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#2015ConnectCon @connectmembers facebook.com/connectmembers
#2015ConnectCon @connectmembers facebook.com/connectmembers
#2015ConnectCon @connectmembers facebook.com/connectmembers
Proactive Prospecting:
Taking an Interruption to Sales Convers...
#2015ConnectCon @connectmembers facebook.com/connectmembers
A Lead Is A Terrible Thing To Waste!
3
#2015ConnectCon @connectmembers facebook.com/connectmembers
Sales 101
4
#2015ConnectCon @connectmembers facebook.com/connectmembers
“Get Me In Front Of The Right Guy and I Can Close Them”
Sales ...
#2015ConnectCon @connectmembers facebook.com/connectmembers 6
#2015ConnectCon @connectmembers facebook.com/connectmembers 7
#2015ConnectCon @connectmembers facebook.com/connectmembers
Today’s Focus
•  The Dynamics of B2B Direct Prospecting
•  The...
#2015ConnectCon @connectmembers facebook.com/connectmembers
CONTENT DYNAMICS
9
#2015ConnectCon @connectmembers facebook.com/connectmembers 10
Dynamics
#2015ConnectCon @connectmembers facebook.com/connectmembers
Disruptive Marketing
11
#2015ConnectCon @connectmembers facebook.com/connectmembers
Disruptive Marketing
12
#2015ConnectCon @connectmembers facebook.com/connectmembers 13
#2015ConnectCon @connectmembers facebook.com/connectmembers
The Challenge
•  5 calls a day
•  1,200 a year
•  6,000 over t...
#2015ConnectCon @connectmembers facebook.com/connectmembers 15
Content
#2015ConnectCon @connectmembers facebook.com/connectmembers
Value
•  prop·o·si·tion
/ˌprɒpəәˈzɪʃəәn/ Show Spelled[prop-uh-...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Actionable Definition of Value
17
#2015ConnectCon @connectmembers facebook.com/connectmembers 18
#2015ConnectCon @connectmembers facebook.com/connectmembers
70%
Status Quo
19
#2015ConnectCon @connectmembers facebook.com/connectmembers
Status Quo
•  Happy
•  Not Looking
•  A Reps biggest competito...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Quality of Execution
21
#2015ConnectCon @connectmembers facebook.com/connectmembers
75% of customers who leave or switch vendors for a competitor,...
#2015ConnectCon @connectmembers facebook.com/connectmembers
What Do They All Have in Common?
23
#2015ConnectCon @connectmembers facebook.com/connectmembers
75% of customers who leave or switch vendors for
a competitor,...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Risk Avoidance
Financial
Productivity
Time Shifting
Role Based...
#2015ConnectCon @connectmembers facebook.com/connectmembers 26
#2015ConnectCon @connectmembers facebook.com/connectmembers 27
#2015ConnectCon @connectmembers facebook.com/connectmembers 28
Execution
#2015ConnectCon @connectmembers facebook.com/connectmembers
Fear of Rejection – Objections
#1 Reason Sales People don’t li...
#2015ConnectCon @connectmembers facebook.com/connectmembers 30
#2015ConnectCon @connectmembers facebook.com/connectmembers
83.59% 86.00%vs.
Fear Of Rejection?
31
#2015ConnectCon @connectmembers facebook.com/connectmembers
Reality
•  Lack of process!
•  Metrics
•  Timing/Time
•  Syste...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Appointments
Prospects
Proposals
Leads
Sales
1
2
2
2
3
6
1
2
2...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Time
•  Time – The Great Equalizer
•  Sales people don’t run o...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Time
•  There are only two things you can do with Time
•  You ...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Time Allocation
•  You can only allocate time, you can’t manag...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Manage Activities
37
#2015ConnectCon @connectmembers facebook.com/connectmembers
Multi-Tasking
Another Stupid Concept
Just an opportunity to no...
#2015ConnectCon @connectmembers facebook.com/connectmembers
A Proven Methodology
I - Initiate
E - Engage >> IQ - Impact Qu...
