What the Fracking Sales Job: How to Mine Your (Sales) Pipeline and Break Into New Markets in 3 Easy Steps

The pandemic has created new opportunities for many companies that are just waiting to be tapped.

But for quota to be met, sales professionals need a plan in place that will help them identify and sell to new audiences.

Fracking helps the environment because it is cleaner than other forms of energy production.

If you’re wondering what fracking has to do with increasing your sales, don’t worry. We’ll break it down for you in three easy steps so that the next time a customer asks about hydraulic fracturing and how it relates to mining or drilling for natural resources, then we can confidently answer them.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

What Does Fracking Sales Job Have to do With Marketing?

The process of fracking sales job is used to extract natural gas and oil from formations that would not be able to otherwise.

They use water and sand to break the rock, then gas and oil come up.

One of the most important roles in Sales is Account Executive, and they need to be able to build relationships with customers. If a company has too many people from one culture or background, it’s hard for them to connect.

Everything.

By applying the right pressure to your pipeline, you will be able to break into new markets and find opportunities that were hidden before.

In sales, you can be right next to a big opportunity and not take advantage of it because the job seems too difficult.

Instead of wasting your energy on a new project, you can identify the opportunities hidden in deals that are currently working and maximize their value.

Step 1: Find New Opportunities and Markets With the Closed-Won Deals

In a fracking sales job, you need to identify your next opportunity based on the deals that you and others in your company have closed over the past few months.

You can think of closed-won deals as a way to find out more about potential clients, and by asking questions you’ll come closer to the gold mine.

It is important to mine your sales pipeline for all opportunities, both old and new.

It’s not just the US that has been affected by this pandemic. It could be other countries or even people who have never done business with you before.

Companies need to work hard and be proactive in order to get new markets.

When you’re looking at opportunities that didn’t close, it’s important to look for what went wrong. It could be pricing or service.

These are all good ways to start the process of fracking.

After you close a deal, ask yourself what went wrong and what went right so that you can better identify future opportunities.

Ask yourself how much time you’re spending on deals that are too small.

What industry are they in?

Who was the decision-maker?

How many people were involved in the hiring process?

What was their budget?

How long did it take to close?

Early on, I focused more on what they wanted to avoid than the positive aspects of their job.

This analysis will help you find the perfect people to talk with and what problems to address in order to shorten your sales cycle.

Step 2: Find the Competitors of Your Customer

When you review your closed-won deals, the resource-rich motherload of new business and markets is their competitors.

If you closed a deal during the pandemic with one business in an industry, it is possible to have that same success again. Just find another company within that field and reach out.

When you search for companies that have industry overlap with your recent closed-won deals, Google will give them to you.

You can even go to Google and search for “closed-won account” competitors.

But dont forget about other search engines, like Bing. It is advised to use a hybrid approach of PPC and keyword SEO targeting for content.

If you want to make your application process easier, use LinkedIn and contact these companies decision-makers.

You can find a lot of information about your prospects by using other sophisticated solutions, such as ZoomInfo or Clearbit.

Step 3: Get that Fracking Sales Job

Our first step to finding success is the fracking. This means we will bombard our prospects with emails and phone calls until they give us a sale.

Its time to start asking your prospects about their pain and what they need in order for you to be successful.

One of the most important parts about this step is to figure out what questions are going to get prospects talking. Its not just any question you can ask, but one that will really make them open up.

Liz Heiman gave a great talk at last years Success Summit that covered this topic in depth. You can watch it here.

Find something to be passionate about, and let it come through in your work.

You should also mention your product to prospects when you call them. You could say something like, Ive noticed that businesses similar to yours are using our products would you be interested in knowing why and how?

Product positioning is really important. When you ask questions like this, your product becomes an advantage that the other team already has and they now feel as though they need it.

Dont be abrasive

When I said to ask high-pressure questions, that didnt mean be insensitive. When we say real life fracking, it doesn’t involve sand.

Even if you think it is the right time, don’t forget that there are still global pandemics going on all over the world. You might not be able to get your product or service in front of them because they’re busy with other things.

Be empathetic, and remember to put the customer first.

Dont push too hard.

It can be tough to find the right balance, but if you do it well, you’ll attract new clients.

Its time to Close

There are still some steps to go through after completing the three mining your sales pipeline steps, including negotiating price and so on.

Fracking is when you take a look at your closed-won deals and evaluate them to see if there are any new business opportunities in the area.

But, eventually it cant keep up with demand.

It’s important to keep an eye on your CRM data and make sure it is accurate. You also want a polished, professional-looking sales document that you can present confidently.

If you want to expand your customer base, try fracking sales job.

If you’re stuck in a sales rut, try any unconventional marketing technique to get your business booming again.

If you don’t want to be in sales, try the real thing- fracking sales job?


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.