{% set baseFontFamily = "Open Sans" %} /* Add the font family you wish to use. You may need to import it above. */

{% set headerFontFamily = "Open Sans" %} /* This affects only headers on the site. Add the font family you wish to use. You may need to import it above. */

{% set textColor = "#565656" %} /* This sets the universal color of dark text on the site */

{% set pageCenter = "1200px" %} /* This sets the width of the website */

{% set headerType = "fixed" %} /* To make this a fixed header, change the value to "fixed" - otherwise, set it to "static" */

{% set lightGreyColor = "#f7f7f7" %} /* This affects all grey background sections */

{% set baseFontWeight = "normal" %} /* More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set headerFontWeight = "lighter" %} /* For Headers; More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set buttonRadius = '0' %} /* "0" for square edges, "10px" for rounded edges, "40px" for pill shape; This will change all buttons */

After you have updated your stylesheet, make sure you turn this module off

The Inbound Sales and Marketing Blog

What's In Your Net-New Business Playbook?

How consistent is your sales team at bringing in net-new business? Without a consistent stream of opportunities entering the top of the funnel, the end-of-month results will be disappointing. Instead of net-new, the revenue will be primarily be from flipping the MIF.

A process is a series of steps for a repeated outcome. Processes bring predictability, efficiency, and consistency to net-new business.

Every business has processes:

  • Service processes like service call entry and ticket management ensure happy customers.
  • Financial processes like order fulfillment and collections ensure a controlled financial environment.
  • HR processes like on-boarding and benefits administration ensure compliance and happy employees.

While businesses have all kinds of critical processes, when it comes to generating net-new sales, it's often hard to find documented processes in place.

Without processes in place, business becomes chaos.

What is a Prospecting Sequence?

You need net-new business to hit your number. Net-new business requires appointments. When sales reps fail to consistently schedule appointments it shows up at the end of the month.

What does it take to get appointments? Could there be a way that is more effective, efficient, and measurable?

Salesforce.com research tells us that it takes 6-8 touches to get an appointment. When it comes to prospecting, the problem is that sales reps rarely get this many touches. Most prospecting is neither strategic nor systematic.

Fortunately there is a better way to make sure your sales reps get multiple touches with prospective clients. We call this a Prospecting Sequence. Here’s what this looks like: