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Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG

In this complimentary webinar, Ronnie R.S. shares proven, Vortex Prospecting practices that have helped sales teams increase connections made by over 300% and meetings set by 3x.

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Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG

  1. 1. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Presented by Ronnie Sabnani, Managing Partner Asia Pacific 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® HowdoweDrive Top-of-Funnel Opportunities?
  3. 3. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Poll What have you found to be the most effective method of prospecting? ─ Social Selling or Social Networks ─ Email ─ Phone ─ Networking/Industry Events ─ Blind Luck © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  4. 4. © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 4 Top 3 Reasons for Ineffective Prospecting Lack Perspective Lack Value Lack Content “71% prefer those who solve THEIR PROBLEMS” “5X more likely to ENGAGE” “63% decisions based on EXPERIENCE” 1 2 3
  5. 5. © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 5 Top 3 Reasons for Ineffective Prospecting “What?” Lack Perspective “71% prefer those who solve THEIR PROBLEMS” 1 “Why?” Lack Value “5X more likely to ENGAGE” 2 “How?” Lack Content “63% decisions based on EXPERIENCE” 3
  6. 6. © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Outreach Results Comparison Source: Accenture
  7. 7. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Our Approach © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  8. 8. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Sphere of Influence Impacts Market Increases Awareness Provides Assets
  9. 9. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Sphere of Engagement Increase Familiarity Improve Buying Decisions Move to Close
  10. 10. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Vortex Prospecting™
  11. 11. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 3-Step Approach Prepare Organise Engage
  12. 12. © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 30-Minute Rule 10minutes on industry 10minutes on company 10minutes on person
  13. 13. © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Time Blocking
  14. 14. © 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 Poll
  15. 15. © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Tech Stack 1.CRM 2.Social Media 3.AV & Supporting Tools
  16. 16. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Stay Focused © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 1. Clear Objective 2. 80/20 or 20/80? 3. Constantly Measure
  17. 17. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Build Cadences © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 1. Strategically Choreographed 2. Across Multiple Channels 3. Unique Per Industry/Audience
  18. 18. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Dynamically Adapt © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 1. Review Effectiveness 2. Adjust To Trend/Situation 3. Stay The Course
  19. 19. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • Our Time & Client’s • Earn The Right • Goal Is To Gather Info Respectful Persistence
  20. 20. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® • Build Trust • Be Purposeful • Use the A-I-M Approach Value-Based Interruptions Performance problems Peers Competition Market leaders Competition Track record Similar Problems Solved Measurable Success Anxiety Influence Motivation
  21. 21. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 1. Tone Of Voice 2. Text In Emails 3. Use Video Leverage ‘3V’ Communication
  22. 22. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 3-Step Approach Prepare Organise Engage “How do we achieve this consistency?”
  23. 23. © 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®
  24. 24. © 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®
  25. 25. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Driving Top-of-Funnel Revenue © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Prospect- ing Has No Begin/End Embrace The “No” Technology Accelerates Human Connection
  26. 26. © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What Can I Help Clarify? © 2021 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  27. 27. © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2020 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Keep it simple. Drive results. Thank You! Reeta Nanik +65 9661 5460 reeta@valueselling.com in/reetasabnani @reetasabnani Ronnie Sabnani +65 9665 2050 ronnie@valueselling.com in/RonnieSabnani @RSabnani ValueSelling- Associates ValueSellingAssoc ValueSelling Associates @Valuselling #ValueSelling #VSAWebinar #KeepItSimpleDriveResults Follow & Engage with Us!

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In this complimentary webinar, Ronnie R.S. shares proven, Vortex Prospecting practices that have helped sales teams increase connections made by over 300% and meetings set by 3x.

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