Today, most businesses try to source more pipeline by reaching out to prospects via cold outreach. It’s a great strategy and you should expect to generate at least 60% of your revenue from cold outreach.

What about 20-50-100+ deals that we have in our pipeline without any next steps or response? How much money do you have sitting there? $100k? $1M? $10M? Should we close them and focus on new accounts or should we try to engage one more time?

We asked Kiryl Melnichenka, Account Manager at ZoomInfo and Founder at GLBSales Inc., to design a custom outbound play for the Kraftblick community which helps to re-engage with stalled deals, find quick wins and generate more revenue for your business.

Kiryl was born and raised in Belarus but he moved to the US in 2016. He has experience working in corporate sales at companies like Argyle, Coursera and ZoomInfo.

Kiryl also owns a small advising firm that helps tech founders from Eastern Europe enter the US market and build a winning go-to-market strategy that saves at least $500k-$1M+ annually.

He noticed that for most IT companies it is very hard to identify their Ideal Customer Profile and find the “right messaging” that will resonate with the prospects.  

“ICP and Outbound Sequences — are the most popular topics among my customers when they come to me before entering the US market. I always recommend to any tech founder or Head of Sales to focus on current deals before going into cold outreach. Your sales & marketing team worked so hard to generate the pipeline for your company. I have created a custom outbound play for any sales team to execute and find quick wins with their stalled leads. Please feel free to adjust this sequence to your style. Don’t skip calls. Happy Hunting!” — says Kiryl

In this article you will find:

• Outbound Play: Stalled Deals
• Day 1 (Monday)
• Day 2 (Tuesday)
• Day 3 (Wednesday)
• Day 4 (Thursday)
• Day 5 (Friday)

Outbound Play: Stalled Deals

The primary purpose of this short sequence is to re-engage with all stalled deals from the last 1-3 months. Please feel free to make changes to the messaging if needed.

Sequence Logic: 5 days and 12 touches.

Sequence structure:

Day 1 (Monday) — Call / Call / Voice Message / Email 1