How to Reach Today’s Buyers with Modern Prospecting

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Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job …

Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.

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  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com

Transcript

  • 1. 1
  • 2. 2 Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders.
  • 3. 3 Today, getting in the door is more difficult than executing face-to-face sales calls. 5 years ago they were right.
  • 4. 4 The primary differentiator of today’s top Sales Rep is the ability to prospect.
  • 5. 5 This could be prospecting for new business or different buying centers within existing customers. Both are difficult. Both are where the potential is.
  • 6. 6 We have captured 5 modern prospecting best practices from top performers. Download this tool to rapidly improve your prospecting results.
  • 7. 7 Why do sales people inflict so much pain on themselves?
  • 8. 8 They are instructed to use outdated prospecting techniques They are resistant to change and make excuses such as, “our buyers aren’t on social media” Most sales training is focused on execution once in the door Organizations inhibit the use of modern prospecting methods They make the mistake of relying on someone else to prospect Here’s why…
  • 9. 9 5 ways to get in the door…..
  • 10. 10 1. Approach the right doors • Some doors aren’t worth approaching. • Clearly define your target audience first. • Is your sales team focused on customers with the highest potential to buy your solution? Or do they call on low value prospects and saturated customers?
  • 11. 11 2. Buyer Centric Messaging • Have you ever had a feeling that an advertisement was meant for you? • The goal is to make every communication speak directly to your buyer. • Speak directly to the buyer’s fears, objectives, and personal wants.
  • 12. 12 3. Use Social Listening – understand what your buyer cares about. • Is there a better way than watching their behavior first hand? • This works whether using social prospecting, email, or phone. • Your buyers will give you the answer to the test and you aren’t cheating.
  • 13. 13 4. Refine Writing Skills • Produce succinct, clear, and compelling copy that drives an actionable response. • Think of how many more emails you send than conversations you have each day. • We communicate via the written word much more frequently than orally. Yet we focus most of our time on improving oral communication skills.
  • 14. 14 5. Incorporate Social Prospecting • LinkedIn is not a clogged channel. Email and the phone are. • You can use relationships to get access to buyers. • Using social is more effective and less painful than cold calling.
  • 15. 15 Use this tool to spread these best practices across your sales organization. Prospecting can be enjoyable and effective if approached correctly.
  • 16. 16 Learn More If you don’t have a content management process or need help optimizing your current one, Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com Enjoy the SlideShare? Don’t miss the next one! Click to follow us on SlideShare Sign up for our Sales Force Effectiveness blog by clicking here For access to this original blog article, and many more; click here