Importance Of Agoge Playbook And When You Should Use It
February 10th 2022
Outbound Sales
sales email automation
Traditionally, the ideal way to approach prospects was through email blasts and making thousands of random calls. But, modern sales teams understand the importance of reaching out to relevant prospects through consistent interactions. Streamlining sales tasks using sequences and plays helps in lead prospecting and nurturing. Agoge playbook can guide your sales team to convert high-priority prospects and close deals faster.

In this blog, you will learn how you can create your agoge playbook, why it is important and when you should use it.

Table of Contents

  • Introduction to Agoge Playbook
  • Importance of Agoge Playbook
  • When to Look Back to Your Agoge Playbook
  • Try it for Yourself

Introduction to Agoge Playbook

Agoge sequence is a sales methodology that can produce at least 3X better results from your sales outreach. You need to follow a series of simple steps and activities which can dramatically streamline and strengthen your sales outreach. Implement the following easy steps to create your agoge playbook:

1. Prioritize Accounts

The first step is to prioritize the accounts, ideally your high-priority accounts. The most likely accounts to be converted or provide a high value are most likely to be prioritized.

2. Identify High Priority Leads

The leads most likely to be converted within the account are identified. It is done by matching the existing leads with the buyer persona. The leads are then categorized into different types based on their priority and chances of converting. Based on this, the agoge matrix is created that shows the priority of leads. The matrix, upon a glance, gives an understanding of the relative priority of different leads.

Pro tip: Colour code the leads in the agoge matrix. For example, Green for the high-priority leads and red for the least-priority ones.

3. Focus on Creating Sequences

SDRs use different approaches while converting leads. Agoge playbook uses different sequences for different prospects identified in the previous step. Agoge sequence is the crux of your agoge sales playbook.

Quick view to agoge sequence:

  • Uses specialized messaging and a combination of specific touchpoints to drive engagement.
  • Focuses on short, personalized touchpoints to maximize results with minimum efforts.
  • Applies automated cadences to continue the conversation and drive results without additional inputs.

Best practices for your Agoge Sequence

You can get your agoge sequence right by following some simple, gaming-changing practices for your sales outreach. Here are some best practices to improve your agoge sequence:

  • First Impressions: Make an impression in the first two sentences of your interaction
  • Create a Cadence: Keep the human touch alive while focusing on staying at the top of the inbox
  • Triple Touch Approach: Make personalized emails, calls & LinkedIn messages your go-to triple touch
  • Engaging CTA: Encourage prospects to engage and interact with you
basic agoge sequence

4. Get Your Referral Sequence Ready!

The job of an SDR doesn't end at converting leads into paying customers. SDRs try to drive engagement and encourage people to give referrals and testimonials vital for sales conversion. Thus, Agoge playbook talks about creating agoge referral request sequences for prospects that get converted into customers. It is a proactive and easy-to-implement approach towards getting referrals.

The target of the agoge referral request is people who aren't decision-makers, and it wouldn't make sense to include them in the call-agoge sequence. These people are reached out to in large numbers, and only the relatively more important ones are called. Instead of prospecting actively, a general message tied to the value proposition is sent to these low-priority prospects. It is done because they might transfer the valuable information to someone more of a high-priority decision-maker. In other cases, they might end up giving you a referral.

Agoge referral request sequence gives you a competitive advantage as very few SDRs are doing it. You can use your sales engagement platform best with the agoge sequence to create high-priority opportunities.

5. Lead Termination

Break-ups always hurt! Every SDR knows how difficult it is to give up on a lead, as persuading leads drives them. However, it is essential to know when to stop. Once a lead doesn't convert or engage even after multiple attempts, the next step is to break up with the lead and follow up later or terminate them.

Quick tips to make the most out of your final break-up emails:

  • Try something different like humor or thorough personalization to get their attention
  • Don't waste their time. Mention the purpose of the communication
  • Try to make yourself a trusted resource by talking about your own experiences and challenges
  • Thank them for keeping up with you all this while

Keeping this in mind, the main objective while creating the agoge sales playbook can be summarized in two sentences.

  • Prove to the prospect that they are valuable to you.
  • Keep interacting with your prospects and draw their attention to your product's benefits.

Importance of Agoge Playbook

A strong team indulges in a series of sales plays to strengthen its sales outreach strategy. It is essential to involve a series of different sales methodologies in your sales efforts. Agoge playbook can guide your SDRs to successful outbound sales outreach.

