Paul Towers3x Entrepreneur & Startup Consultant

3 x Entrepreneur and Startup Consultant @StartupEngine. I am passionate about giving back to the Startup community and also write the daily Startup Soda newsletter.

Recent Answers

Thanks for posting this questions. I have worked in B2B sales for a global software company and also consult to startups (both B2C and B2B) on gaining early traction and users/customers.

There are obviously many ways in which you can build a sales funnel to capture leads. Some have a longer lead time than others. (i.e. content marketing can be very effective but may take 3, 6 + months to show results).

By the way you have structured your question I believe you are however asking for a strategy to secure a more immediate result. As a result I would look to a premium Linkedin account/Sales Navigator.

This will allow you do conduct a search for prospects within your chosen industry (manufacturers of trucks, boats, planes, etc) and then target the specific person(s) within each company who you wish to prospect to. I.e. You can target the State or National Sales Manager.

Every quickly you can build a database of prospects that are highly targeted. Furthermore you could add a keyword such as "Salesforce" or another CRM tool to narrow your results further and pick out people who specifically reference the CRM in their profile.

Next step is obviously to reach out to them. You can do this through your premium Linkedin/Sales Navigator account via an inMail. This is basically an email sent via Linkedin to your prospect.

In addition to this you could take it a step further and look on their company website to try and obtain their direct phone number or email.

The approach I have found most effective is to send an inMail and then follow up a few days later with a phone call.

To create an effective inMail you need to make sure it is relevant to your customer and not too "sales focused". I.e. a good approach is often to reference another customer in their industry and say that they were able to achieve x buy using your platform and you would like to get further feedback on your sales tool from them. This will allow you to develop a relationship before you switch to "full on" sales mode.

Above all however the thing I recommend is to track and test different ideas and approaches. Find what works for you and your audience as there is never a one size fits all approach.

Finally, if you want 10 new leads a week you are going to have to contact >300 people a week in total, assuming a ~2 - 3% hit rate. Converting one or two of those 10 to a demo should be achievable in my opinion from there.

I hope that helps and provides an example of one strategy you could adopt. If you require further information or would like to discuss your business and some other strategies that may be relevant please do not hesitate to let me know.

Kind regards


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