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

    1. 1. Predictable Revenue:Why Salespeople Shouldn’t ProspectPredictableRevenue.com
    2. 2. Welcome To The Webinar• 3 keys to building your 2013 salesmachine• How to build a prospecting machineWITHOUT cold calling
    3. 3. Award-WinningBestseller“…a masterpiece...Imcertain your methods willdominate the way salesorganizations operate forthe next 10 years."Thomas Kattnigg, SVP Sales,Pipeliner
    4. 4. Aaron Ross• $100M @ Salesforce.com• Father of four• 25 hr workweek
    5. 5. The “Hot Coals”
    6. 6. Some Old Rules• Double sales by doubling yoursales team• Everybody prospects• “How can I get them to buy?”
    7. 7. Some New Rules• Double sales by doubling yourqualified leads• Salespeople (closers) shouldn’tprospect• “What problem can we solve?”
    8. 8. Fatal Mistake #1Treating All Leads Alike
    9. 9. 3 Lead Types: Seeds, Nets & Spears
    10. 10. Fatal Mistake #2Wasting Your Time WithThe Wrong Prospects
    11. 11. Fatal Mistake #3Making Salespeople Prospect
    12. 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. 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. 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. 15. #1 Takeaway Idea• SPECIALIZE
    16. 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” at:www.PredictableRevenue.com/triple
    17. 17. Q & A@motoceowww.PebbleStorm.com

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