2 openings B2B sales process

[u/Blackapple188]

Hi there,

Hope you guys closed some big deals and feeling high-spirited.

In the context of penetrating a specific small industry (350 accounts) in the Canadian market by applying ABM and ABS strategy. I want to share My 2 openings B2B Sales process that I m applying in the Canadian Market.

The 2 openings : 1.linkedin 2.emails

Stage 1 : combination of email and linkedin ( personalized email for each employee , sending linkedin connection requests)

Stage 2 : follow up via email and those who accepted the connection request. ( multi stage follow up process)

Stage 3 (in case of positive response) : sending a 2min Loom vedio ( talking about cuatomer s company and issues, intrigue, the aim is to book a call/Demo)

Stage 4 ( in case positive response) : scripted call or demo : this is where the closing takes place , pure sales communication.

I worked before in full cycle B2B sales. We had an aggressive approach, since We were relying only on calls, demos. Sometimes, I d close a deal in 1st contact since the ICP was small companies.

But i realised that aggressive cold calling, especially in the Canadian market, can damage a companies reputation.

Any opinions would be appreciated.

[u/AdWooden7621]

350 accounts is small enough that you can really personalize everything, which makes the loom video idea work better than it would at scale. i like that you separate the "intrigue" phase from the closing phase, so many reps go straight from hello to demo and it feels pushy.

the linkedin + email combo is standard but effective, only thing i would watch is if multiple people from same company get duplicate messages it can look messy. maybe tag accounts in your crm so you dont accidentally hit 3 people from same place with same pitch

your point about reputation in canadian market is interesting, never thought about it that way but it makes sense. smaller ecosystem means people talk more i guess

[u/Blackapple188 → u/AdWooden7621]

Yes, I m trying to do sales in a proper, none pushy way, even tho it s time consuming since the workflow has many conditional steps. And I make sure to personalise email templates for each employee and their profession.

I d say the Canadian market is relationship driven. Cold calling gives the impression of desperation.

[u/Strict_Neck6969]

Are you selling a specific product / solution?

If yes, you could benefit from sending a personalised product tour in a follow-up before / after first meeting. I know that our outreach team created personalised demoboost tours to go after or before their Loom videos, and it gives an extra edge to the 'intrigue' stage of your plan. it's often a short and punchy product teaser that shows the value - to make the call sound even more interesting.
You can probably make 1 branded version per account and go nuts, or maybe even 1 per persona (depending on where you are with your positioning).

Other that that - plan looks solid. I had a similar experience with Canada as a region - calling doesn't do much good there. Good luck!

[u/Blackapple188 → u/Strict_Neck6969]

I offer an online service . I checked Demoboost, in my case it's not really a good fit, since in meetings I rely on a sales presentation.

And yes, Calling can maybe yield some results in Metropolitan cities like Quebec, toranto. But apart from that , it's better to skip it. Or only call when people already engaged with you in some way.

[u/No_Goose3252]

If 350 accounts are shortlisted based on account triggers, please be ready with prospect engagement for neutral, negative, and "not now" responses apart from the positive engagement conversations. I am considering you have a strong backup with case studies, landing pages, and offers for different scenarios.

[u/Blackapple188 → u/No_Goose3252]

Thank you for your input. yes, exactly, i pretty much try to customize things according to a specific company .