#2015ConnectCon @connectmembers facebook.com/connectmembers
CONTENT DYNAMICS
40
#2015ConnectCon @connectmembers facebook.com/connectmembers
Harvey Jones, my name is Tibor Shanto, I am calling
you from R...
#2015ConnectCon @connectmembers facebook.com/connectmembers
NO!
NO!
NO!
NO!
Objections – Rejection
42
#2015ConnectCon @connectmembers facebook.com/connectmembers
Deal with Rejection
•  Disruptive Marketing
•  Five Biggies:
Ø...
#2015ConnectCon @connectmembers facebook.com/connectmembers
May I
help
you?
Just
looking
Man, this place
has crappie
servi...
#2015ConnectCon @connectmembers facebook.com/connectmembers
May I
help
you?
Just
looking
That’s ok, if you tell
me what yo...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Handling Objections
A. Acknowledge
B. Credibility
C. Involve
D...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Persistence is Key
47
#2015ConnectCon @connectmembers facebook.com/connectmembers
Persistence is Key
48
#2015ConnectCon @connectmembers facebook.com/connectmembers
Pursuit Cadence
Monday Tuesday Wednesday Thursday Friday
Week ...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Modes of Communication
•  More channels than ever
50
#2015ConnectCon @connectmembers facebook.com/connectmembers 51
Shameless Promotion
#2015ConnectCon @connectmembers facebook.com/connectmembers 52
#2015ConnectCon @connectmembers facebook.com/connectmembers
Ranked 8th on the Top 30 Social Salespeople In The World
– For...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Follow-
Through
Execution
Plan
Structured
Reinforcement
21 Day...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Follow-Through Action Plan
55
#2015ConnectCon @connectmembers facebook.com/connectmembers
Tibor Shanto
Principal
Renbor Sales Solutions Inc.
(855) 25-SA...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Thank YouThank You
57
#2015ConnectCon @connectmembers facebook.com/connectmembers
Coming Up at 11:10 a.m.
58
Proven Tweaks
to Yield High
Quality...
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Data.com Connect Presents: Tibor Shanto - Proactive Prospecting: Taking an Interruption to Sales Conversation

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Data.com Connect Presents: Tibor Shanto - Proactive Prospecting: Taking an Interruption to Sales Conversation

  1. 1. #2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers
  2. 2. #2015ConnectCon @connectmembers facebook.com/connectmembers Proactive Prospecting: Taking an Interruption to Sales Conversation Tibor Shanto Sales Execution Specialist tibor.shanto@sellbetter.ca @TiborShanto
  3. 3. #2015ConnectCon @connectmembers facebook.com/connectmembers A Lead Is A Terrible Thing To Waste! 3
  4. 4. #2015ConnectCon @connectmembers facebook.com/connectmembers Sales 101 4
  5. 5. #2015ConnectCon @connectmembers facebook.com/connectmembers “Get Me In Front Of The Right Guy and I Can Close Them” Sales Reality 5
  6. 6. #2015ConnectCon @connectmembers facebook.com/connectmembers 6
  7. 7. #2015ConnectCon @connectmembers facebook.com/connectmembers 7
  8. 8. #2015ConnectCon @connectmembers facebook.com/connectmembers Today’s Focus •  The Dynamics of B2B Direct Prospecting •  The Delivery •  The Message •  Execution 8
  9. 9. #2015ConnectCon @connectmembers facebook.com/connectmembers CONTENT DYNAMICS 9
  10. 10. #2015ConnectCon @connectmembers facebook.com/connectmembers 10 Dynamics
  11. 11. #2015ConnectCon @connectmembers facebook.com/connectmembers Disruptive Marketing 11
  12. 12. #2015ConnectCon @connectmembers facebook.com/connectmembers Disruptive Marketing 12
  13. 13. #2015ConnectCon @connectmembers facebook.com/connectmembers 13
  14. 14. #2015ConnectCon @connectmembers facebook.com/connectmembers The Challenge •  5 calls a day •  1,200 a year •  6,000 over the last five years How are you going to sound different? 14
