Comprehensive Encyclopedia of Sales Plays Cheat Sheet

Comprehensive Encyclopedia of Sales Plays Cheat Sheet

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  INBOUND BRIDGEBOUND POSTBOUND COLDOUTBOUND Prospect Doesn’t Know Your Company Hand-Raisers 1 : MANY MESSAGING ONLY Bridging into Prospects via Segmented Outbound Based on a 1 : Many Premise that Raises the Likelihood they Will Take a Meeting or Likelihood They Will Ultimately Buy Prospect Sometimes Knows Your Company POSTBOUND PREMISES 1. Content Downloads 2. Webinar Registrants 3. Buyer Intent (G2 or TrustRadius) 4. Free Trials (Freemium Model) 5. Event Attendees 6. Followers on Social (LinkedIn, Facebook, Instagram) 7. Interacts with Company on Social (Shares + Comments + Likes) 8. Blog Subscriber 9. Newsletter 10. Dark Funnel (6Sense or Bombora) 11. High Value MQL 12. Website Views INBOUND PREMISES 1. Demo Request 2. Prospects Who Came in Through “Chat Box” Prospect Knows Your Company 1 : 1 MESSAGING ONLY 1 : MANY + 1 : 1 MESSAGING 1 : MANY + 1 : 1 MESSAGING Marketing Leads that are Non “Hand-Raisers” Prospect Knows Your Company 1. Common VC with Your Company 2. Common VC with Your Customers 3. Referral to the Network of Your Happy Customers 4. Inbound Referrals from VC Partners 5. Outbound to the Network of VC Partners 6. Inbound Referrals from C-Suite 7. Outbound to the Network of C-Suite 8. Inbound Referrals from Advisors 9. Outbound to the Network of Advisors 10. Inbound Referrals from Board 11. Outbound to the Network of Board 12. Inbound Referrals from Customer Advisors 13. Outbound to the Network of Customer Advisors 14. Inbound Referrals from Influencer 15. Outbound to the Network of Influencers 16. Inbound Referral from Non-Sales Employees 17. Non-Sales Hires that Used to Work at a Prospective Company 18. Your Network a. Friends that are Past Employees of a Prospective Company b. Friends that Work at Prospective Company (Groundswell) c. Friends that Work at Prospective Company (Decision Maker) d. Friends that are Mutually Connected with Decision Maker at Prospective Company e. Interaction with YOU on LinkedIn in Comments 19. Prospects You Met at a Networking Event 20. Interacted with Non-Sales Employee on Social 21. Competitors with your Current Clients I. BRIDGEBOUND BASED ON RELATIONSHIP 1. Requested a Demo, but Didn’t Schedule One 2. Closed Lost (Via Prospect Response) a. Went with a Competitor and Up on Renewal b. Didn’t Hit ICC (Size) c. Didn’t Hit ICC (Qualification Criteria) d. You Messed Up (No Budget, Bad Timing) 3. Demoed in the Past (Ghosted or Went Dark) 4. Executive Churn (Prospects Changing Roles) a. Used Your Product and Went to a Prospective Company b. Used Your Product and Changed Roles Internally c. Never Used You Beforehand and Took Role at Prospective Company 5. Opened Your Prospecting Emails 6. Aggressively Opened Your Prospecting Emails 7. Vendors WhoJust Sold You THEIR Product (Tit for Tat) II. BRIDGEBOUND BASED ON HISTORY 1. Left Negative Reviews of Your Competitors 2. Churned Customers of Your Competitors 3. Act of God 4. Presence of a Negative Output: Business Impact 5. Absence of a Positive Output: Business Impact 6. Presence of a Negative Midput: Lagging Indicator 7. Absence of a Positive Midput: Lagging Indicator 8. Presence of a Negative Input: Variable 9. Absence of a Positive Input: Variable III. BRIDGEBOUND BASED ON SYMPTOMS, PAINS, & PROBLEMS 1. Channel Play - Bought Adjacent Vendor 2. Uncovered They’re Evaluating a Competitor 3. Firmographic Trigger: Hypergrowth 4. Firmographic Trigger for in Market: IPO 5. Firmographic Trigger for in Market: Company Funding IV. BRIDGEBOUND BASED ON EDUCATED GUESS THEY’RE “IN MARKET” COLD OUTBOUND PREMISES 1. Cold Outbound RAISED LIKELIHOOD THEY WILL TAKE A MEETING RAISED LIKELIHOOD THEY WILL ULTIMATELY BUY INBOUND OUTBOUND THE COMPREHENSIVE ENCYCLOPEDIA OF SALES PLAYS ©Copyright 2020 Flip the Script, LLC. All Rights Reserved Coming in Cold