Getting The Most Out of Your Outbound Lead Generation Efforts by John Barrows

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Information about Getting The Most Out of Your Outbound Lead Generation Efforts by John...
Business & Mgmt

Published on March 6, 2014

Author: FreshTilledSoil



John focuses on how to structure your outbound lead generation efforts and strike the right balance between quantity and quality prospecting. We’ll walk through an equation to determine the activity level necessary to hit growth projections and what portion should be accomplished by outbound lead generation. From there we will break down the quality characteristics of your target accounts and how to segment your time and approaches to get the most out of your efforts.

Getting The Most Out of Your Outbound Lead Generation Efforts 1

Introduction: John Barrows © j.barrows LLC 2013 2

Sample Client List © j.barrows LLC 2013 3

Growth Goals Inbound Lead Gen © j.barrows LLC 2013 4


Target Account Characteristics © j.barrows LLC 2013 6

Your Hit List Quality © j.barrows LLC 2013 B1 C1 Meet A2 B2 C2 Convince A3 Interest A1 B3 C3 Nurture 7

Quality vs Quantity Customized Messaging 22% Targeted Messaging 8% Templates 2% © j.barrows LLC 2013 8

Quality Approach 83% of high performers have a defined strategy and make 4-8 attempts * The Bridge Group – 2012 Inside Sales Metrics 5 Unique Touches in 30 Days © j.barrows LLC 2013 9

Finding the Reason © j.barrows LLC 2013 10

Finding A Reason What? Executive quotes about…. Executive priorities Hiring /Growth Promotions New products New Client Awards Mission/Goals/Vision © j.barrows LLC 2013 11

Quote © j.barrows LLC 2013 12

Acquisition © j.barrows LLC 2013 13

Messaging Matrix – Quality © j.barrows LLC 2013 14

Messaging Matrix – Quantity © j.barrows LLC 2013 15

Knowing What Works © j.barrows LLC 2013 16

Q&A 17 18


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