The following is a guest post by Matt Smith, the Director of Partnerships at StackCommerce.
I pray to the sales gods that your reps are not still searching for emails. But odds are ridiculously high that they are still doing serious grunt work with regards to their lead generation efforts. If you’ve readPredictable Revenue and you have an SDR team, then your SDRs are probably spending too much time searching for contact info and logging it into a CRM. If you haven’t read Predictable Revenue then stop reading this post immediately, buythis ebook bundle, and starting reading. :)
Kiss the days of finding emails and adding new contacts to the CRM goodbye! Enter your new virtual assistant team. Here is the step-by-step process to start building your virtual lead gen team.
1. Identify where your reps are finding outbound leads & how they’re getting contact info
Instead of having your sales reps or SDRs find contact info, you’ll have your VA (virtual assistant) team take on this tedious task. But before you can pass this off to your VA’s, you need to understand the current sourcing and lead info gathering process.
2. Make sure your team is using the right technologies & processes to secure accurate lead data
If Luke Skywalker had a limp lightsaber, he would be an ineffective Jedi and unable to take down the universe’s baddest enemies. Likewise, if your sales team isn’t using some of the best tools during ANY part of the sales process, they won’t be able to secure the whale accounts. No excuses. Invest in your team’s training and the tools they have at their disposal. Below is a video to show you a few ways to find emails.
3. Create VA training videos
Using ScreenFlow or Quicktime, you can easy create a handful of training videos to help your VAs get trained quickly and properly. Here are a few you should think about creating:
- Where to find leads
- All the ways to find emails
- How to log leads into a CRM
- Where to put all of the completed information
4. Create a master Google Sheet for VA lead generation
The best tool to use for passing this info between the sales team and the VA team is a Google Sheet. Here is the way I have my VA Lead Gen Sheet setup.
Tab 1: Lead Loader (VA 1)
This is the primary tab your team and the VAs will be working on. Your sales reps add all of the target data and CRM fields to the “Info Drop,” then your VAs run with it from there. In my system I have the VAs find the contact info, add the lead to the CRM, and add the lead to our email automation system. The VA team will add the completed lead to the “Loading Dock.” The VA will then add a link directly to the lead in the CRM. Ideally your loading dock is always full of leads ready to be attacked by your sales team.
Tab 2: Leads Without Emails
The Lead Loader tab needs to stay clean. If the VAs cannot find accurate contact info, they should put the lead info into Tab 2.
Tab 3: Leads in a CRM
Once a VA finds the contact info and logs it into the CRM they should also put the completed leads into Tab 3 so you can have a cumulative view of all the leads sourced by the VA team. One of the many beautiful parts of this system is that it scales. Just create a “Lead Loader (VA2)” tab and onboard a new VA into the system when demand calls for it.
5. Create an oDesk listing
Expand your reach. Look for VAs in other countries too; ones with lead generation experience. Find a VA that is willing to work your hours. That shows commitment and is helpful to have them working when you are working. In the oDesk job listing include all of the training videos, a detailed explanation of the role, and a link to the Google Sheet. Now start testing VAs. Give them 10 targets and see if they can follow the process. Vet a few VAs then go ahead and hire one. Spend a few weeks training them up. I like to add all my VAs on Skype immediately so we can easily chat.
In summary, all sales teams should have a VA to help with finding contact info, logging info into a CRM, and any other tasks as needed. Then watch your lead generation explode!
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