Brennan & Addison Managing Outreach Flashcards
What does Brennan not sequence and what does he sequence?
Does not sequence: QL’s, he email templates, calls, and texts them.
Sequences: low fit users
What do you need to be checking everyday?
- “Recent page visits” & “Pricing Page Views” on Reactive View of the World
- “Recent Page Visits” you’re gonna have to be a little strategic on who you reach out to, if it’s like “free email signature” stuff like that, don’t reach out. “Sales Plan Template” is a good one to reach out to.
- “Pricing Page View” CALL THEM!! Or throw them in a sequence or both.
What does Brennan have specific task views for?
- He has specific task views for everything. For cold out reach, QL’s, install base, for renewals, because when he gets to his hour block and everything is going crazy and he has to get to his Renewals, he’ll just click on “My Renewals” tasks and go from there.
What would be a great place for me to start?
- High Priority Dash / Tasks
- It’s basically set everything up in the morning (Set OR Tasks), hammer out high priority (High Priority Dash / Tasks) and reach out to them during this time because it’s high priority and I need it done in the morning.
What does Addison do with every account that she’s looked at?
- She uses her initials on her notes on every account that she’s looked at because she can look back and determine if it’s a good fit.
What does a good fit look like to Addison?
- They have a lot of CTA’s on their website
- They have a pricing page
- You can request a demo, good use case for Sales Pro
- They have a login, we can track activity behind the login with an enterprise tool
- Do they have a newsletter? Do they have social media accounts? Are they hiring? What is their average selling price?
- 13 employees, good headcount. We work with employees up to 25, the sweet spot is kinda in the middle
- She opened up SalesNav, there’s a new Head of Sales, a good sign to reach out to see if they are interested in HubSpot. She did some digging and saw he used HubSpot before by looking up his previous companies in the CRM.
That’s all she does to determine the fit
Those are things I would look for even if I didn’t know anything about the product
What not to get hung up on…
- Don’t get hung up rating an account or deciding to throw it in your name for more than 2 minutes. If you pick it up and you don’t like it, you can recycle it an hour later anyways.
What does Addison suggest?
She suggests keeping columns configured where you have your Owner Assigned, Rating (HubSpot Fit Score), Next Step view.
What does Addison do before she hops off for the day?
She goes over the Assigned Date and looks and rates all companies she hasn’t looked at yet (QL’s, sourced leads) and that takes her no more than 15 mins.
What should I do everyday at 2pm?
- Auto-capacitator hits, so go through the Open Accounts view and figure out what you want to pick up. Literally like FA every single day.
- Most good leads are gone in the first 3 mins.
What does Addison do when she first logs on for the day?
Logs on, checks:
- Recent Conversions
- QL’s,
- Reach out to anything that is warm
- Reach out to high fits or anything that’s in my task queue
- If a lead is warm and they’ve taken some sort of action, like signing up for the CRM, looking at the pricing page, requesting a demo, I have very specific/vague sequences that are like “hey I saw you came by the pricing page, let’s find time”.
What does Addison do with cold outreach to a really good fit?
- For cold outreach to a really good fit, she’ll focus on personalizing it as much as possible. So it’s still a sequence, but she’ll go through every email and make sure it’s a little more personalized than just like sequencing a batch of contacts. She has a handful of sequences that are her go-to’s that she can share with me.
- Definitely don’t do the like send one email and set up a task to do in 2 days manually, it will take too much time, you won’t have time in 2 days to do that. You just want your sequences to run.
What are Addison’s columns for open accounts?
For open accounts she has Owner Assigned, Next Step, HubSpot fit score, Rating, and Recent Conversions.
- .io, .ai, those are generally good fits.
How has Addison found all of her big deals?
By going into SalesNav and finding new hires.
The other thing you can do, you can upload your capacity to SalesNav and basically filter by everyone who was just hired
What else does Addison do to find big deals?
She looks up funding on the west coast, new business on the west coast, and just try to pull as many of those into my name
