Plays that Get You Paid: How to Level Up Your Sales Prospecting
Success in sales is all about relationships and execution – executing plays that deliver value and resonate with the right stakeholders in the right way. But play execution isn’t sending an e-mail once and hoping you get leads.
A few years ago, I worked with my team to create “Plays that Get You Paid.”
The goal was simple. I had 80 people touching my territory’s customers and sought to understand exactly how each of them got paid. If I was going to deliver quality leads to them, what titles and conversations would be most lucrative to them? Once I knew that, it came down to building a predictive framework and engine for outreach with those goals in mind.
This isn’t a run-of-the-mill prospecting approach. It’s a meticulously designed grid and framework that combines surgical precision with scalable tactics. 
From targeted outreach to demand generation engines through newsletters and webinars, we’ve covered all the bases to ensure our conversations hit the mark and resonate with our audience.
Before you can feast, you’ve got to set the table. It takes time, but it’s worth it when 60-70 people from your biggest prospect show up to every single webinar you do.
This process has generated over $350M in revenue that never would have existed otherwise and influenced over $1B in pipeline.
“Plays that Get You Paid” isn’t just about executing plays; it’s about creating a dialogue that leads to tangible results. We’ve mapped out our strategy around the pillars of what our customers want to talk about and what truly resonates with them.
What are you experimenting with in your top-of-the-funnel prospecting? How can you create plays that not only engage but also lead to those desired wins?
I’d love to hear your thoughts and experiences in the comments.
Thank you, Morgan J Ingram, for the timely and powerful discussion!
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