The Sales Development Conference Oct. 27, 2021, with Billy Leung

1. The Future of
Sales Prospecting

2. Billy Leung
Head of Product, LeadIQ
https://www.linkedin.com/in
/billycleung

3. We have been dealing with a
separate epidemic...

4. Buyers are increasingly becoming more selective
because of the ease of spammy outreach
< 1% 3%
Average Cold Email
Reply Rate
Average Cold Call
Connect Rate
Source: Salesloft Conference

5. Let’s Play a Game of
THIS
THA
T
OR

6. Which email was successful in getting a response??
6
A B

7. Which email was successful in getting a response??
7
A B

8. Which email was successful in getting a response??
8
B
A

9. Which email was successful in getting a response??
9
A B

10. Which email was successful in getting a response??
10
A B

11. Which email was successful in getting a response??
11
A B

12. Meet the person who wrote these highly personalized emails
12
Angel
Sales Development Rep
Her response rate was 11x
better than others who don’t
personalize

13. Meet the person who wrote these highly personalized emails
13
She doesn’t exist in
this world...because
she’s an AI
Angel
Sales Development Rep
Her response rate was 11x
better than others who don’t
personalize

14. She has been successful at getting an initial connection with prospects...
14

15. ...but some of the prospects were still not interested in it
15

16. ...but the prospects are still not interested in it
16
The key to success in the future is
(more than) just great personalization

17. Today’s future thought-provoking discussions
17
1. What are some of the major trends affecting sales
prospecting?
2. What are the opportunities that sales leaders and
their teams can act on today to be successful?
3. New paradigm of selling effectively

18. Trend #1: AI is ready to augment Sales
Predictive
Analytics
● Which ICPs or
personas perform
the best?
● Which accounts
to prioritize?

19. Trend #1: AI is ready to augment Sales
Predictive
Analytics
● Which ICPs or
personas perform
the best?
● Which accounts
to prioritize?
Prescriptive
Analytics
● What are your
recommended
net-new leads?
● What pending
actions for your
contacts?

20. Trend #1: AI is ready to augment Sales
Predictive
Analytics
● Which ICPs or
personas perform
the best?
● Which accounts
to prioritize?
Prescriptive
Analytics
● What are your
recommended
net-new leads?
● What pending
actions for your
contacts?
Natural Language
Processing
● Input
○ Sentiment
analysis
● Output
○ Copies
○ Creatives

21. Opportunity #1: timing may be ripe to start
investing in this emerging technology
Source: Garnor
56% of CSOs have not executed this strategy yet
10% have not thought about it yet
2% decided against

22. Trend #2: Virtual selling is inevitable in our global and remote world
22
Sources: Upwork 2021 Workforce Report, Salesforce
28% of the US workforce (>40.7 million workers) will be working fully
remotely by 2025, a 114% increase before the pandemic

23. Trend #2: Virtual selling is inevitable in our global and remote world
23
Sources: Upwork 2021 Workforce Report, Salesforce
28% of the US workforce (>40.7 million workers) will be working fully
remotely by 2025, a 114% increase before the pandemic
>80% of business have reported an increase of utilization in Video and
other asynchronous collaborative software

24. Trend #2: Virtual selling is inevitable in our global and remote world
24
Sources: Upwork 2021 Workforce Report, Salesforce
28% of the US workforce (>40.7 million workers) will be working fully
remotely by 2025, a 114% increase before the pandemic
>80% of business have reported an increase of utilization in Video and
other asynchronous collaborative software
48% of reps struggle with being productive in remote environments

25. Opportunity #2: Facilitate virtual collaboration by utilizing additional
prioritization insights
25
75% of reps struggle with the who (to
reach out to), how (to access), and
what (to position)
72% struggle to extract meaningful
next steps from massive volume of raw
sales data
64% struggle to know how to use the
contextual information for sales
conversations
Sources: Salesforce
TOP CHALLENGES:

26. Opportunity #2: Facilitate virtual collaboration by utilizing additional
prioritization insights
26
75% of reps struggle with the who (to
reach out to), how (to access), and
what (to position)
72% struggle to extract meaningful
next steps from massive volume of raw
sales data
64% struggle to know how to use the
contextual information for sales
conversations
Prioritization Insights
● Buying Team insights
● Intent and
engagement data
● Incorporating
marketing data with
sales
● Create a holistic view
of your accounts
Sources: Salesforce
TOP CHALLENGES:

27. Trend #3: Digital buying (rep-free) is becoming more common, as driven by
younger generations
27
Source: Garnor

28. PLG (Product Led Growth) is the new growth hacking in B2B
28
Source: LeadI LinkedIn Survey

29. 29
Opportunity #3: Complement your (virtual) sales processes with
tools that enable your buyers to a frictionless and asynchronous
product learning experience
Source: LeadI LinkedIn Survey
PLG (Product Led Growth) is the new growth hacking in B2B

