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Kreuzberger why salespeople shouldn't prospect slides june 2013 v2
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Kreuzberger why salespeople shouldn't prospect slides june 2013 v2


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  • “ hey tell this to my boss”
  • Need to chunk your time – at least 2 hours for prospecting
  • Orange – whether you have marketing team or do it yourself Green – prosepcting Yellow - closing
  • We’ll have a few like …I don’t want to sound like a salesperson, what do I say> Should I leave a voice mail & what would it sound like? When someone says what’s this in regards to? What do I say?
  • Transcript

    • 1. Predictable Revenue:Why Salespeople Shouldn’t
    • 2. Welcome To The Webinar• 3 keys to building your 2013 salesmachine• How to build a prospecting machineWITHOUT cold calling
    • 3. Award-WinningBestseller“…a masterpiece...Imcertain your methods willdominate the way salesorganizations operate forthe next 10 years."Thomas Kattnigg, SVP Sales,Pipeliner
    • 4. Aaron Ross• $100M @• Father of four• 25 hr workweek
    • 5. The “Hot Coals”
    • 6. Some Old Rules• Double sales by doubling yoursales team• Everybody prospects• “How can I get them to buy?”
    • 7. Some New Rules• Double sales by doubling yourqualified leads• Salespeople (closers) shouldn’tprospect• “What problem can we solve?”
    • 8. Fatal Mistake #1Treating All Leads Alike
    • 9. 3 Lead Types: Seeds, Nets & Spears
    • 10. Fatal Mistake #2Wasting Your Time WithThe Wrong Prospects
    • 11. Fatal Mistake #3Making Salespeople Prospect
    • 12. Why Salespeople Shouldn’t Prospect• They aren’t any good at it• They don’t like it• It’s not repeatableGoogle “Why Salespeople Shouldn’t Prospect” and send it toyour manager
    • 13. Prospecting Emails• Short and sweet – iPhone-sized• Think “Squirrel Feeding”• Ask simple-to-answer questions• Use the referral approach• DON’T “SELL” or “PITCH”!
    • 14. These Ideas Work• +$4m in new pipeline this quarter• $1 million to $20 million in three years• 0% growth to 30% in a year (adding $10m)“It is great to read to read the theory, butwhen you see the actual results comingthrough, its incredible.” - Paul CRO Ceros
    • 15. #1 Takeaway Idea• SPECIALIZE
    • 16. Learn More / Buy The Book• Predictable Revenue is on Amazon– $9 paperback, $1 Kindle• Plus tons of detailed information in the“Triple Your Pipeline Guide”
    • 17. Q &