I had a specific idea in my head regarding the sequence for the newly found BDM team. But this was a bit vague, not concrete enough.. In our previous role as a BDM you were responsible for the entire sales cycle, so it was your responsibility to prospect, conduct and close meetings. In this way you could imagine that it was sometimes hard to maintain the same amount of meetings every month.
From this Summer onwards we separated the roles for BDM and the Sales Managers to let them Focus on the part they can outperform in. So the idea for the newly found BDM team was solely focussed on the beginning of the sales cycle, creating enough chances for the sales managers in their team. Our BDM are nailing the part of the prospecting, because they can work with the best company that is available there (of course the Vainu data ;-)). Currently we can be picky regarding our ICP because we only want to work with companies that can embed with our data.
I was looking for a structure way to get a prospect through a sequence or stages. Via LinkedIn I came in contact with Thibaut and you managed to get same clarity in my head regarding the entire sequence. I personally think that this workflow can work for every company that is doing some sort of outreach.
Because -of course- you can work with a list an start calling companies from A to Z, but it’s more beneficial to have different touch point within the prospect to calling aspect. While working with this Sequence you can have multiple touch point when a prospect can get familiair with your branding and you as a person. Hence: by starting of with a LinkedIn Connection Request to get 'a digital' handshake so to say and then start a small conversation with LinkedIn Voice Message, followed up by a tailored video over the email you can have 2-3 possible moments when a prospect can hook you up for a meeting.
If the prospect in the end does not given a answer you can always call them. In this specific call, the conversation you can have is so different than a cold call outreach (Because you can simple refer to the previous touch points). Review collected by and hosted on G2.com.