30. Trend #4: Data is no longer the king…insights is the new emperor
30
Source: LeadI LinkedIn Survey
• (Raw) data is no longer useful given its volume and
noise
– Insights on account history, ICP analytics, and
Buying Team intention are now readily available

31. Trend #4: Data is no longer the king…insights is the new emperor
31
Source: LeadI LinkedIn Survey
• (Raw) data is no longer useful given its volume and
noise
– Insights on account history, ICP analytics, and
Buying Team intention are now readily available
• “Macro” Challenges:
– Data literacy: Hiring and training a team with the
ability to understand, respond, and collaborate to
insights at scale
– GDPR/Data Privacy Laws

32. GDPR/data privacy is coming, whether you are ready or not
32

33. Opportunity #4:
To win, you also need to be a leader in data privacy
33

34. OPPORTUNITIES SUMMARY
#4: Be proactive in Data Privacy compliance
#3: Complement your (virtual) sales processes with PLG to
support an asynchronous product learning experience
#2: Utilize prioritization insights to collaborate virtually
#1: Invest in AI to augment Sales

35. Today’s future thought-provoking discussions
35
1. What are some of the major trends affecting sales
prospecting?
2. What are the opportunities that sales leaders and
their teams can act on today to be successful?
3. New paradigm of selling effectively

36. New paradigm in prospecting will enable both digital buying + virtual selling
36
Virtual
Selling
Digital
Buying
Your New
Sales
Paradigm

37. New paradigm of selling:
Three pillars for successful prospecting: PPC Framework
37
Prioritization Personalization Collaboration

38. You need more than
Contact Data to build
authentic connections
with your customers
38
Copyright © LeadIQ, Inc. Do not distribute.
In order to build an authentic
connection with the buyers, sales
teams of today and tomorrow
need to look beyond getting
contact data to increase the odds
of closing.
Prioritize
Getting a holistic and unified view of your
accounts to understand the history, gaps,
and opportunity
Get account plan insights on the why-now
and why-you
Get net new leads recommended based on
the persona and ICP that you defined
Personalize
Create a Buying Team for each account to
better nurture key decision makers
Understand and optimize the engagement
and interests of your champions and
influencers
Tight collaboration between SDR and AEs

39. New paradigm of selling:
Three pillars for successful prospecting: PPC Framework
39
Prioritization
Get insights to help you:
● Understand your best
ICPs and their
performance
● Identify and nurture
your “Buying Team”
● Get a holistic view of
the history of the
account

40. New paradigm of selling:
Three pillars for successful prospecting: PPC Framework
40
Prioritization
Get insights to help you:
● Understand your best
ICPs and their
performance
● Identify and nurture
your “Buying Team”
● Get a holistic view of
the history of the
account
Personalization
● Personalize at scale
and in real-time using
AI-assisted tools
● Combine context with
intent and ICP data

41. New paradigm of selling:
Three pillars for successful prospecting: PPC Framework
41
Prioritization
Get insights to help you:
● Understand your best
ICPs and their
performance
● Identify and nurture
your “Buying Team”
● Get a holistic view of
the history of the
account
Personalization
● Personalize at scale
and in real-time using
AI-assisted tools
● Combine context with
intent and ICP data
Collaboration
● Enable your team to
collaborate effectively
and virtually, over
contextual data
● Internally AND
externally with your
champions and
mobilizers

42. IN SUMMARY
#4: Be proactive in Data Privacy
compliance
#3: Complement your (virtual) sales
processes with PLG to support an
asynchronous product learning
experience
#2: Utilize prioritization insights to
collaborate virtually
#1: Invest in AI to augment Sales Prioritization
● Understand your best ICPs and their
performance
● Identify and nurture your “Buying Team”
Personalization
● Personalize at scale using AI-assisted tools
● Combine context with intent and ICP data
Collaboration
● Enable your team to collaborate effectively
over contextual data
● Internally AND externally
OPPORTUNITIES NEW PARADIGM OF
PROSPECTING

43. Thank you!
Questions/Discussions
43

44. Learn more about LeadIQ at
www.LeadIQ.com and how our tools
can help you become successful in
this new Sales paradigm
44

45. 45
Copyright © LeadIQ, Inc. Do not distribute.
LeadIQ
Product Mission
LeadIQ eliminates sales’ busy work and
enables outbounding with prioritization and
personalization insights.
Automated Prospecting
Eliminate repetitive tasks using our
Lead Recommendation so sales
team can get to sales conversion,
faster and easier
Buying Team Map
Unify useful data from Salesforce,
Outreach, and additional personalization
data sources into our Persona and
Buying Team Map
At-a-glance Dashboard
Provide managers actionable
analytic insights to improve their
playbooks, collaboration, and
improve sales velocity
AI-powered Insights and Personalization
AI-driven prospecting personalization
and prioritization unlocks even more
high-value activities and insights