t Based t elopmen v oun c c art 9 A f The big three P The WHERE oSales De There are many ways to reach out to target “Voicemail and email are contacts. But the ABSD discipline is built on equally important. And together, the big three: Mix it up! they’re twice as effective as We’re focusing on the three main 1. Human email – as opposed to automated all other touches combined.” sales development channels here, templates or marketing automation campaigns but remember, there are many more 2. The phone – including voice mail and live calls Trish Bertuzzi ways to reach out. Think about using 3. Social media – and industry community sites The Sales Development any or all of these formats and channels to reach your prospects: Your ABSD Plays will largely be built on touches Playbook across these three channels. Let’s take them • Text messages one at a time… • Memes • Gifs Pick the channels they like most • Personal video • Snapchat What’s the best channel for reaching out to • Pinterest a prospect? The channel they like best. The • Instagram “perfect” prospecting email sent to someone • Google+ who gets a thousand emails a day may be less • Personal podcast effective than a ‘good enough’ direct message • WhatsApp sent to someone who likes to communicate • SlideShare over Twitter. Find out! • Google Hangout • Periscope • Use your imagination… 61