Increase conversion rates.
Integrate social selling into your sales processes to secure more meetings with key stakeholders.
PIPELINE GENERATION
Most companies bombard buyers with unsolicited calls, voicemails, and ‘personalized at scale’ emails that convert to conversation less than 1% of the time.
Why it matters:
Buyers are more connected and empowered than ever. Multi-channel prospecting using modern methods like relationship mapping, social engagement, and video messaging on their preferred channels is essential for sellers. Doing it right is where we come in.
Relationship Capital
Teams identify warm paths to buying personas at their customer and target accounts through your company’s employees relationships or their own professional networks.
Social Data
Teams engage with the posts of socially active buyers, get accepted into their networks and share relevant content to bring immediate value before taking the conversation off LinkedIn.
Personal Insights
Teams engage with socially inactive buyers on traditional channels by incorporating corporate and personal insights in their messages that differentiate them from their competitors.
Planning & Collaboration
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Course Objective:
Teach participants how to strategically engage with industry events before, during, and after to optimize return on investment, create meaningful connections, and ensure an impactful attendee experience.
Target Audience:
Sales professionals, marketing teams, and customer-facing roles responsible for event preparation, engagement, and follow-up.
Duration:
2.0 hours
Learning Outcomes:
Develop a pre-event strategy to build interest, set up meetings, and prepare engagement plans.
Execute effective engagement tactics during events (both on-site and remotely) to foster meaningful connections.
Implement structured post-event follow-up to convert connections into opportunities and measure ROI.
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Course Objective:
Enable participants to conduct in-depth corporate research for customer and target accounts, informing tailored outreach strategies and strategic account planning to align value propositions with business priorities.
Target Audience:
Sales and account management professionals (SDRs, AEs, AMs, Sales Leaders) who engage in account planning and strategic outreach.
Duration:
2.0 hours
Learning Outcomes:
Conduct corporate research to enhance outreach (warm introductions, social engagement, direct emails).
Map value propositions to account-specific strategic priorities and business challenges.
Use relationships, alumni, and network insights to uncover challenges not publicly available.
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Course Objective:
Teach participants to strategically collaborate across regions through effective planning, pursuit strategy alignment, and relationship mapping to maximize collective resources and drive unified business outcomes.
Target Audience:
Customer-facing teams, cross-functional roles, and leaders engaged in cross-regional projects and strategic pursuits.
Duration:
2.0 hours
Learning Outcomes:
Develop cohesive team plans that align regional efforts with strategic objectives.
Establish a pursuit strategy that leverages regional strengths and resources.
Map and leverage team relationships across regions to enhance opportunity generation and deal progression.
Pipeline Generation
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Course Objective:
Equip participants with strategies to engage and qualify inbound leads quickly and effectively, moving them through the funnel to create new pipeline opportunities.
Target Audience:
SDRs, BDMs, AEs, and customer-facing professionals handling inbound leads and tasked with generating new pipeline opportunities.
Duration:
2.0 hours
Learning Outcomes:
Rapidly qualify inbound leads to determine interest level and potential fit.
Use tailored messaging and engagement techniques to nurture leads and move them toward conversion.
Implement follow-up strategies to keep inbound leads engaged and increase conversion rates.
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Course Objective:
Guide customer-facing professionals in optimizing LinkedIn Sales Navigator to identify, prioritize, and engage target accounts effectively, leveraging relationship data and corporate research.
Target Audience:
Sales teams and customer-facing roles (SDRs, BDMs, AEs, AMs, Sales Leaders)
Duration:
2.0 hours
Learning Outcomes:
Set up and customize Sales Navigator to align with annual target account goals.
Identify and organize target accounts and buying personas using actionable lists.
Use Sales Navigator for collaboration, ensuring alignment with colleagues on outbound efforts.
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Course Objective:
Teach participants advanced Sales Navigator techniques to strategically identify and engage with change agents, alumni, and advocates within target and customer organizations, strengthening relationship pathways and increasing the likelihood of successful sales pursuits.
