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?
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
Prospecting Emails• Short and sweet – iPhone-sized• Think “Squirrel Feeding”• Ask simple-to-answer questions• Use the referral approach• DON’T “SELL” or “PITCH”!
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