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Data.com Connect Presents: Tibor Shanto - Mastering Voicemail, Email, and Other Tools of Prospect Pursuit Success

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Data.com Connect Presents: Tibor Shanto - Mastering Voicemail, Email, and Other Tools of Prospect Pursuit Success

  1. 1. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success! Tibor Shanto July 16, 2015
  2. 2. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom http://is.gd/DDC716
  3. 3. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom B2B Facts • Nearly 50% of B2B reps did not make quota? • Over 80% of revenue from existing accounts & products ▪ What is your attrition rate? • Conversion rate of lead to engagement remains low?
  4. 4. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Why Sales People don’t like to Prospect? 1. Fear of Rejection – Objections 2. Not a good use of time 3. Too many other things to do 4. Not enough good leads
  5. 5. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Their Answer • Why is it that Sales People don’t like to prospect? 1. Fear of Rejection – Objections  Not about avoiding – it is about managing  The Good News – One sure proof way to avoid Rejection  Bad News – Don’t make the call  Oddly, the number one choice of many sellers!
  6. 6. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom
  7. 7. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom 83.5% 86%
  8. 8. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Lack of process! • Timing/Time • System/Methodology/Process • Metrics • Persistence • Execution • Timing/Time • System/Methodology/Process • Metrics • Persistence • Execution
  9. 9. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Persistent Execution • 48% Of Sales People Never Follow Up with a Prospect • 25% Of Sales People Make a Second Contact and Stop • 12% Of Sales People Make a Third Contact and Stop • Only 10% Of Sales People Make More Than Three Contacts • 2% Of Sales Are Made On the First Contact • 3% Of Sales Are Made On the Second Contact • 5% Of Sales Are Made On the Third Contact • 10% Of Sales Are Made On the Fourth Contact • 80% Of Sales Are Made On the Fifth to Twelfth Contact In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today (2013) it is 8 attempts. TeleNet & Ovation Sales Group Identify lead coverage gaps. Research shows that it takes 8 to 12 attempts to reach a decision maker by phone, even when they’re interested in your products or solutions. Making the Case for Teleprospecting SiriusDecisions - June 15, 2012
  10. 10. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Pursuit Cadence • Over what period Monday Tuesday Wednesday Thursday Friday Week 1 Week 2 VM VM EM Call LI Snail Mail TxT End Call
  11. 11. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Modes of Communication • More channels than ever
  12. 12. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Modes of Communication • More channels than ever • So many different types of people • Variety is key
  13. 13. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Voice Mail Always Leave a Voice Mail • It is a Touch Point – One of the 8+ you’ll need http://www.youtube.com/sellbetter
  14. 14. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom SalesBuyersEngagementVoice Mail Call Back Initiate Engage >> 'Impact Question' Request TiA Secure Please Leave A Detailed Message! Voice Mail
  15. 15. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Voice Mail Always Leave a Voice Mail • Be counter intuitive > Less is Better! • Assume you are calling Steve Jones – he works for More Trucking Central • Assume you’ve done business with Down The Road Trucking ▪ “Steve Jones – This is Mike Miller from Top Choice. ▪ I can be reached at 416 555-1234 ▪ I’m calling with reference to Down The Road Trucking"
  16. 16. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom End Call Seem now may not be the best time for us to connect, I will not continue to call. However, if did want to follow up, feel free to call, happy to talk. My name again is [REP NAME], you can reach me at [PHONE NUMBER] Thank you, [REP NAME]
  17. 17. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom E-Mail • Do I know this person? • Subject Line Two Options: 1. Blank or RE: - Based on 30 million emails sent from Outlook and Gmail ContactMonkey 2. Call to action
  18. 18. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom
  19. 19. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom
  20. 20. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom E-Mail • Be Brief and to the point • Two swipe rule • Remember your goal
  21. 21. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom
  22. 22. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom
  23. 23. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Snail Mail • Hand written • Post card • Stamp not metered
  24. 24. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Persistent Execution • 48% Of Sales People Never Follow Up with a Prospect • 25% Of Sales People Make a Second Contact and Stop • 12% Of Sales People Make a Third Contact and Stop • Only 10% Of Sales People Make More Than Three Contacts • 2% Of Sales Are Made On the First Contact • 3% Of Sales Are Made On the Second Contact • 5% Of Sales Are Made On the Third Contact • 10% Of Sales Are Made On the Fourth Contact • 80% Of Sales Are Made On the Fifth to Twelfth Contact
  25. 25. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Snail Mail My name is Tibor Shanto, I work with companies like Alpha, Beta, and Delta, helping their sales teams avoid being the stats on the front. I will be calling to set a time to speak this week, in the mean time I invite you to visit our web site at www.sellbetter.ca. Thank you, Tibor 416 822-7781
  26. 26. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom
  27. 27. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Jerry Patti George Peter Helen Architect - Design Furniture Real Estate Mover Wiring Minus 18 Months Minus 12 Months Minus 12 Months Minus 4 Months Event Time To Event Referrals 2.0
  28. 28. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom • Sales (All) people will follow one of two X’s: ▪ Execute ▪ Excuses • Execution – Everything Else is Just Talk Two X’s Of Sales
  29. 29. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014 Top 50 Sales & Marketing Influencers for 2015 – Top Sales World 50 Most Influential People in Sales Lead Management in 2014 Top 50 Sales & Marketing Influencers for 2014 – Top Sales World Top 25 Sales Influencers for 2014– OpenView Labs Gold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards 50 Most Influential People in Sales Lead Management in 2013 Top 50 Sales & Marketing Influencers for 2013 – Top Sales World Top 25 Sales Influencers for 2013– OpenView Labs Top 50 Sales & Marketing Blogs 2012 – Top Sales World 25 Influential Leaders In Sales – 2012 Edition – InsideView Top 50 Sales & Marketing Influencers for 2012 – Top Sales World Top 25 Sales Influencers for 2012 – OpenView Labs Tibor Shanto
  30. 30. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom Tibor Shanto Principal Renbor Sales Solutions Inc. (855) 25-SALES Tibor.Shanto@SellBetter.ca www.SellBetter.ca www.SellBetter.ca/blog twitter.com/TiborShanto QUESTIONS http://is.gd/DDC716

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