Tawheed Kader (CEO, ToutApp) - The 5x5: Personalizing Relationships at Scale Visit SalesHacker.com for more sales hacks, tips, and tactics.

1. 5X5
drip campaigns for salespeople

2. MARKETERS
did someone say campaigns?

3. SALES
too analog for campaigns

4. MARKETERS
• Think in terms of
“Campaigns”
• MultipleTouches
• Multiple Channels
• Segmentation and
Personalization
CrowdCrux.com

5. TRADITIONAL SALES
• 1o1 Human Communication
• Knocking On Doors
• Dialing For Dollars
• Lookin’ ForThe Glengarry Leads

6. AS MARKETING+SALES
EVOLVED…

7. INSIDE SALES CHALLENGES
• Less In-Person Contact
• IncreasedVolume of Leads, Opptys
• Just Can’t Hire “Bodies” Fast Enough

8. INCREASEDVOLUME
• Inbound Leads
• SDR Generated Opportunities
• Recurring Business

9. HOW DOYOU SCALE?

10. HOW NOTTO DO IT
• Don’t just add bodies
• Don’t do it manually
• Don’t do it by gut

11. 5X5
salespeople becoming mini-marketers

12. 5X5 CAMPAIGNS
• 5 Pre-PlannedTemplates
• 5 Days/Weeks/Months Apart
• MultipleTouches At Scale
• Multiple Channels

13. WE USE 5X5 FOR
• Prospecting and Sales Development
• Handling Newly Assigned Leads
• Nurturing During the Deal Process
• Post Sale Follow-Ups
• Driving Renewals

14. STRATEGICTOUCHES
1. IntroduceYourself
2. ProvideValue
3. Offer Help
4. Engage for Feedback
5. “The Ask”

17. Introduce
ProvideValue
ProvideValue
Engage For Feedback
“The Ask”

19. ?✓Read tracking
✓Click tracking
✓Presentations tracking
✓Reply tracking
Website
ClicksReads
Presentation
Forwards
Replies
Badass
Tracking:

20. TO RECAP, USE 5X5 FOR
• Prospecting and Sales Development
• Handling Newly Assigned Leads
• Nurturing During the Deal Process
• Post Sale Follow-Ups
• Driving Renewals

21. BEST PRACTICES
• Automate when possible
• {{Personalize}} as much as possible
• Use Engagement Data to drive next steps
• Constantly iterate and test new messaging

22. BEST PRACTICES
• Use LinkedIn to Research
• Check Glassdoor for Employee Reviews
• Check Indeed for Jobs/Hiring
• Read their Blog

23. WITHTHE 5X5 METHOD
• Each of your Reps can scale
• Drive consistency in your messaging
• Accelerate your overall process

24. DON’T GET LAZY
You’re In Sales.