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CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNIDADES DE VENTA EN EL EMBUDO

En este seminario web gratuito, Frans Coenen, director gerente y fundador de Win Result, proveedor líder del ValueSelling Framework en Europa, comparte junto con Nalliby Haddad prácticas comprobadas de prospección de Vortex que han ayudado a los equipos de ventas a aumentar las conexiones realizadas en más del 300% y las reuniones establecidas por 3 veces.

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CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNIDADES DE VENTA EN EL EMBUDO

  1. 1. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Presented by Jens Lind-Winther Managing Partner Complimentary webinar May 27, 2021 Creatinga Prospecting Cadenceto Drive Top-of-Funnel Revenue 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. Thank you for joining us today. We will be getting started shortly. In the meantime, please share the location that you’re joining us from. Submit your answer in the Chat window.
  2. 2. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssoc ValueSelling Associates @Valuselling #ValueSelling #VSAWebinar #KeepItSimpleDriveResults
  3. 3. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® How doweDrive Top-of-Funnel Opportunities?
  4. 4. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Top Three Reasons Your Prospecting May Be Ineffective 1: PERSPECTIVE 71% of buyers want to hear from sellers who can help them solve THEIR problems - Top Performance in Sales Prospecting Benchmark Report © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  5. 5. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 5x - LinkedIn Report B2B buyers are more likely to engage with a sales professional who provides new insights about their business 2: CONTENT © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Top Three Reasons Your Prospecting May Be Ineffective
  6. 6. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Top Three Reasons Your Prospecting May Be Ineffective - HubSpot Sales Perception Survey Buyers indicate the top ways to create positive sales experiences: • Listen to THEIR needs (69%) • Don’t be pushy (61%) • Provide relevant information (61%) • Respond in a timely manner (51%) 3: QUALITY OF CONTENT © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  7. 7. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® COVID-19 outreach resultscomparison Source: Accenture
  8. 8. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Priming Memory © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  9. 9. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® SPHERE OF INFLUENCE The ways in which your company impacts the market, increases awareness, and provides assets to influence potential opportunity creation • It’s the first step in increasing familiarity and a wealth of tools for you to use developing business – it saves you time • Your Sphere of Engagement™ is influenced and fueled by your company’s Sphere of Influence™ • In addition you can also utilise third party thought leadership to target your contact.
  10. 10. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® SPHERE OF ENGAGEMENT The ways YOU can engage with clients and partners to increase familiarity, influence buying decisions, and move opportunities to close. • Gaining mindshare requires being present, when and how the buyer wants to engage with you – this requires a focused, consistent use of approaches • Your Sphere of Engagement is influenced and fueled by your company’s Sphere of Influence
  11. 11. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Vortex Prospecting™
  12. 12. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Proper Preparation – Research © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  13. 13. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Research “30-minuterule” © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 10 minutes on industry 10 minutes on company 10 minutes on person + +
  14. 14. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Time Blocking – your secret weapon © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  15. 15. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Think about an average week and rank what you spend most time on ─ Internal Meetings and Phone calls ─ External Meetings with Clients and Prospects ─ Prospecting Activities ─ Emails and Administration ─ Other
  16. 16. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Time management Reps spend: 26.6% of their time 9.7% of their time 36.5% of their time selling to customers talking to customers about issues indirectly related to deals preparing to engage with a customer (for example: crafting proposals or searching for content) 27.2% of their time on administrative tasks
  17. 17. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® List Preparation Research Practice Call Block Cadence Creation and email personalization CRM Updates Results Analysis Sphere of Influence Understanding Self- Improvement Time Blocking
  18. 18. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Focus © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  19. 19. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Developing Sales Cadences © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  20. 20. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® a strategically choreographed series of interactions, across multiple channels, to increase the probability of connection and conversation
  21. 21. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Value-based Interruptions