  15. 15. #2015ConnectCon @connectmembers facebook.com/connectmembers 15 Content
  16. 16. #2015ConnectCon @connectmembers facebook.com/connectmembers Value •  prop·o·si·tion /ˌprɒpəәˈzɪʃəәn/ Show Spelled[prop-uh-zish-uhn] Show IPA noun 1.  the act of offering or suggesting something to be considered, accepted, adopted, or done. 2.  a plan or scheme proposed. 3.  an offer of terms for a transaction, as in business. Value Proposition Still A Pitch 16
  17. 17. #2015ConnectCon @connectmembers facebook.com/connectmembers Actionable Definition of Value 17
  18. 18. #2015ConnectCon @connectmembers facebook.com/connectmembers 18
  19. 19. #2015ConnectCon @connectmembers facebook.com/connectmembers 70% Status Quo 19
  20. 20. #2015ConnectCon @connectmembers facebook.com/connectmembers Status Quo •  Happy •  Not Looking •  A Reps biggest competitor •  Averseness to changes •  Satisfied 20
  21. 21. #2015ConnectCon @connectmembers facebook.com/connectmembers Quality of Execution 21
  22. 22. #2015ConnectCon @connectmembers facebook.com/connectmembers 75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched. ‘Customer Loyalty Guaranteed’ Bell & Patterson 22
  23. 23. #2015ConnectCon @connectmembers facebook.com/connectmembers What Do They All Have in Common? 23
  24. 24. #2015ConnectCon @connectmembers facebook.com/connectmembers 75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched. ‘Customer Loyalty Guaranteed’ Bell & Patterson Old Perception: Happy – Not Looking = Closed to alternatives Yet to be presented or perceive a means of achieving their Objectives 24
  25. 25. #2015ConnectCon @connectmembers facebook.com/connectmembers Risk Avoidance Financial Productivity Time Shifting Role Based Interest Objective Elements 25
  26. 26. #2015ConnectCon @connectmembers facebook.com/connectmembers 26
  27. 27. #2015ConnectCon @connectmembers facebook.com/connectmembers 27
  28. 28. #2015ConnectCon @connectmembers facebook.com/connectmembers 28 Execution
  29. 29. #2015ConnectCon @connectmembers facebook.com/connectmembers Fear of Rejection – Objections #1 Reason Sales People don’t like to Prospect? Ø Rejection Ø Not about avoiding – it is about managing Ø The Good News – One sure proof way to avoid Rejection: Don’t Make the call Ø Bad News – Skinny Pipeline – Skinny Babies! Ø Oddly, the number one choice of many sellers! 29
  30. 30. #2015ConnectCon @connectmembers facebook.com/connectmembers 30
  31. 31. #2015ConnectCon @connectmembers facebook.com/connectmembers 83.59% 86.00%vs. Fear Of Rejection? 31
  32. 32. #2015ConnectCon @connectmembers facebook.com/connectmembers Reality •  Lack of process! •  Metrics •  Timing/Time •  System/Methodology/Process •  Persistence •  Execution 32
  33. 33. #2015ConnectCon @connectmembers facebook.com/connectmembers Appointments Prospects Proposals Leads Sales 1 2 2 2 3 6 1 2 2 4 Metrics 33
  34. 34. #2015ConnectCon @connectmembers facebook.com/connectmembers Time •  Time – The Great Equalizer •  Sales people don’t run out of skill – They run out of time! •  1760 Hours – Investment Capital How do you Maximize your ROT? Return On Time 34
  35. 35. #2015ConnectCon @connectmembers facebook.com/connectmembers Time •  There are only two things you can do with Time •  You can Use It or Waste It •  Time Management – A stupid Concept 35
  36. 36. #2015ConnectCon @connectmembers facebook.com/connectmembers Time Allocation •  You can only allocate time, you can’t manage it •  You can manage activities within the time allocated! Prospecting % Selling % Account Management % Admin % Prep/research % % % 36
  37. 37. #2015ConnectCon @connectmembers facebook.com/connectmembers Manage Activities 37
  38. 38. #2015ConnectCon @connectmembers facebook.com/connectmembers Multi-Tasking Another Stupid Concept Just an opportunity to not get a whole bunch of things done at once 38
