Today I am going to share the best practises and framework I have been unpacking in my prospecting for Outplay across Email and Calls.
We have started to branch out into multiple verticals like fintech, health tech, edtech, and IT services. The neighbourhood of ‘Land & expand”. This requires us to write a compelling email copy for reaching out to each industry. I learnt from the team here that having a structure to every email copy ultimately ups the chances that it converts. In my case, into a meeting
- Reason for reaching out
- What Outplay does
- Call to action
in that order.
I also started listening to the calls that converted into a meeting or even if the conversation exceeded 2–3 minutes. These include my colleagues’ calls and my own! Yes, I listen to my own calls and note down where I didn’t like the sound of it.
3 most important parts of selling
- Probing
- Objection handling
- Closing
Every call I make and listen to, I try to compartmentalize the call into one of the above 3. But these are traditional sales techniques that work only in smalls sales. Small sales are the ones that can be completed over a single call
Enter SPIN Selling. because SaaS does not fall into the bucket of a ‘small sale’. On the contrary, it is complex and a high-value sale.
For those who have not yet implemented the SPIN selling methodology, it worked wonders for me and my team at my previous SaaS Sales job in consistently crushing quota and I am in the process of unpacking the methodology in the context of Outplay.
In the upcoming episodes, I will be noting down my SPIN application, learnings and their outcome.
SPIN is the acronym for — Situation, Problem, Implication, Need payoff
Thats all for today, See you next week!
