Prospecting Tips for Fall 2023
If you are someone who eagerly awaits the arrival of Starbucks' Pumpkin Spice Latte every fall, don’t worry. We’re not judging you.?
In fact, there’s a study to back it up.
According to?Johns Hopkins University researchers, the spicy scent of pumpkin “evokes the refreshing feelings of fall.”
But we’re not here to talk about the iconic beverage, are we??
This is about how you can inject your version of refreshing fall vibes in your sales, B2B style.?
This newsletter will inspire ideas that’ll turbocharge your Q4 sales campaigns.
After the summer slowdown, ‘tis the season when businesses tend to ramp up their activities, especially their B2B buying decisions.?
So, how you can take advantage of the fall?
Up your prospecting game this season by applying the following tips.?
5 sales prospecting tactics to spice up your Q4
Tip #1: Look at their purchase intent
Autumn. It's the period when companies review their financial performance and decide:?
If you want to take advantage of your prospect’s budget cycle, look at clues on what they’re most likely investments…
How?
Research their purchase intent.?Here’s a video explaining how to source & use INTENT DATA to drive sales.
Tip #2 Leverage the BFCM season sales surge:
Popular holidays like Black Friday and Cyber Monday are the busiest and most profitable days of the year!
People are in a card-swiping mood, hunting for the best deals. Use the collective shopping signals as a golden opportunity to boost those sales.
Strategize.
Prep your product inventory, ready your SaaS teams, and ensure your website and systems can handle the surge in traffic. You don't want technical glitches sabotaging your success during campaign launches.
And don't just rely on discounts.
Offer your superpowers, your unique solutions, and the problems you're taking away from them. Make them feel like they're winning big by grabbing your products and services even at regular prices.
We’re reserving our next newsletter just for this.?So make sure you're subscribed!
Tip #3 Maximize event opportunities
Yep, attending events gives you opportunities to network. But attending every event is not the solution.?
Just treat event opportunities like the world's version of speed dating. You have a limited time to make a lasting impression. That’s why it's important to do it strategically to boost your autumn sales.?
Hot tip: Use UpLead to find events in your area—or maybe even across the globe if you’re up for a fall business trip. Filter by date and by location.?
Before starting to plan for event strategies, identify first the events that are most relevant to you (a good example is events centered on "chasing opportunities.").?
Then decide if you’ll be the attendee, host, or sponsor. What’s important is you leverage this event to increase brand awareness, generate leads, and close more sales.?
Here’s what you can do once you've decided on the right event to attend.
Tip#4: Create a sense of urgency ahead of the holidays
As the festive season draws closer, urgency is your best friend when prospecting!
Make your customers feel the pressure to finalize their purchasing decisions but in a good way.
Whether it's a time-bound discount, a special holiday package, or exclusive access to your product, make sure your customers know that these offers won't last forever.?
Simply use different channels to spread the word about your offers.?
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Oh, and don't forget your website.
Display pop-ups, banners, and strategically placed ads to remind visitors of the holiday promos. Creatively, include clear calls to action (CTA), guiding them to purchase before it's too late.
Tip #5: Seize a company's planning phase
During autumn, strategic planning often happens.?
The planning phase is the time when a business sets its goals and objectives. So, isn’t this the best opportunity to add value to the company's decision-making process?
In your proposal, highlight how your product addresses their specific objectives. Might as well include evidence-based case studies that prove what you offer aligns with their strategic goals and strengthens their market positioning. Do this via personalized consultations or presentations.
Hot tip: Double the prospecting accuracy with UpLead’s data intent! Find the decision-makers exactly when they’re looking for a solution like yours.
Get more sales wins with seasonal prospecting
Just as fall marks a shift in seasons, use the momentum of increased B2B activity to up your sales tactics. Like the beverage that gets people every autumn, capitalize on this fruitful season to spice up your B2B business.
Remember: With summer’s lull behind us, businesses are awakening from their slower pace, ready to make smart B2B buying decisions.?
Dive into the festive season with a great list of qualified leads. Whenever you start your research, start on the right foot with UpLead B2B prospecting.
At UpLead, data accuracy is our top focus!
The UpLead Bulletin
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You can simply say, “Find me marketing decision makers at LinkedIn on the U.S. East Coast with whom I have a second-degree connection.”?
And then, auto-selects the right search filters, based on the prompt, to unlock a new level of ease in your LinkedIn prospecting.
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Steal sales tips from the pros
We asked the sales pros when’s the best time to hire a sales development manager. Here are their takes:
“When your sales team is consistently producing leads but finding it difficult to turn them into opportunities. Additionally, once your sales team exceeds 5-7 sales development representatives, it becomes difficult for a single manager to effectively coach and support every team member.“ — DavidReid, Sales Director at VEM Tooling
“Hire an SDR manager when your sales team reaches around 5-10 SDRs. By this stage, the workload can become challenging to manage without dedicated leadership. Look for someone who can align SDR efforts with overall sales goals and foster a culture of continuous improvement. — Abhishek Shah, Founder of Testlify
“The best time to hire an SDR manager is when you reach that point where expectations are really high but you’re struggling to meet your sales quotas.“ — Michael Maximoff, Co-Founder and Managing Partner at Belkins
“In my experience, it’s beneficial to herald an SDR supervisor when your SDR group reaches a length where powerful management will become hard. This generally takes place when you have around 6-10 SDRs. Waiting too long to hire an SDR manager can cause inefficiencies and neglected possibilities. Conversely, bringing one in too early can be untimely and add useless overhead.” — Peter Michaels, CEO at Yeespy Technology Co., Limited
“When hiring an SDR manager, the ideal time would be when you need someone to take charge of your sales operations and coordinate with other departments. Ideally, this should occur after a company has gained enough traction and is looking for ways to scale up its sales activities and customer experience. With the right candidate at the helm, organizations can optimize their sales process, automate mundane tasks, and improve customer service.” — John Pennypacker, VP of Sales & Marketing at Deep Cognition
“The optimum moment to bring on an SDR manager, in my opinion, is when your team is routinely producing a sizable amount of leads. You need a manager to oversee and improve the lead generation process if your present SDRs are working past their capacity and are unable to effectively handle the task. Additionally, take hiring into account if you intend to build up your outbound sales activities and require a leader that can effectively manage, coach, and inspire your SDR staff. — Derrick Hathaway, Sales Director at VEM-Medical
“The best time to hire a sales development manager (SDR manager) is when your sales department is at a critical size, usually around 8-10 sales reps. At this point, having a dedicated SDR manager ensures that every sales development rep gets the training and support they need to succeed. Not only does this help streamline your operations, but it also helps your sales pipeline grow faster.” — Matt Little, Co-owner of Damien McEvoy Plumbing
“It’s ideal to bring one on board when the sales development team has grown to a point where it requires dedicated leadership and direction. This typically happens when the group reaches around 10 to 15 SDRs. At this stage, a manager can provide guidance, set targets, refine processes, and ensure the team is aligned with the overall sales strategy.“— José Moya, Capicua Full Stack Creative Hub
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