Customer Story

The Head of SME Sales booked me for a 2-hour online workshop with his team. This is what happened

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Industry

Travel, Platform

Solution

Online Workshop

Thibaut organized a coaching/introduction session on social selling through Linkedin. We had a 2 hours workshop where the goal was to give sales managers a solid basis and tools to build their own outreach strategy. Thibaut took the time to adapt our use case to the workshop. By doing so, the engagement from the team was very positive. The workshop is not a just a presentation about best practice. The team is requested to actively participate, try examples, and ask questions all the way. On top of that, Thibaut shared best practices, historical data, and concrete sequence to give us actionable feedback and inspiration to build our strategy.
Falko Piguet
Falko PiguetHead of SME Sales at Homelike

The challenges

The Homelike team had to reorganize their operations in order to deal with the spring 2020 lockdown.

  1. They went from receiving tons of inbound leads to a complete halt
  2. They had no outbound strategy in place

How I helped

Falko booked me for a 2 hours online workshop with the sales team. We worked on building a cold outreach strategy, and this is what we covered.

1. How to identify your Ideal Customer Profiles

We reviewed their current ICP and built an ICP matrix, so they could build lists of leads and have clarity on who to contact, in which company.

2. How to understand your prospects’ problems

We worked on identifying what problems Homelike’s prospects were trying to solve.

3. How to build a strategic outreach sequence

I introduced the team to the concept of triggers and we built a 5-steps sequence to get in touch with strategic prospects.

4. How to be creative in your outreach

We explored different tools to be creative when reaching out to prospects.

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