When beginning a campaign, there are internal and external considerations.
The roles of any personnel involved needs to be outlined as well as the addressable market. Channel objectives and a ‘lead to sale’ road map help clarify the processes to be carried out. Competitor analysis is also key at this stage.
After outlining your strategy, the campaign structure can begin to form. This includes clarifying your KPI’s, target profiles, outbound cadences, and feedback processes.
The sales development team at Pace act and communicate as the client we’re working with. Therefore full and detailed product/service training (inc value proposition and language) is required. Training may include elements such as key questions, objections & talk tracks.
Profile alignment and communication method are key when executing the tactics of the campaign. Email addresses used, LinkedIn profile titles, phone lines etc, can all be important in the authenticity of the execution by the sales development team.
Understanding the quality and segmentation of data that is needed, is imperative.
At this stage the campaign is tested, in line with the parameters set out. During the execution, the teams will engage in weekly reviews for updates and feedback.
Monthly campaign reviews allow us to evaluate successes, challenges and any changes needed to further optimise the activity.
This includes sales coaching and skills development of the sales team.