Prerequisite:
Completion of LinkedIn Sales Navigator Optimization or equivalent experience
Target Audience:
Experienced customer-facing professionals (AEs, AMs, Sales Leaders) looking to deepen engagement strategies through advanced Sales Navigator features.
Duration:
2.0 hours
Learning Outcomes:
Identify and leverage change agents, alumni, and followers as potential advocates or coaches in sales pursuits.
Build rapport with strategic connections (company alumni, school alumni, previous customer contacts, followers) to foster support in target organizations.
Create lists and engagement strategies tailored to each type of contact for streamlined outreach.
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Course Objective:
Enable participants to utilize their extended network strategically to secure warm introductions to buyers and influencers at target accounts, optimizing conversion rates through a structured, high-precision approach.
Target Audience:
Customer-facing professionals and sales team members (SDRs, BDMs, AEs, AMs, Sales Leaders)
Duration:
2.0 hours
Learning Outcomes:
Identify and map valuable connections across colleagues, partners, customers, friends, and family.
Integrate the Warm Introduction Process into automated sequences using Outreach, SalesLoft, or similar platforms, if required.
Execute a high-precision warm introduction process using Numentum’s templates for each communication step.
Select optimal channels for outreach, tailored to the nature of each relationship.
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Course Objective:
Enable participants to connect meaningfully with socially active buyers on LinkedIn, transition online interactions to business conversations, and effectively increase conversion rates.
Target Audience:
Customer-facing professionals (SDRs, AEs, CSMs, Sales Leaders) who engage with prospects and clients via LinkedIn.
Duration:
2.0 hours
Learning Outcomes:
Engage and connect with socially active buyers on LinkedIn.
Integrate the Social Engagement Process into automated sequences using Outreach, SalesLoft, or similar platforms, if required.
Share content that resonates with new connections at customer and target accounts.
Transition conversations from LinkedIn to offline channels to initiate business discussions.
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Course Objective:
Teach participants how to create compelling InMail messages that break through inbox clutter and secure conversations with buyers, especially when warm introductions or social engagement opportunities are unavailable.
Target Audience:
Customer-facing professionals and sales teams (SDRs, BDMs, AEs, Sales Leaders) needing effective direct outreach strategies.
Duration:
2.0 hours
Learning Outcomes:
Create impactful InMail subject lines, formats, and content that improve response rates.
Integrate the Going Direct Process into automated sequences using Outreach, SalesLoft, or similar platforms, if required.
Implement strategies for personalized messaging that resonate with buyers and increase conversation rates.
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Course Objective:
Build participant confidence in creating effective business videos, focusing on production basics, clear messaging, and engaging delivery using accessible, free video tools.
Target Audience:
Customer-facing professionals (SDRs, AEs, AMs, Sales Leaders) new to video communication.
Duration:
2.0 hours
Learning Outcomes:
Understand key elements of video production quality, including lighting, sound, and framing.
Deliver clear, concise messaging aligned with professional goals.
Get comfortable using free video platforms.
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Course Objective:
Enable participants to create personalized prospecting videos that seamlessly integrate into Numentum’s Warm Introduction, Social Engagement, and Going Direct processes, enhancing conversion rates from outreach to conversation.
Target Audience:
Customer-facing professionals (SDRs, AEs, AMs, Sales Leaders) aiming to improve outreach response rates through video in different prospecting scenarios.
Duration:
2.0 hours
Learning Outcomes:
Craft high-impact, personalized videos for each outreach process (Warm Introduction, Social Engagement, Going Direct).
Leverage video to build familiarity and trust, improving conversion rates.
Use free video tools to easily create, personalize, and share videos as part of outreach sequences.
Modernize your Enterprise Sales Motion
How do the industry’s top revenue leaders foolproof their go-to-market efforts?
Ask us about Pipeline Generation.
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