1.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
UnlockingThe Untapped
Potential InYour Client Base
Larry Levine
Sales Coach
Author, Selling From the Heart

2.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
TwoWaysTo Grow Sales
Prospecting
Leveraging
Your Client
Base
Referrals
Cross-Sell
Upsell

3.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
1. Socially SurroundYour Base
Average of 6.8 decision
makers in a B2B buying
decision.
The Challenger Customer
Your Key
Contact
CFO
CIO
COO
CEO
End
Users
Department
Managers
Procurement
Legal

4.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
1. Socially SurroundYour Base
1. Connect on
LinkedIn
2. Look for
Opportunities to
Drive
Conversation
3. Meet in Person
Your Key
Contact
CFO
CIO
COO
CEO
End
Users
Department
Managers
Procurement
Legal
Why?
• Protect your
base
• Find additional
opportunities
• Mine
connections &
ask for referrals

5.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
CAUTION
Make Sure You Get Valuable
Before You
Get Visible

6.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
Socially Surround
Your Client Base

7.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
2. Provide an Outstanding Experience
“If you don't care for your clients and
provide them an outstanding experience,
I guarantee there's somebody waiting in
the wings to enhance the experience.”
Larry Levine
Selling From the Heart

8.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
2. Provide an Outstanding Experience
• Show them you care by:
• Asking about their business
• Learning about what they are working on
• Leveraging your network to help solve their
problems
• Sending referrals to them
• Continue to educate and engage with them
past the sale
• Live up to your promises

9.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
Current Client Cadence
QUARTERLY
BUSINESS REVIEW
MONTHLY
WALKTHROUGH
CONSISTENT
TOUCH POINTS WITH EACH
CONTACT

10.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
WhatTo Look For
Sales Opportunities
• Job Changes
• Quarterly Reports
• Business Problems
• New Locations
ConversationTopics
• Community Involvement
• New Product Launches
• Won a Big Contract
• Promotions

11.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
Provide an Outstanding
Client Experience

12.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
3. Conduct Quarterly Business Reviews
"When you give your buyers feedback, you
are giving them a gift.”
Deb Calvert, Stop Selling, Start Leading

13.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
3. Conduct Quarterly Business Reviews
1. Review goals and initiatives
2. What’s happened over the past 90 days
3. Current situation
4. Current open issues
5. Potential opportunities
6. Next steps and follow up items
7. What do you need to accomplish in next 90 days
8. Referrals

14.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
Conduct Quarterly Business
Reviews

15.
© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.© 2018 Selling From the Heart. May not be reproduced or shared without express written consent.
Virtual Selling From the Heart
Sales Meeting
- Motivate your team in Q4
- Copies of the book for everyone
BookYour 2019 Sales Kickoff
- Limited slots available