SlideShare a Scribd company logo
1 of 19
How to Improve Lead Generation with Prospecting 2.0 Twitter: @josianefeigon  @brianjcarroll  Twitter Hashtag: #b2bleadgen Sponsored By:
Webinar ,[object Object],[object Object],[object Object],[object Object],[object Object]
Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Focus on the prospects with the highest possibility to purchase Leverage business and social relationships to connect with the  right  decision-makers Become part of the conversation to stay engaged and relevant Engage prospects with information that’s  relevant  to current initiatives or urgent business challenges Prospecting 2.0 Living in the cloud…. Discover trigger events to identify the  right  time into the opportunity
Selling to the Opt-out Crowd ,[object Object],[object Object],[object Object],[object Object]
Sales 2.0 Tools Overload
Is Voice Mail Dead? “ Voicemail is dead. Please tell everyone so they’ll stop using it.”-  Michael Arrington, founder of TechCrunch
  Voice Mail & Email Dynamic Duo TeleSmart Communications  All Rights Reserved 2009 ,[object Object],[object Object],[object Object],[object Object],Hi Josiane, This is {your name} and I’m following up from my email and would like to introduce myself and learn more about your training needs.  I can be reached at 415-777-8888. I look forward to speaking with you. Hello Josiane, Thank you for your recent interest in TeleSmart. I’m excited to learn more about your growing needs and share how other prospects in your sector have benefited from our solution.  Please let me know your availability in the next few weeks for a brief discussion. I look forward to connecting with you,
The Multiple Touch Rule ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],TeleSmart Communications  All Rights Reserved 2009
Winning Subject Headings ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],TeleSmart Communications  All Rights Reserved 2009
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],  Power Search
Hierarchy of Power? TeleSmart Communications  All Rights Reserved 2009 Kenneth Wolfe CEO Mark Berenson CFO Bob Cash COO Jeff Alden CTO John James CMO Tamara Fields Exec. Asst. Susan Snow Purchasing Mgr. Maggie Smith External Mgmt  Consultant Jill Aldrich Exec. Asst. George Davis VP of Technology Lisa Bentz Project Manager Steve Hendrie Planning Manager Mike Moody IT Analyst Louis Crow Engineer Tom Spaulding Dir. of E Business Mitch Code R & D
Social Power?
Uh-Oh, it’s the No-Po As the political landscape becomes more complex, the probability of selling to the powerless decision-makers are multiplying daily as departments which traditionally held budgets and decision-makers who had signing authority are quickly disappearing.  Salespeople are finding they are selling to the wrong people otherwise known as the No-Po’s- people who have No Power, No Potential and No Purchase order will ever come from it.  These people hold prestigious titles such as Managers of IT, Systems Analysts, Training Directors and Network Administrators are powerless in terms of budgets.
Finding the Power Buyer
B.A.N.T Dead or Alive?
Sales Ready Leads  Criteria TeleSmart Communications  All Rights Reserved 2009 100 o  C 90 o  C 80 o  C 70 o  C 60 o  C 50 o  C 40 o  C 30 o  C 20 o  C 10 o  C Freezing Cold Boiling Hot 0 o  C Budget Competition Timeframe Decision Making Process Business Needs Current Environment Next Steps Decision Making Criteria
Prospecting 2.0 Winning Tips ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Free Book Give Away Enter drawing for your free book Prospecting 2.0 Clinic Contact:  www.tele-smart.com

More Related Content

Recently uploaded

MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentationbaron83
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...Brian Solis
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.mcshagufta46
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxJemalSeid25
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessAPCO
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBBPMedia1
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfSourav Sikder
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 

Recently uploaded (20)

Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentation
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.
 
