Techniques for Approaching Demo Download LeadsAs we continue to look for an AE for Ohio Valley, I'm trying to learn the most effective AE/Inside Sales techniques to help move the team along. Lately I've been working on leads that have downloaded the 30 day trial. I'm interested in what others have found to be most effective for engaging these leads.
So here's a poll (of sorts). When a new Lead shows up on SF, what do you do?
1) Call them on the phone (assuming they leave a number to call).
2) Send them a "passive" email (i.e. I see you've downloaded the trial, let us know if you need help and we'll arrange a webex)
3) Send a more "active" email (i.e. I see you've downloaded the trial, I'd like to schedule a webex so we can talk about how you can get the most from your trial)
4) Something else (please be specific)
Thanks for any guidance the team can provide!
Jerry
Re: Techniques for Approaching Demo Download LeadsGood suggestions Tina! It is great if we can get this information from the leads. My problem is... I can't get the leads to pick up the phone, or reply to an email, or attend a scheduled webex! I'm sure I'm batting less than 10% on people that I actually get to dialog with. Is that normal? Do other teams have this problem? Do you have a "tried and true" method for making effective contact with a customer?
Re: Techniques for Approaching Demo Download LeadsI have one idea come out; besides contact leads, you could research the leads' company, are they belong to a new account? Or a current customer? What is the prospection to download JMP? Upgrades? Renew? Or others? Title and department information may also help. Sometimes multiple people in one company download JMP in a short period, the company may do something, you could follow up.
Re: Techniques for Approaching Demo Download LeadsThanks Sara!
Regarding SalesForce, the way we (OVR) are currently working is:
- our Inside Sales team (Shelby Ross and Lauren Vaughan) to the initial outreach to leads. Once they've done that initial contact, the change the lead status to "Contacted - 1".
- Then I have a customized Salesforce Report that screens out the leads according to: 1) Contacted - 1, and Trial Activated, and 2) between 14-25 days since activation. That gives me a list of prime candidates that I can contact (in my SE role) to see if they need help with their trial. Once I've done my due diligence, I change the Lead Status to "Contacted - 2".
- Shelby and Lauren then do a follow-up near the end of the trial.
Is anyone else using a similar system? Or do you have a different system that works well for you?
Re: Techniques for Approaching Demo Download LeadsJerry, thanks for posting this question - I would love to also hear what others suggest.
A couple things that i think are helpful reminders.
1. Remember activation data is in salesforce so you know if someone has activated their trial and when.
2. Remember the trial now offers short, easy to follow introductory videos and step by step guides in the trial. Each of these show them the very basics of JMP - from importing data to building a dashboard and sharing results. Trialers can access this information several ways:
- In the trial itself. Each time they open the trial, the pop up window (tip of the day window) provides a video and step by step guide. If they close out of those windows, they can always access these videos in the "Get Started" menu item in the trial.
- If for some reason they want to view these outside of the product, you can always send them this link which has each of the videos and step by step guides on one page.
- For those of you that are using point drive in sales navigator, we have a trial video point drive presentation that also has links to these videos. You would need to add this presentation to your deck and customize it with your information. This provides the same inforamtion as the link above, but because it is in point drive, you will be able to see what videos people are viewing and how frequently.
