Chapter 11 Tools of the Trade Here’s an example of an email that might be delivered two or three days after an e-book download: Hi << Test First Name, >> Thank you for recently downloading Salesforce’s resource. I hope you found it to be helpful, or at least interesting! Now that you’ve had a few days to digest the material, I wanted to touch base to get your thoughts and feedback. How does your schedule look over the coming week to chat? Let me know, Greg Greg Poirier President CloudKettle 1-800-878-4756 ext. 100 cloudkettle.com This email is part of a drip nurturing campaign. In another five days it might be followed by a similar, but firmer email trying to set up a meeting as well as including another interesting free resource. Then another seven days later, and so on. Each email providing another touchpoint, keeping your organization top of mind, while also providing the recipient with free resources and opportunities to reach out to you for assistance. Keep Your Toolbox Full All of the tools detailed above are often what sets the stronger startups apart from the rest. Take stock of what’s currently in your toolbox and put in the time to level up your marketing and sales collateral, and your marketing automation systems. Doing so will arm your salespeople with invaluable information and tools to get not only more sales, but the sales that are worth the most.