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptxIntroduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptx
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 

Featured

Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)contently
 
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024Albert Qian
 
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsSocial Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsKurio // The Social Media Age(ncy)
 
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Search Engine Journal
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summarySpeakerHub
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next Tessa Mero
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentLily Ray
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best PracticesVit Horky
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project managementMindGenius
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...RachelPearson36
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Applitools
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at WorkGetSmarter
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...DevGAMM Conference
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationErica Santiago
 
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellGood Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellSaba Software
 

Featured (20)

Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)Content Methodology: A Best Practices Report (Webinar)
Content Methodology: A Best Practices Report (Webinar)
 
How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024How to Prepare For a Successful Job Search for 2024
How to Prepare For a Successful Job Search for 2024
 
Social Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie InsightsSocial Media Marketing Trends 2024 // The Global Indie Insights
Social Media Marketing Trends 2024 // The Global Indie Insights
 
Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024Trends In Paid Search: Navigating The Digital Landscape In 2024
Trends In Paid Search: Navigating The Digital Landscape In 2024
 
5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary5 Public speaking tips from TED - Visualized summary
5 Public speaking tips from TED - Visualized summary
 
ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd ChatGPT and the Future of Work - Clark Boyd
ChatGPT and the Future of Work - Clark Boyd
 
Getting into the tech field. what next
Getting into the tech field. what next Getting into the tech field. what next
Getting into the tech field. what next
 
Google's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search IntentGoogle's Just Not That Into You: Understanding Core Updates & Search Intent
Google's Just Not That Into You: Understanding Core Updates & Search Intent
 
How to have difficult conversations
How to have difficult conversations How to have difficult conversations
How to have difficult conversations
 
Introduction to Data Science
Introduction to Data ScienceIntroduction to Data Science
Introduction to Data Science
 
Time Management & Productivity - Best Practices
Time Management & Productivity -  Best PracticesTime Management & Productivity -  Best Practices
Time Management & Productivity - Best Practices
 
The six step guide to practical project management
The six step guide to practical project managementThe six step guide to practical project management
The six step guide to practical project management
 
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
Beginners Guide to TikTok for Search - Rachel Pearson - We are Tilt __ Bright...
 
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
 
12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work12 Ways to Increase Your Influence at Work
12 Ways to Increase Your Influence at Work
 
ChatGPT webinar slides
ChatGPT webinar slidesChatGPT webinar slides
ChatGPT webinar slides
 
More than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike RoutesMore than Just Lines on a Map: Best Practices for U.S Bike Routes
More than Just Lines on a Map: Best Practices for U.S Bike Routes
 
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
 
Barbie - Brand Strategy Presentation
Barbie - Brand Strategy PresentationBarbie - Brand Strategy Presentation
Barbie - Brand Strategy Presentation
 
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them wellGood Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
Good Stuff Happens in 1:1 Meetings: Why you need them and how to do them well
 

How To Improve Lead Generation With Prospecting

  • 1. How to Improve Lead Generation with Prospecting 2.0 Twitter: @josianefeigon @brianjcarroll Twitter Hashtag: #b2bleadgen Sponsored By:
  • 2.
  • 3.
  • 4. Focus on the prospects with the highest possibility to purchase Leverage business and social relationships to connect with the right decision-makers Become part of the conversation to stay engaged and relevant Engage prospects with information that’s relevant to current initiatives or urgent business challenges Prospecting 2.0 Living in the cloud…. Discover trigger events to identify the right time into the opportunity
  • 5.
  • 6. Sales 2.0 Tools Overload
  • 7. Is Voice Mail Dead? “ Voicemail is dead. Please tell everyone so they’ll stop using it.”- Michael Arrington, founder of TechCrunch
  • 8.
  • 9.
  • 10.
  • 11.
  • 12. Hierarchy of Power? TeleSmart Communications All Rights Reserved 2009 Kenneth Wolfe CEO Mark Berenson CFO Bob Cash COO Jeff Alden CTO John James CMO Tamara Fields Exec. Asst. Susan Snow Purchasing Mgr. Maggie Smith External Mgmt Consultant Jill Aldrich Exec. Asst. George Davis VP of Technology Lisa Bentz Project Manager Steve Hendrie Planning Manager Mike Moody IT Analyst Louis Crow Engineer Tom Spaulding Dir. of E Business Mitch Code R & D
  • 14. Uh-Oh, it’s the No-Po As the political landscape becomes more complex, the probability of selling to the powerless decision-makers are multiplying daily as departments which traditionally held budgets and decision-makers who had signing authority are quickly disappearing. Salespeople are finding they are selling to the wrong people otherwise known as the No-Po’s- people who have No Power, No Potential and No Purchase order will ever come from it. These people hold prestigious titles such as Managers of IT, Systems Analysts, Training Directors and Network Administrators are powerless in terms of budgets.
  • 16. B.A.N.T Dead or Alive?
  • 17. Sales Ready Leads Criteria TeleSmart Communications All Rights Reserved 2009 100 o C 90 o C 80 o C 70 o C 60 o C 50 o C 40 o C 30 o C 20 o C 10 o C Freezing Cold Boiling Hot 0 o C Budget Competition Timeframe Decision Making Process Business Needs Current Environment Next Steps Decision Making Criteria
  • 18.
  • 19. Free Book Give Away Enter drawing for your free book Prospecting 2.0 Clinic Contact: www.tele-smart.com