  39. 39. #2015ConnectCon @connectmembers facebook.com/connectmembers A Proven Methodology I - Initiate E - Engage >> IQ - Impact Question R - Ready TiA - Take it Away C - Commit 39
  40. 40. #2015ConnectCon @connectmembers facebook.com/connectmembers CONTENT DYNAMICS 40
  41. 41. #2015ConnectCon @connectmembers facebook.com/connectmembers Harvey Jones, my name is Tibor Shanto, I am calling you from Renbor, you may not be familiar with us, but companies like Spirent Communication, Pitney Bowes, and TelePacific have relied on us to help them increase: •  pipeline activity •  shorten their sales cycles •  and what they tell is that •  accuracy of their forecast has also improved Pipeline activity Shorter cycles Accurate forecasts 41
  42. 42. #2015ConnectCon @connectmembers facebook.com/connectmembers NO! NO! NO! NO! Objections – Rejection 42
  43. 43. #2015ConnectCon @connectmembers facebook.com/connectmembers Deal with Rejection •  Disruptive Marketing •  Five Biggies: Ø  Status Quo Ø  No Interest Ø  Time Ø  Bad Experience Ø  Send What you do – Not how you avoid! 43
  44. 44. #2015ConnectCon @connectmembers facebook.com/connectmembers May I help you? Just looking Man, this place has crappie service, is there anyone to help us? Five Minutes later: 44
  45. 45. #2015ConnectCon @connectmembers facebook.com/connectmembers May I help you? Just looking That’s ok, if you tell me what you are looking for, I can show you where to find it. What you do with it – Not how you avoid! 45
  46. 46. #2015ConnectCon @connectmembers facebook.com/connectmembers Handling Objections A. Acknowledge B. Credibility C. Involve D. Call to Action – Commit “It’s interesting you would say that, as BDC said the exact same thing before they saw how we helped accelerate adoption of their internal programs; let me show you we did that, how is Wednesday at 11:00?” http://is.gd/ OHBook tibor.shanto@sellbetter.ca 46
  47. 47. #2015ConnectCon @connectmembers facebook.com/connectmembers Persistence is Key 47
  48. 48. #2015ConnectCon @connectmembers facebook.com/connectmembers Persistence is Key 48
  49. 49. #2015ConnectCon @connectmembers facebook.com/connectmembers Pursuit Cadence Monday Tuesday Wednesday Thursday Friday Week 1 Week 2 VM VM EM Call LI Snail Mail TxT End Call 49 •  Over what period
  50. 50. #2015ConnectCon @connectmembers facebook.com/connectmembers Modes of Communication •  More channels than ever 50
  51. 51. #2015ConnectCon @connectmembers facebook.com/connectmembers 51 Shameless Promotion
  52. 52. #2015ConnectCon @connectmembers facebook.com/connectmembers 52
  53. 53. #2015ConnectCon @connectmembers facebook.com/connectmembers 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 53
  54. 54. #2015ConnectCon @connectmembers facebook.com/connectmembers Follow- Through Execution Plan Structured Reinforcement 21 Days of Change Manager Support One-on-one Establish Learning Culture Fine Tuning Reassessment Road map forward Drive Deliver Pre-Assignments Positioning Setting Expectations Front Line Manager Prep Content Delivery Introduce Success Tools Take Ways Management Input Assessment Content Design Metrics/ Benchmarks Follow-Through Design Define The 3D Success Model 54
  55. 55. #2015ConnectCon @connectmembers facebook.com/connectmembers Follow-Through Action Plan 55
  56. 56. #2015ConnectCon @connectmembers facebook.com/connectmembers 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 56
  57. 57. #2015ConnectCon @connectmembers facebook.com/connectmembers Thank YouThank You 57
  58. 58. #2015ConnectCon @connectmembers facebook.com/connectmembers Coming Up at 11:10 a.m. 58 Proven Tweaks to Yield High Quality First Meetings from Email Prospecting Presenter: Josh Krafchin Room: Rafael 1 Creating Winning Sales Pitches Presenter: Patrick Duggan Room: Rafael 2

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