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6 Ways to Increase Prospecting Effectiveness

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It doesn’t matter whether your teams are account-based, market-based, territory-based or telesales, if you want to make your number, you or your reps need to fill the top of the funnel faster and with better quality leads – and you’re not alone. Sales executives list filling the top of the funnel with qualified leads in a reliable way as one of their top three priorities.

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6 Ways to Increase Prospecting Effectiveness

  1. 1. © 2017 ValueSelling Associates, Inc. All rights reserved. 6 Ways to Increase Prospecting Effectiveness © 2017 ValueSelling Associates, Inc. All rights reserved. Suggested Approachesfor Selling This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. AUGUST 17, 2017 Chad Sanderson, Managing Partner Value Prime Solutions, a leading ValueSelling provider
  2. 2. © 2017 ValueSelling Associates, Inc. All rights reserved. Who out there loves prospecting?
  3. 3. © 2017 ValueSelling Associates, Inc. All rights reserved. Why are we here today? Overview of effective prospecting approach and methods Creating a proven, repeatable prospecting cadence Tools and tactics for developing relationships Understanding Value-Based Interruptions and why they work Methods for prospecting at scale Measuring your progress in filling the funnel
  4. 4. © 2017 ValueSelling Associates, Inc. All rights reserved. What Sales Executives and Reps should care? Market-based Sales Teams & Account-based Sales Teams Inside Sales Teams vs SDRs / BDRs & Account Managers & Strategic Teams All of Them
  5. 5. © 2017 ValueSelling Associates, Inc. All rights reserved. To start, let’s slay some dragons… THERE IS NO SILVER BULLET Cold Calling is not dead Social Selling is not a silver bullet People still read email…if you provide value There is a way to prospect, at scale, without spamming or annoying people Your network alone is not enough
  6. 6. © 2017 ValueSelling Associates, Inc. All rights reserved. We slayed the dragon, let’s rebuild the castle…
  7. 7. © 2017 ValueSelling Associates, Inc. All rights reserved. We slayed the dragon, let’s rebuild the castle… Prospecting has no beginning or end — It leverages multiple channels — It requires proper preparation Social Selling is a digital interruption focused on a RELATIONSHIP Goal Calling is a strategic interruption focused on a GOAL Strategic use of technology enables scale and accelerates human connection
  8. 8. © 2017 ValueSelling Associates, Inc. All rights reserved. Understand your Sphere of Engagement
  9. 9. © 2017 ValueSelling Associates, Inc. All rights reserved. Use multiple facets to increase familiarity Prepare a target list Research companies / industries Understand your marketing Check your network ENGAGE socially PERSONALIZE email, send consistently Leave strategic VOICEMAILS Be consistently persistent
  10. 10. © 2017 ValueSelling Associates, Inc. All rights reserved. No really, it’s all about THEM Give them value with every interaction Demonstrate you’ve done your homework and understand them Value-based Interruptions are 3x more likely to generate results Personalization generates4x more meetings Video generates nearly 10x more engagement
  11. 11. © 2017 ValueSelling Associates, Inc. All rights reserved. Properpreparationpreventspoorperformance © 2017 ValueSelling Associates, Inc. All rights reserved.
  12. 12. © 2017 ValueSelling Associates, Inc. All rights reserved. How reliable is your network? The magic number is…150 Network must be tended, maintained Each week, touch 10 – 15 of your connections on LinkedIn Start setting ‘digital coffee’ dates DO NOT accept unsolicited connection requests without first scheduling a digital coffee to ‘hear their voice’
  13. 13. © 2017 ValueSelling Associates, Inc. All rights reserved. Social engagement… Remember, social is about developing a relationship Don’t just give them a golf clap ENGAGE – comment, share, debate Consistency is key Leverage LinkedIn NAV to keep tabs on your targets
  14. 14. © 2017 ValueSelling Associates, Inc. All rights reserved. Email…still gets read…
  15. 15. © 2017 ValueSelling Associates, Inc. All rights reserved.
  16. 16. © 2017 ValueSelling Associates, Inc. All rights reserved.
  17. 17. © 2017 ValueSelling Associates, Inc. All rights reserved. Pick up the #@!$* phone… Your physicality matters — Stand up, smile — Be confident — Less than 40% of people will remember WHAT you say, more than 80% will remember HOW you say it But Chad, cold-calling is dead! — Maybe, but the phone is critical — Tech company grew revenue by 300% in last 18 months – 72% of opps came from phone calls
  18. 18. © 2017 ValueSelling Associates, Inc. All rights reserved. Seems like a lot of time…how do I scale? Re-evaluate: — ‘Technology stack’ — System of Record – CRM, SFA — System of Action – outreach tools 4 largest contributing factors to success: — Prepare, prepare, prepare — Create, execute and measure cadences — Block your week and be consistent — Remove distractions, go old school
  19. 19. © 2017 ValueSelling Associates, Inc. All rights reserved. What do we mean by cadence or sequence?
  20. 20. © 2017 ValueSelling Associates, Inc. All rights reserved. Block Your Week List Preparation Company / Industry Research Call Block Email Cadence / Customization CRM Updates Results Analysis / Changes SOI Research / Understanding Social Interaction Self ImprovementPractice
  21. 21. © 2017 ValueSelling Associates, Inc. All rights reserved. Block Your Week
  22. 22. © 2017 ValueSelling Associates, Inc. All rights reserved. Revenue executives are consistent about what matters “Save money, make money, be more efficient. That’s what I want to hear. And get my name right.” Tod Caflisch, CTO, Minnesota Vikings “It all comes back to bringing value.” Brian Turner, General Manager, Slalom “Curiosity is the antidote for selfishness.” Mark Kosoglow, VP, Outreach.io
  23. 23. © 2017 ValueSelling Associates, Inc. All rights reserved. In Summary Effective prospecting requires using multiple facets There is no silver bullet – but there are tools: Network, Social, Email, Phone Without proper preparation, you’re wasting your time All interactions must provide VALUE to your target prospect CONSISTENCY is KEY Scale is possible with cadences, time blocking and strategic use of technology You are the largest hurdle
  24. 24. © 2017 ValueSelling Associates, Inc. All rights reserved.
  25. 25. © 2017 ValueSelling Associates, Inc. All rights reserved. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides
  26. 26. © 2017 ValueSelling Associates, Inc. All rights reserved. Based on the globally proven ValueSelling Framework Gain access to and prepare for meeting with executive decision makers. Build a funnel with a consistent process through multiple channels and numerous touch points.
  27. 27. © 2017 ValueSelling Associates, Inc. All rights reserved. The Value of Keeping Your Customers September 14 | 10:00 AM Pacific Save the date!
  28. 28. © 2017 ValueSelling Associates, Inc. All rights reserved. Follow us!
  29. 29. © 2017 ValueSelling Associates, Inc. All rights reserved. For Further Assistance Chad Sanderson Managing Partner http://www.valueselling.com/associate/chad-sanderson/ chad.sanderson@valueprimesolutions.com, 303.834.5932 /in/chadsanderson Host of: The B2B Revenue Executive Experience Podcast focused on interviewing Revenue Executives, understanding their largest business issues, what gets their attention, how to sell to them effectively and what they are passionate about.

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