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The Badass B2B Growth Guide  Play CC6: Leveraging Wins to Attract Similar Clients
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www.getwsodo.com
www.getwsodo.com
Jeremy Leveille is a top performing SDR at LeadIQ. He set 69 qualified meetings in a month.

The Foundation
To select new accounts to target, he checks his CRM to see which companies recently signed.

 Play F1: Know Your Market Then he talks to new customers to better understand what problems they were bumping into that caused them to start
shopping and buy LeadIQ.
 Play F2: Having a Growth vs. Fixed
Mindset
Then he does a Google and LinkedIn search to see who their competitors are.
 Play F3: Don't Be a Debbie Downer
(You can also use Similar Sites, which is a Chrome extension to find similar companies).
 Play F4: How to Elegantly Explain
What You Do
To find contacts, he uses the same titles as the customers who bought.
 Play F5: Ditch the Pitch
Next, he uses LeadIQ to find their email address and direct phone number.
 Play F6: Starting Conversations
with Strangers
Now, instead of just pitching a product through the perspective of LeadIQ, he can leverage a customer success story when
 Play F7: Don't Exceed Your cold calling.
Prospect's Speed Limit

“Hi John, the reason I’m calling is that Spotio is hosting some virtual events on a lesser known approach sales enablement
 Play F8: Solutions Disguised as
Problems managers are using to help their teams exceed booked meeting targets. And I just have 2 quick questions to see if this
would be relevant for you. Would that be okay?”
 Play F9: How to Explain What You
Do in a Cold Email in One Sentence
His cold email subject line is: “What (competitor name) did".
 Play F10: How to Start
Conversations with People Who Aren't Getting to know the specific words and lingo your customers use when describing their problems will give you sales
Buying
superpowers because your message will be more relevant. You’ll be able to join the conversation already taking place in
 Play F11: Go for No their mind.

 Play F12: Deposits & Withdrawals

Selling through a 3rd party (your customer’s success story) will make you irresistible to prospects.

Know Your Prospect's Motivators Why?

 Play PM1: Your Market's Because people want to improve and are curious to learn what other folks like them are doing to be more successful.
Motivations

 Play PM2: Fireballs vs. Flowers Your customer’s story is more interesting than your company's story.

 Play PM3: How to Become An

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