We’ve got a fancy new sales sequence in FunnelFLARE that you can use for prospecting and outreach.
The sequence covers the initial attack on an account and is designed to help your outreach team be effective and stay focused. It involves 3 calls, 3 voice mail drops, has 3 automatic emails, and is customizable so you can add your own additional tasks like reminders to reach out on LinkedIn, etc. In this article, we’ll be using “SDR” (Sales Development Representative) as the stand-in job title for the person making outbound calls, but this role may have a different name at your company.
The Concept: Automate Repetitive Work, Make More Calls
The concept of this sales sequence is that it runs the sales sequence and brings in people when they need to call. Everything else is handled by the system, so it makes it MUCH easier for SDRs to hit huge call numbers, book more meetings, and smash department quotas.
This sales sequence is focused on a critical early step of the sales funnel: taking a list of prospects, systematically contacting them, and opening the conversation. After the prospect is disqualified or after the SDR gets them on the phone, we move the prospect out of this sequence and into another that you define. This sales cadence is JUST for getting that first meeting booked.
How prospects get added: Prospects get added to this sequence when you add them via the all contacts screen, individual contact screen, or from inside your FunnelFLARE integrated CRM.
Sequence exit: This sales sequence will stop processing contacts that complete a goal: such as replying to an email, or booking an appointment in the system. You can also manually remove them from the campaign, and it will automatically remove them if you successfully connect and set the call outcome anything other than “left message” or “no answer”.
Monitoring Progress: It’s easy to get a “30,000-foot view” of how this sequence is doing by using “contact kanbans” to view how many contacts are in each status, and each step. There are also campaign widgets that make it easy to track responses, as well as a Dashboard view on the 3 touch sequence itself that shows responses.
A day in the life of an SDR using this sequence
Once the sequence has prospects loaded up, the SDR engages with prospects using the FunnelFLARE PowerDialer. The SDR arrives in the morning, grabs a cup of coffee, fires up the PowerDialer list, pops on a comfy headset, and starts calling.
For each prospect, they can see a status of “Calling”, confirming that the prospect is due for a call, and they can see whether it’s the first attempted call, second, or third. That’s handy because the SDR can choose which pre-recorded voicemail to use.
The SDR hits the call button, and if there’s no one there, they wait for the voicemail beep and drop a pre-recorded voicemail. The call outcome box pops up, they confirm that it says “left message”, hit accept, and move on to the next prospect.
If they call and get the prospect on the line, they go through their script and pitch process, and once the call is complete, they mark the call outcome as qualified, disqualified or any other custom option you’ve set out. The system automatically handles taking that prospect out of the sequence.
Conclusion: Improved Performance & Consistency
The SDR spends essentially no extra time doing administration, entering information in a CRM, or performing repetitive follow-ups, so they can spend all their time making calls and they can hit big call numbers as a result. It’s easy for an SDR to hit 50-200 calls per day because they’re spending almost all of their time dialing and talking to prospects. The best part: prospects don’t “fall through the cracks” because there’s less human management involved. The system tracks and manages prospects, and they all get a consistent experience.