You're balancing warm leads and cold outreach. How can you maintain a successful sales prospecting strategy?

To start off, SDR outreach is all about understanding your prospects really well. This not just saves your effort but also helps getting faster demos with minimal energy. Sit on your leadset and categorize between Hot and Cold (use excel or tool if needed for ease) than randomly dialing. For outbound outreach, Prioritize leads on the basis of mail reverts, mail link clicks, personalized mail opens, sequence mail opens, number of opens on a single mail, gave a referral, callback requested by ICP, callback later. While exhausting above categories, also spend some time out on your cold set where you've gotten no response. Try reaching out over linkedin or other platforms depending on the ICP categories and market and try to make them warm.

Warm Leads are the leads that have shown prior interest in your company. They might have interacted with your content, attended your events, or been referred to you. as well as Warm leads are generally more open and responsive to the communications since they already have some level of interest or trust. Cold Leads are the leads that are at the initial stage of the sales funnel. They may not yet be familiar with your company or its offerings. The Cold leads require more effort to engage. They need to be educated about your product or service and its benefits. from my opinion working on Cold Leads if the effort and the approach were correct the conversion rate can be unexpected

Highlighting few keys points in context to the above phrase : Its very important to understand your target market and the client's background. For example, if the client is a US native; you will keep your emails and calls very much casual and crisp. for eg- referring someone named " Michael" as Mic during the conversation as they prefer the same to establish a good connection. Also, mentioning "Best, Shefali" than " Thanks/Thank you/Regards" when sending a cold email to International market. On the contrary, you will modify your pitch when speaking to people in the domestic market.

Understanding leads' needs is crucial - even a bit of preliminary research into the company they work at, trends it experiences, types of services and/or products they offer can yield incredible results. Always stay on the lookout!

Proper background research is very crucial before actually speaking to a client over the call. Lead Generation is a mix of both data scrumming through tools as well as through website searches, marketing campaigns, Linkedin search and much more. So, maintaining the CRM hygiene is utmost important to keep a good track of your leads and have a strong follow up game.

We are currently in an era that needs huge data analysis effort for us to have the ability to approach every client in his own way, and to let him feel that our service is made for him not for anyone else

There is no denying fact that sequences (Bulk emailing) are an important part of outreach and save a lot of time however they cannot replace personalized outreach. Understand, your ICPS are humans too and everybody wants to listen about themselves. If you spend some time doing research and then reach out on a 1:1 level, they surely respect that and you have a better chance to get response/revert!

A good way to get them to want to know you is to express your personality to them - when emailing, calling or sending posts. If done in both fun and respectful manner, it will really help to boost up opening and reply rates.

Most Cold leads can become warm, if you follow them consistently and in the right way. Not bombarding them with 5 of 10 calls in a day, but being a bit empathetic and trying different combinations with the time that you reach out can surely yield results. Eg. DNP today 10AM, DNP tomorrow 3pm, take 2 days gap, maybe he picks up at 6PM on the 5th day and that's all you need! That 1 conversation. One good way for consistent followups is to create call tasks on your CRM so that you don't have to keep everything in your head.

Most cold leads can turn into warm ones with consistent and thoughtful follow-up. Instead of bombarding them with numerous calls in a single day, try to be empathetic and experiment with different times. For example, if you don't get a response at 10 AM today, try again at 3 PM tomorrow. Take a break for a couple of days and maybe try at 6 PM on the fifth day. Sometimes, all it takes is that one conversation to make a difference.

For both cold and warm leads, being consistent with your follow up tactic is crucial. Don't forget that warm leads need a bit more personalized approach, while with cold leads it's best to avoid over-sending emails and too many calls.

CRM tools have been designed to support your outreach. Most SDRs don't really use all the features effectively. Just to make calls, run sequences, search for leads or check opens apart from couple other features, however good CRM tools have a lot more to offer. You can put tags, analyze data on different levels, create followup tasks, call tasks and whatnot. A lot of things can be automated if we use the CRM effectively and maintain the lead hygine.

CRM tools can be a game-changer in this intricate process. Though even with only using Excel you can sort and categorize your information quite efficiently - still I'm a strong advocate for using CRM on a daily basis. Best to rely both on memory and tools.

Diversifying your approach is one of the pillars of lead generation and business development - always try to shuffle between sending emails, calling or even reacting to their posts. The key here is being persistent and patient.