Sales As A Service FAQ Page

Question 1

How do you customize cold calling for my specific industry/needs?

Accepted Answer

When properly utilized, the phone can be a powerful tool in lead generation activities.  The problem is, most salespeople are either; scared of it, don’t use it enough, or don’t think that it works. Since 2016, we have been using “the phone” as a major tool to bring opportunities to our clients for all of those contacts that aren’t engaging in outbound email or social outreach. Sometimes, the fastest way to generate opportunities NOW is to pick up the phone and call your lead list.  Ways We Use The Phone Every client we work with has specific needs, therefore our involvement is customized around what’s missing in their sales activity and how we can make the biggest impact.  Below are some examples of the types of call activities that we complete for our clients, based on the particular package chosen:  Cold Calling Booking Appointments Follow-Ups Warm Calls Lead Qualification (SQL) Website Lead Qualification Tracking Our Activities An ideal situation would be for our clients to be using HubSpot or a similar CRM system so we can easily integrate with your lead lists, place calls using a VOIP and run reporting through the CRM system. Once a lead is “qualified” we can then easily assign it to the proper employee at your company.  Generating Opportunities Producing high levels of sales activities is great, but it holds less weight if the leads generated aren’t turning into REAL opportunities for our clients. We are not a call center, we are your sales partner, therefore we need open communication on the status of all leads generated once they are turned over to you and your open opportunities that were generated from our activities. All of this data is tracked on a monthly basis.

Question 2

What type of email marketing do you include in your programs?

Accepted Answer

For the past 5 years, MFG Tribe has perfected the process of email marketing to provide value rather than spamming. All of our practices are focused on providing value to your audience as the main priority, while seeking high levels of engagement.  Workflows / Campaigns There are a few initial workflow automation campaigns that we will set up to get your HubSpot working for you everyday:  Cold Contact: When a new cold lead is imported into HubSpot, they will be enrolled into a 5-email workflow. The purpose of this workflow is to provide some initial information to cold contacts and begin the sales process. This then allows salespeople to “follow up” on an email that was sent to the contact. Nurture: Any contacts that have not engaged in email or outbound sales attempts will be enrolled in a long nurture drip campaign. Existing Clients: All of your existing clients should be receiving content from you on a monthly basis so you can stay top of mind for their future needs. Types of Emails / Workflows Cold Contacts / New Leads Hot Leads Lead Nurturing Warm Leads Website Form Fills Content Distribution (if applicable) Performance Management Monthly review of workflow performance Create and manage new lists based on workflow performance Create additional workflows as needed on a monthly basis for higher-engaged contacts Customization of performance dashboards as needed

Question 3

How do you build LEAD lists?

Accepted Answer

Since 2018 we have been utilizing ZoomInfo for all of our lead list-building needs, they have proven to be the lear with the most up-to-date and accurate data available.  While no data company’s information is 100% accurate, ZoomInfo leads the pack with an average of 95% accuracy.  We Build Custom Lists We work with you to determine your exact target demographic based on numerous filtering criteria:  We can reverse engineer an existing list of your customers that are considered “ideal” Build out new lists bases on: Company industry, location, employee size. Contact job function, job title, management level. How We Customize Lists Specifically for Your Company We export a “preview file” so you can verify that the list we’ve curated is a “good fit”. Once approved, we export the data with email and phone numbers included We import the new leads into HubSpot, assign them accordingly, and begin building out custom lists and workflows for email marketing automation. Once imported into HubSpot, your company owns all data records.

Question 4

What is your CRM & Pipeline management process?

Accepted Answer

As a HubSpot Partner, we have all of the knowledge your team needs to not only get your system set up and optimized, but we know all of the specific tools and areas that need your attention the most. Because we only work with Industrial/Manufacturing companies, we only require a minimal amount of upfront information before we can get you up and running.

Setup, Optimization, and Monthly Management

Whether you have an existing HubSpot license or are having us set up a new system, we still review all of the areas below and get the system set up correctly:

Question 5

What is your process for Sales Team Management?

Accepted Answer

For clients that need us to help with their sales team management, we’ve created the “sales team management” service. Technical Sales has changed over the past few years, it’s less about “buy from me” and more about increasing your brand awareness, giving value, and then asking for something in return (time).  What We Do: Teach While We Hold Accountable We work with your existing sales team to continue training on technical sales in all aspects and set the weekly activity level goals that are expected to produce the results your company is working towards.  Everything we setup will be customized around your products/services, past history of performance, and growth goals. We will be laying the foundation for a robust sales process and expectations of existing and future salespeople that are hired on your team.  Set Weekly Activity Goals & Monthly Quotas Weekly goals for: Phone calls LinkedIn connection requests LinkedIn messaging Direct emailing Cold personal visits, etc. Monthly goals related to quotas: Monthly deals created Monthly revenue generated Deal pipeline stages, etc. We hold a 30-minute monthly meeting on a Friday Review the monthly performance Answer questions Elaborate on sales techniques Discuss current open deals Strategize on the next steps for stuck deals Review outcomes of all sales activity Discuss target demographics

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