Today’s episode is part 3 of Jake’s 5 Part “What’s Not In The Modern Outbound Playbook” series. Part 3 of Jake’s 5 Part “What’s Not In The Modern Outbound Playbook” series. On today’s episode, Jake will go over how to break in when a prospect is active on LinkedIn, how to reduce your chance of no shows, and how to handle those who are Engaged vs. Unengaged.” Every 6 months, we put together “The Modern Outbound Playbook,” “Breaking in When They’re Active on LinkedIn:” Pro Tips: #1 Always use the AND mentality when creating sequences. For example, it’s not a LinkedIn OR video play or an email OR LinkedIn play. This play uses email AND video AND audio messages AND calls. #2 Use Vidyard video analytics to track if people are watching 100% of your video. If not, try to shorten the length or test more engaging intros. The Play To Reduce Your Chance of No Shows Immediately after you set the meeting: Step 1. Send invite and assign to sequence Day before meeting: Step 2. The day before a meeting, send a short video as a reminder. Step 3. LinkedIn Profile View Day of Meeting: Step 4. 10 minutes after the meeting time, call your prospect and leave a voicemail if they don’t answer. Step 5. 1 hour after meeting, send a video via email: “Hey, we had a meeting booked at X time, but we seem to have missed each other. Is there a time that works for your tomorrow or (weekday 2 days from now)? Day after Meeting: If they still haven’t responded the next day, send a LinkedIn message “I know emails can be buried in inboxes…” Up your video quality game, show up digitally like you would in person. Split Play - Engaged vs. Unengaged Pro Tips: #1 Don’t use links until at least email #3 or videos until email #2. This helps prevent getting caught in SPAM. #2 Try interest-based, soft calls to action in your early emails, such as asking for a reply or dialogue versus a meeting If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show. __________________________________________________________________________________________________ Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes. As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake Dunlap LinkedIn: https://www.linkedin.com/in/jakedunlap Instagram: https://www.instagram.com/jake_dunlap_/ Twitter: https://twitter.com/jaketdunlap Website: https://www.jakedunlap.com/
Part 3 of Jake’s 5 Part “What’s Not In The Modern Outbound Playbook” series.
On today’s episode, Jake will go over how to break in when a prospect is active on LinkedIn, how to reduce your chance of no shows, and how to handle those who are Engaged vs. Unengaged.”
“Breaking in When They’re Active on LinkedIn:”
Pro Tips:
#1 Always use the AND mentality when creating sequences. For example, it’s not a LinkedIn OR video play or an email OR LinkedIn play. This play uses email AND video AND audio messages AND calls.
#2 Use Vidyard video analytics to track if people are watching 100% of your video. If not, try to shorten the length or test more engaging intros.
The Play To Reduce Your Chance of No Shows
Immediately after you set the meeting:
Step 1. Send invite and assign to sequence
Day before meeting:
Step 2. The day before a meeting, send a short video as a reminder.
Step 3. LinkedIn Profile View
Day of Meeting:
Step 4. 10 minutes after the meeting time, call your prospect and leave a voicemail if they don’t answer.
Step 5. 1 hour after meeting, send a video via email: “Hey, we had a meeting booked at X time, but we seem to have missed each other. Is there a time that works for your tomorrow or (weekday 2 days from now)?
Day after Meeting:
If they still haven’t responded the next day, send a LinkedIn message “I know emails can be buried in inboxes…”
Up your video quality game, show up digitally like you would in person.
Split Play - Engaged vs. Unengaged
Pro Tips:
#1 Don’t use links until at least email #3 or videos until email #2. This helps prevent getting caught in SPAM.
#2 Try interest-based, soft calls to action in your early emails, such as asking for a reply or dialogue versus a meeting
If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.
Link To download The Full “Modern Outbound Playbook”:
https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/
__________________________________________________________________________________________________
Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.
As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.
Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.
►Connect with Jake Dunlap
LinkedIn: https://www.linkedin.com/in/jakedunlap
Instagram: https://www.instagram.com/jake_dunlap_/
Twitter: https://twitter.com/jaketdunlap
Website: https://www.jakedunlap.com/