  • Ignored to Acknowledged

  • Most SDRs face the issue of being ignored by the leads generated. Agoge playbook is effective as the sequences designed are for different prospects, addressing the point of being ignored. The customization and triple touch approach - emails, calls, and messaging ensure that leads acknowledge you. Not only this, agoge sequence can help you break the ice with broken-up leads and follow-ups.

  • Focus on High Priority Leads

  • In agoge sales plays, leads are categorized into different titles based on their priority. Sequences are defined for each type of prospect. The choice of the sequence depends on the importance of those leads. Dedicated focus is towards high-priority leads that match your buyer persona. These leads are highly qualified, and the focus directed towards prospecting them makes sure that your SDRs' time and resources are best utilized. The systematic way of categorizing leads and using sequences also helps less experienced SDRs to understand the ideal prospects and how to go about prospecting and nurturing them better.

    Pro tip: Try understanding and targeting the customers of your competitors. It will help you understand them better, learn about their pain points, and what works best with them.

  • Solid Outbound Outreach

  • As mentioned earlier, agoge sequences combine a series of plays to optimize the lead's experience at the multiple touchpoints. It ensures that you have a solid outbound outreach strategy by creating sequences. Before approaching prospects, the sequences are created to streamline the lead prospecting and nurturing process. It also ensures that there is synergy in the messaging and positioning of the marketing department with what the sales reps are communicating in actual interactions. It helps make you appear as a trusted resource and even engage leads that are unaware of you.

  • Increase Sales Conversion Rate

  • You can increase sales conversion with agoge sales plays. It does so in the following ways:

    • Grab attention from prospects and stay on top of their mind.
    • Integrate marketing messaging and positioning with what sales reps are pitching. It is done by following pre-established sequences.
    • Strong outreach leading to driving up engagement and eventually sales conversion.
    • Following up on qualified leads that didn't respond to you effectively.
  • Help Out New Reps

  • Training new reps in the first few months of onboarding is essential. New reps are open to adopting and experimenting with new working methods like fresh slates. An agoge sales team makes it easier to train new representatives. It makes them work with pre-established sequences and learn as they do tasks. Moreover, the agoge sales approach makes it possible to implement new practices that benefit your organization. You can implement the best practices, and new, enthusiastic, and eager-to-learn sales reps will carry them forward and execute them to precision.

  • Identify What Works Best

  • Agoge sales plays involve segmenting leads and designing a series of unique sequences for these segments. The developed sequences are tested, and the sequence that best works for the specific segment get implemented. The sequences which didn't garner much response are discarded. It helps in A/B testing your sales sequences. It helps increase response and sales conversion rates through strong outreach campaigns.

    A/B testing for Agoge Sequence

    These are some of the reasons why you might want to make the agoge sequence a part of your sales playbook. But when does the agoge playbook come in handy?

When to Look Back to Your Agoge Playbook

Having understood what agoge playbook is all about and why it is important, you might wonder when exactly you should look back to your agoge playbook. The agoge playbook is extremely handy in various situations, especially when you are stuck with a prospect that isn't responding. Not just this, it is specifically beneficial when following up on leads. However, the agoge playbook is most important when you are just starting. Let's look at this more closely.

It is often said that following up is the most challenging task for SDRs. But it is getting the attention of prospects initially. Making yourself visible in an array of emails and messages is difficult. It is when the agoge sequence comes into play. It focuses on getting the prospect's attention with thorough research. The aim is to get and retain attention in the first line of the conversation by making the prospects feel that they matter.

In conclusion, the agoge playbook is used in the following situations:

  1. When reaching out to prospects in the initial phase
  2. When you are stuck with a particular prospect that isn't responding
  3. When you need to follow up with a lead

Try it for Yourself!

If you are actively looking for ways to engage your sales leads and accounts effectively, then agoge sales plays might be just what you need. Successful implementation of the agoge playbook in your organization can help you stay at the top of your game and the top of your prospect's mind from the very beginning. While it is evident that not all leads you generate convert into actual paying customers, the agoge sales approach can increase your sales conversion manifold by optimizing both your initial, subsequent and last interactions with your prospects. Try the agoge playbook for yourself to stay a step ahead of the competition.

Shreya Palsani
Contributing Writer
Shreya Palsani
Contributing Writer
Outbound Sales
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