Full cycle

When I started Growth Genie in 2019, 80% of our outbound prospecting training was with SDRs.

Fast forward 6 years, and it has flipped in that 80% of our prospecting training is with full cycle salespeople. This has been with 28 year old SMB software sales people all the way to 65 year old corporate real estate brokers trying to find 8 figure deals.

But with any industry, it’s not easy to close your own deals and generate your own leads.

Here are 5 tips I always give to full cycle sellers:

1. Block off at least 1 hour in your calendar every day to prospect. So many salespeople I coach make the usual excuse. “I had no time to prospect in the last week." Have an unnecessary internal meeting? Cancel it and prospect instead.

2. Identify common pain points from your past deals to use in your messages. Analyse all of your past deals and work out what were the challenges you heard over and over again. Use your customer calls to drive outbound messaging.

3. Contact lost opportunities BUT don't be generic. Revisit your notes and check online what's happened at the company since you last met them: "When we spoke 6 months ago, you’d just hired 4 European salespeople. Saw you just hired 3 BDRs in the US. Open to revisiting our cadences that your new BDRs could use?"

4. Ask your happy customers for referrals. Be as specific as possible: "Mark - saw you worked with Joan from ABC. Noticed she has an international sales team at a fintech, so thought our sales enablement program could be relevant. Open to introing us with the case study we recently did together?"

5. Contact past customers who've changed jobs. These are quick wins as they have awareness of your product, and you know they can be good champions as they have bought from you in the past.

Cheers,

Michael Hanson

CEO Growth Genie