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

© 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
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HowdoweDrive
Top-of-Funnel
Opportunities?

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

© 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
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

Outreach Results Comparison
Source: Accenture

Our Approach

Sphere of Influence
Impacts Market
Increases Awareness
Provides Assets

Sphere of Engagement
Increase
Familiarity
Improve Buying
Decisions
Move to Close

Vortex Prospecting™

3-Step Approach
Prepare Organise Engage

30-Minute Rule
10minutes on industry
10minutes on company
10minutes on person

Time Blocking

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

Tech Stack
1.CRM
2.Social Media
3.AV & Supporting Tools

Stay Focused
1. Clear Objective
2. 80/20 or 20/80?
3. Constantly Measure

Build Cadences
1. Strategically Choreographed
2. Across Multiple Channels
3. Unique Per Industry/Audience

Dynamically Adapt
1. Review Effectiveness
2. Adjust To Trend/Situation
3. Stay The Course

• Our Time & Client’s
• Earn The Right
• Goal Is To Gather Info
Respectful Persistence

• 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

1. Tone Of Voice
2. Text In Emails
3. Use Video
Leverage ‘3V’ Communication

3-Step Approach
Prepare Organise Engage
“How do we achieve this consistency?”

Priming Memory

Driving Top-of-Funnel Revenue
Prospect-
ing Has No
Begin/End
Embrace
The “No”
Technology
Accelerates
Human
Connection

What Can I Help Clarify?

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!

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

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