospector so now i'll get into the how it works specification but i just want to make sure that you grasp that this isn't just a shot in the dark automated sales prospecting isn't just the next new prospecting thing that we're trying this is built from a methodology and years of of research of what works and looking for the best tools out there to really be able to get in front of identify and converse with their target market so i i i won't keep you any further with the backstory let's get going on how automated sales prospecting actually works so if we take a look at this graphic and we start at the inside of the wheel at process part number one this is host strategy session for offer selection targeting criteria message positioning and conversion planning this part is absolutely key and it's typically where any given prospecting campaign whether it be an automated one or or one one run by humans this is where it typically either succeeds or falls apart and in this session this is where our companies will come together usually through a zoom conference and fill out the strategy document that we created that's really going to provide some key insights in terms of what product or service is this campaign for how does this offering help or affect your target market who is your target market what is it we'll be going through the entire foundations of what this campaign will be and we'll be talking about all different facets of the approach we will co-develop together and begin establishing a project timeline so this is going to be usually two to three hour conversation it might take a few iterations but we'll get a good plan together and after that meeting we'll move to numbers two and three here which are performed simultaneously number two says source and build a list of total addressable campaign market through linkedin sales navigator so taking what we uncover in the strategy session about who you're targeting will now move to taking the targeting criteria and search for the real decision makers of the companies that you want to be working with we'll build a list of about 1400 of them for a given quarter and as this is happening as as we're sourcing through and picking these people out you'll be working with our messaging team on creating the actual messages that will be administered to your target market throughout the campaign you may have read in our website already that there's about 25 touches or communications that will be administered on your behalf to your prospects so during this stage the messaging team will guide you on building good educational messages and recommendations to get your target market to engage in a conversation with you and i'll stop right here for a second and say between between process parts number two and three we are answering the questions of who are we targeting and what are we saying to them and these are very critical and part of a consultative discussion um that what we'll be building together and using for your success so let's move into part number four acquire email phone and physical address information on selected campaign targets so after we come back to you with the list of people that that are is gonna be part of your total addressable market but we'll select that down into those that we want to target and we'll source all the necessary contact information needed to reach them up to 25 times so again this is phone number email linkedin physical address will get everything needed to reach out to them and then parts five and six here are also launched simultaneously and these are uh the automated email sequence and automated linkedin connection and messaging sequence once we have all of the messages developed and all the recommendations developed for your campaign and all the targets selected we will go ahead and plug them into our cold email tool and our linkedin automation tool to continuously send to your prospects throughout the quarter the approach that we are recommending is about 10 linkedin contacts throughout a quarter random parallel with 12 email messages and this is where you'll see a lot of activity and there's going to be many communications sent out and received through these channels and the replies will be driven directly to your inbox so you have linkedin connections and and messages to those connected being sent out alongside emails being sent out and parts seven and eight are also done simultaneously and this is the the next wave of of activity for getting your prospects attention and they are the direct mailers and live phone calls so through the email series linkedin series and activity on your website we'll be tracking your prospects activity to to determine who your top engagers are who are the biggest fans of the recommendations and and guidance that you're sending and twice a month the top engagers of your campaign are called by one of our human callers on your behalf and are sent a piece of direct mail or a letter to get them to further recognize who you are and how you can help and then part nine here is our final part and it is our bi-weekly reporting system that we created which will send you a report every other week with the exact information on how each prospect is responding on each of the channels we are contacting them through and what the status of each lead is you'll have a coaching session with one of our consultants on specific next steps and actions to take with each prospect and continuously optimize for success and the idea is to run this entire wheel for a quarter and at the end of the quarter we'll decide to do one of three things based on on the level of success that was achieved and it's always going to come down to one of these three things so part one could be hey this is this is a really good campaign let's keep penetrating more organizations with the same message and we'll load up more data into this campaign so we can we can prospect further uh number two might might be this is definitely the right market we we want to change up the message now so we'll be changing up the messaging and recommendations so we can promote something different to the same people that we've been targeting and this is this is something that uh some of our customers that have a smaller market size more specific uh market that this this is a really good thing for them so they can still continue to get the traction and activity within these accounts without just burning them out over the same message every time then option number three is really let's take a look at the market conditions and the pastel indicators to decide you know should we change up this entire offering should we go after a new market sometimes it doesn't always come down to sales activity there there's market things that we want to pay attention to and if we want to target somebody else with a different message different offering we can we can do that and and build that whole approach out again so if we took take a look around this wheel what you're looking at here is the job of a hunting salesperson this is what they should be doing on a daily basis to bring in more leads and grow your organization and between our automation and campaign management services we will create a virtual prospecting program for you that runs without having to hire any in-house resources so typically when we start going through this wheel our customers have many different questions that arise and we'd love to answer them all for you so please if you have questions or would like to talk about this program further please reach out to me at the email in the description and we'll get this whole automation planned out for you thank you so much for watching this video and remember don't hire what should be automated thank you