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The Sequencing Matrix outlines how the sales team can determine the types of communication, and personalization efforts that go into each type of prospect for outreach.
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Sequence Matrix (Inbound- True Hand Raisers)
They have said they want to speak to us OR Requested A Demo
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OUR INBOUND PROCESS WILL NOT CHANGE FROM WHAT WE HAVE ESTABLISHED WITH THE NEW FUNNEL PROJECT
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Company Size & Value SegmentPersona-1Persona-2Persona-3Persona-4Persona-5Persona-6
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50-99C Level HRDirector Level HRC Level FinanceC- Level OtherTeam ManagersIndividual Contributors
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100-199C Level HRDirector Level HRC Level FinanceC- Level OtherTeam Managers◆ Individual Contributors
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200-799C Level HRDirector Level HRC Level FinanceC- Level OtherTeam Managers◆ Individual Contributors
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800-4000C Level HRDirector Level HRC Level FinanceC- Level OtherTeam Managers◆ Individual Contributors
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Key: Task Types Associated W Each Teir Level
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High Touch ProspectsHighly Personalized & CallsResearch | Personalized (Manual) Emails | Automated Emails | Linkedin Tasks (maybe) | Calls
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Medium Touch ProspectsMostly Automated w/ No PersonalizationAutomated Emails | Linkedin Tasks (Maybe) | Calls
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Low Touch Prospects100% Automated - No Calls Automated Emails Only
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No Touch ProspectsDo Not SequenceNo Contact: Discarded as not ICP OR an IC That Cannot Influence Buying
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◆ Served Awareness & Educational Content That May Be Shared With Influencers/DMs
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Postbound = NOT TRUE HANDRAISERS (Event/Webinar Attendees | Content Downloads)Sending Schedule:
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Inbound = TRUE HAND RAISERS (I WANT TO TALK TO SOMEONE)Inbound24 HR Cycle7 days/week
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Outbound = SELF SOURCED | OR ROE DRIVEN (LISTS CREATED)PostboundExtended Prospect Business Hours8:45 AM To 8PM Prospects Time M-F
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OutboundSender's Business Hours8:45 AM TO 6PM Prospects Time M-F
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