  22. 22. © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Respectful Persistence
  23. 23. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Anxiety,Influence, Motivation AIM will make your targeted contacts more relevant and compelling: Anxiety - A feeling of worry, nervousness, or unease about something with an uncertain outcome. Influence - the action or process of producing effects on the actions, behavior, opinions, etc., of another or others Motivation - having a strong reason to act
  24. 24. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Example simple A-I-M InMail, eMail, VoiceMail Vi arbejder med <buyer’s role> og hjælper dem med at løse udfordringer I forbindelse med <buyer’s likely challenges>. Mine kunder har oplevet <success and Value metrics from similar situations>. Hvis du kan spejle dig i den situation, så vil jeg foreslå at vi mødes til en snak om forskellige tilgange til løsning.
  25. 25. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® UNDERSTANDING CADENCES… • Frequency of touches is a function of sales cycle ─Typically, 15 – 17 ‘touches’ across 22 – 24 business days to connect with a client . ─Will vary according to sector, product type, length of sales cycle • Aggressive: 3-4 touches per day (Transactional, short cycle) • Intermediate: 2-3 touches per week • Relaxed: 4-5 touches per month (Relational, Long Cycle)
  26. 26. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Vortex Cadences Content Mere Exposure Effect A – I – M Social Int 1 Social Int 2 Email 1 Call 1 Call 2 Email 2 Call 3 Voicemail 1 Email 3 Socail Int 3 Call 4 Voicemail 2 Value Insight Anxiety Influence Motivation Share / No Ask Competitor / Market Insight References / Case Studies 3rd Party Content Why Now? Why Change?
  27. 27. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Vortex Prospecting™: Cadence Example Leveraging the Value Buying ProcessTM and A-I-M Across Multiple Channels Social Interaction 1 Interact or Share Interaction Based on Content Persona Posted Social Interaction 2 Credibility Share Share Connects to Bus. Obj. – Credibility Email 1 Connect Insights Email AIM Social Interaction 3 Connect Insights Influence Interesting read on how we helped competitor Call 1 Connect Insights Anxiety / Motivation Script focuses on time passing, credibility and research Voicemail 1 Connect Insights Anxiety / Motivation Script focuses on time passing, details next step, more information
  28. 28. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® PROB FOCUS: Ransomeware 3rd Party 3rd Party Call Marketing Call 2 Call 3 Day 1 Day 2 Day 3 Day 4 Day 5 Day 6 Day 7 Day 8 Day 9 Day 10 Day 11 Day 12 S ocial 1 Email 1 S ocial 2 Email 2 Phone 1 Email 3 S ocial 3 Call 2 Email 4 S ocial 4 Call 3 eMail 5 or VM 1 or VM 2 or VM 3 LI Connection Request S end 3rd Party Asset J oin acommon Group, Like/Comment on LI, Twitter S end 3rd Party Asset Phone, leave VM or message with PA/S ec Follow up phone call or VM with email S end Client S uccess S tory Phone, leave VM or message with PA/S ec A-I-M eMail A-I-M InMail Final Call before recycle Final eMail If they have connected then as InMail, if not eMail If they have connected then as InMail, if not eMail, mention you are goingto call on Wednesday Recycle for 90 days Monday Wednesday Friday Monday Wednesday Thursday Monday Tuesday Friday Monday Thursday Friday Company Email Phone Number Company Email Phone Number PROB FOCUS: Cost of Data Storage PROB FOCUS: Compliance SPRINT 1 SPRINT 2 Name Title S ource 50 suitable Leads Date: C ADENCE PATTERN The MATRIX Cadence CONTENT FOCUS / AIM: Vertical: Retail and Manufacturing CONTACT/ROLE: CIO/Data Center Manager DETAIL ACTIVE DAYS: Name Title S ource 50 suitable Leads Example Intermediate Sales Cadence
  29. 29. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Batman’s Back Cadence: C1, C2, VM1, EM 1 Mon, Tues, Wed Batman’s Back Cadence: C1, C2, VM1, EM 1 Mon, Tues, Wed Dr. Seuss Cadence: EM 1, EM 2, SI 1, C1 Tues, Thurs, Fri Dr. Seuss Cadence: EM 1, EM 2, SI 1, C1 Tues, Thurs, Fri Hair Metal Cadence: SI 1, EM 1, C1, VM 1 Mon, Wed, Fri Hair Metal Cadence: SI 1, EM 1, C1, VM 1 Mon, Wed, Fri Account Based Sales Cadences CEO Admin CFO COO CIO CTO VP VP VP VP
  30. 30. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Proper Preparation – Tech Stack © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  31. 31. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Questions? © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  32. 32. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > webinars to download today’s slides At the end of today’s webinar
  33. 33. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Overcoming Objections July 15| 10:00 AM Pacific Save the date! © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  34. 34. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssoc ValueSelling Associates @Valuselling #ValueSelling #VSAWebinar #KeepItSimpleDriveResults
  35. 35. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • Keep it simple. Drive results. Jens Lind-Winther Thank you! Managing Partner jens@valueselling.com +45 3112 2001 linkedin.com/in/jwinther

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En este seminario web gratuito, Frans Coenen, director gerente y fundador de Win Result, proveedor líder del ValueSelling Framework en Europa, comparte junto con Nalliby Haddad prácticas comprobadas de prospección de Vortex que han ayudado a los equipos de ventas a aumentar las conexiones realizadas en más del 300% y las reuniones establecidas por 3 veces.

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