Question 1

What are your thoughts on video emails and do you have any best practices to follow when using it for prospecting, nurturing accounts and getting prospects to the finish line?

I believe video emails or over LinkedIn can be useful, if done the right way. Short 30 sec prospecting video clips via LinkedIn DMs can work well. I feel folks are more open to clicking on it vs receiving a video via an email.

Another use case can be a short video following a discovery call… or any call for that matter, as long as you’ve had prior communication. You can send this via email because they already know who you are. You could recap the call, thank them for their time and outline the next steps. Adds a nice touch.

In a nutshell, try short video prospecting clips via LinkedIn (and some email).

For nurturing deals (once you’ve had some communication) try sending short <1-min videos via email.

Question 2

I'm curious to get your take on selling into the Public Sector, how would some of yo...

Question 1:

How can I effectively collaborate with my SDR to maximize the conversion of qualified leads into closed deals? Could you provide an example?

Alignment on account, persona and messaging is key.

I had weekly 1:1 roll up your sleeves type sessions with my SDR

1. We picked 3-5 accounts to focus on for the week
2. 1-2 personas per account (e.g. Marketing and Digital leaders (Directors + VPs))
3. We had about 25 - 40 contacts to target throughout the week

We put this all in the google doc and spent our 1:1 on multichannel messaging

Alignment on the email messaging; ensuring we focused on

• A relevant 1st line (observation)
• Problem statement 2nd line, with impact on business
• Social proof + value add 3rd line 
• CTA 4th line

We also mapped out a multichannel approach for the persona throughout the week.

How we were going to touch the contact via email, phone and LI.

Alignment on the messaging and frequency is pivotal to ensuring you book high quality meetings that lead t...

Question 1:

I’m a new AE and have to plan my territory (identify named accounts, outreach strategy, etc…) How should I go about account planning?

Tier your accounts. Here’s a breakdown:

Tier 1
Ideally 15-20% of your book
Data quality: ensure there are personas who you sell to at the account; check Sales Nav
Include top industries your company has the most success in
High growth & innovative companies: do they invest in tech? Do some homework
Spend 50%+ of your time on these accounts
Ensure you have a strategy for engaging execs
Ensure there’s relevancy in your outreach
Engage with your SDR closely, as well as CSM and SE (as needed)
Multi-channel approach

Tier 2
30-40% of your book
Ensure data quality
Industries you sell into, but not tier 1
Align closely with your SDR
Automated sequence, multichannel approach

Tier 3
40-50% of your book
Industries your company has the least success in
Not ideal ICP
Traditionally less innovative
SDR engagement
Add to automated sequences
Take meetings as they come up

Qu...