Are you the industry s best kept secret? Not for long. We re terrible at keeping good things a secret.

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1 Are you the industry s best kept secret? Not for long. We re terrible at keeping good things a secret.

2 LeadUp fully manages targeted lead acquisition and outreach for your business. That means your salespeople spend more time doing what you pay them for closing deals!

3 At LeadUp, we believe a few things are true of successful sales organizations: 1. Sales executives should spend the majority of their time closing new business. Research shows that 67% of a typical salesperson s time is spent on non-selling activities such as prospect research, data entry, or general busy work. Unfortunately, companies frequently hire a senior sales executive, pay a base salary of $100k+ annually and include administrative activities in their job responsibilities. By the time you are willing to invest heavily in a sales executive, they should have proven themselves capable strategists and closers or you shouldn t have hired (or promoted) them. Your business is best off when these skilled executives are presenting prospects with purchase orders. The fastest way to squander your investment in a sales team is to have these executives sift through mountains of paperwork or collate their own lists of leads. It is a poor use of your investment and will cause good people to find greener pastures. Sales people are notoriously bad at organization of any sort, but are tenacious, committed and thorough when closing a new prospect. A 5% increase in selling time can yield a 20% increase in revenue. _The Marketo Definitive Guide to Leads Qualification & Sales Development The very best sales executives possess a singular skill that is highly desirable and equitably compensated. This skill? Closing new business. Those that can take a territory from fallow to producing a harvest have an elite skill set that you want to capture, compensate and focus. We re talking sharks with frickin laser beams that level of focus. Inefficiencies and paper-pushing only distract your would-be sharks from that focus. Companies that effectively remove obstacles that prevent sales executives from closing new business find themselves profitable and capable of attracting and retaining top sales talent.

4 2. Executives should spend more time with customers. Customer acquisition costs are typically much higher than the cost of keeping or growing a happy account. Once a company successfully removes obstacles to sales executives closing deals, they are free to spend more time with existing customers. This serves two incredibly valuable purposes. First, customers are the most valuable source of information about your services. Listen to them! Closers often say that roaming the halls of their clients buildings produces some of the most meaningful interactions. The golf course (specifically the 19th hole) is a classic venue for closing deals. Executives are at their best when dealing with clients face to face and building meaningful relationships. Give them the chance to settle into their sweet spot more often. Second, existing customers have to pay a price for leaving and there is incentive for existing customers to add relevant services. Courting a new vendor is costly for the purchaser and it is in the client s best interest to get things right the first time. Give the client a valuable service, a positive experience and deal fairly. Executives are free to nurture existing business when they are free from the false hustle of busy-ness. 3. Companies should use available technologies to accelerate revenue. A 5% decrease in sales cycle length can yield a 30% increase in revenue. _The Marketo Definitive Guide to Leads Qualification & Sales Development Why not stack the deck in your favor? If Chris Moneymaker offered to be your wing man at a Texas Hold em table in Vegas, you would say yes, right? Two technology-related market opportunities have emerged in the last few years: - Social profiles offer more insight into buyers preferences. - Buyers at all levels are using mobile devices more for , LinkedIn, Twitter, etc. They are making fewer phone calls. Your sales strategy needs to include plans to adapt to these trends and capitalize on a process that is scalable and fast. Client outreach, informed by technology, can be measured, quickly adapted and exponentially increase the success of your closers.

5 WHY WORK WITH LEADUP? LeadUp hustles for you through intelligent sales automation and personalized sales expertise. 1. Custom client research At the outset of an engagement, we do extensive work with you to calibrate your ideal customer profile. This includes collaboration and research that is specific to your business. The first three months are considered a pilot phase, includes weekly calibration calls for the first 4-6 weeks. 2. Accelerated lead generation and optimization LeadUp s team employs a disciplined methodology that aligns communication with appropriate levels of influence at your target companies. Purchasing decisions affect entire teams, departments and companies. As a result, multiple personas are involved in the buying process. At LeadUp, we target prospects with the following personas: 1. Decision Maker 2. Mobilizer 3. Insider An average of 7 people are involved in the buying process. _Gartner Group Our lead acquisition and optimization software specifically targets buyers at each level of influence. Not only do we find your ideal customers and buyers, but we tailor messages that resonate specifically with those buyers. 3. Targeted outbound prospecting marketing has 2X ROI than cold calling, networking or tradeshows. _Marketing Sherpa Once the prospects are acquired and messages are tailored based on buyer personas, LeadUp s sales experts work with you to calibrate messages and collect data on how your prospects are interacting with your messages. Through our proprietary blend of software automation and human intelligence, we find buyers that are ready to get down to business.

6 Is LeadUp a fit for your business? Well, how fast are you hoping to grow? Reach out to us at or ABOUT THE BOOK This publication was both created and written by LeadUp. Feel free to re-publish excerpts from the book as long as it is credited to LeadUp. You are welcome to share the book in its entirety with anyone you think might be interested. ABOUT LEADUP LeadUp fully manages targeted lead acquisition and outreach for your business. We perform custom client research, accelerated lead generation & optimization and targeted outbound prospecting. MORE INFORMATION Visit LeadUp.io for more information on outbound made easy, read our blog at LeadUp.io/blog or follow us on

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