Lead Generation for Software as a Service (SAAS) Sales
What you'll learn
- Understand factors to consider when prioritizing your accounts and prioritizing your time
- Understand the difference between personalized vs. mass outreach
- Understand basic prospecting methods: cold calling, mass emails, and using social
- Have your Book of Business ready
- Select a target company, role, and individual you want to prospect into
- Have a LinkedIn Account
Lead Generation is the first step in the SAAS sales cycle, without leads, you have no one to sell to. In this course, we'll discuss factors you should consider when prioritizing your accounts and in identifying which accounts make it to your strategic vs. non-strategic account list. We will take a look at time management and how to best maximize the AE/BDR time, and how both roles should work together to hunt and build pipeline. The prospecting methods I cover at a high level include cold calling, crafting emails and messaging, and when and how to use social media to build rapport and capture your prospect's attention. There is no silver bullet when it comes to prospecting, but the goal is to always be hunting. A healthy pipeline empowers AEs to have healthy sales cycle, lead generation is crucial to hitting your quota and exceeding beyond in.
Who this course is for:
- Account Executives, BDRs/SDRS (Hunters), Sales Ops
Sherrylyn's background in management consulting and direct sales enables her to understand business needs, and how to drive a value-driven sales conversation. She began her sales career at the University of Washington, where she sold newspaper ads and Mary Kay cosmetics to fund her college tuition. She began her professional career in management consulting with Accenture, working with value realization teams (stakeholder management, change management), for large scale ERP implementations and HRBP projects. Her time with Accenture exposed her to how businesses work, and their end-to-end processes, as well as managing stakeholder expectations and motivations across several countries, age groups, and culture. She pivoted her career back to direct sales where she began as a BDR, moving her way up to an inside sales role, then into mid-market, and eventually enterprise sales.
Sherrylyn loves to help AEs and BDRs develop and master their own sales skills, she loves to collaborate with her team to build out better internal processes and provide the best value she and her teams can to their potential clients and their customers.