Editor's Notes

  1. Gerhard (19-21 minutes in) discusses the Sales 2.0 trends and poses questions to Josiane and Greg on how the various elements of Sales 2.0 model remedy the problems discussed
  2. Trainer Notes Explain the concept that both email and voice mail messaging must be combined for stronger impact and faster response. This slide illustrates how these two can work together and complement one another. Explain how both must be combined and synchronized together to increase response. Refer to the slide titled Phone and Email Attributes and continue a discussion with participants on combining phone and email efforts for stronger response and to balance the type of information to include in each. Group Activity Organize and collect all voice mail and email samples received from participants Play the voice mail message while reviewing their emails- to analyze and verbal and written stamp Time estimate for this section: 15 minutes
  3. Trainer Notes When selling in a complex or enterprise landscape, it is important to have multiple touch points on a lead before closing it. This slide illustrates the multiple touch rule and highlights unique and different reasons to connect. A good way to move something through the funnel is by touching a lead multiple times with different reasons to call or email. Keep in mind your efforts are working in tandem with marketing. Discussion Question What are other ways to touch your prospects? Time estimate on this page: 7 minutes
  4. Trainer Notes Start a discussion on winning subject lines and ask team members to share which subject lines receive higher response rates. Encourage they test subject lines. This slide includes the top ten winning subject lines which each ensure a high open rate. Review the winning formula on crafting strong subject lines which is to include Cisco on the subject line and combine it with the name of the prospective company. Combining two companies on the subject line ensures the email will be opened. Also, the length of the subject line should be under 35 characters. As participants determine the right length of subject lines, this slide confirms studies reveal email subject lines with 35 or less characters are being opened. Time estimate on this page: 10 minutes
  5. Gerhard now poses questions on issues stemming from change in corporate power structure and the difficulties of identifying power buyers It’s getting harder to find power today; Too Many Layers of Management Title Mania Prospects have less time and grant less / shorter meetings Non-linear Organizations M&A / consolidation Risk Aversion Committee Decisions Educated Buyers Distributed Workforce Can tap into Social profiles for mid management but far ewer social profiles on C-suite, especially for F1000
  6. Greg discusses the completeness / accuracy of the prospect profiles
  7. Trainer Notes Now that all the questioning categories have been introduced and team members have the cards you have assigned to them (from the previous exercise) do not show this page yet. Ask everyone to hold on to their questioning category, instruct team members to line up in the order in which they think these categories belong. They must line up in order of the sales cycle, from beginning to end. They must determine where these questions would be asked in the sales cycle, at the beginning or at the end. Watch them line up, do not make suggestions to the order. Once they have lined up, ask each person to explain why their category belongs in that order. Have them also provide a definition of that category (see next page for definitions) Ultimately, it must follow the order of this thermometer. The lowest would be current environment which is the first order of questioning. The learning point is to ask questions in the right order and to start from the bottom and work your way up. ***Note, do not move into presentation mode but continue asking questions walking up the thermometer. The goal is to move things along on this thermometer. The next page provides example questions in each category. Show these before you go into the activity. ???Group Activity – will rewrite once Josiane runs through this. 1 st Activity- Have teams line up to discuss the questioning order and why Debrief Questions after 1 st Group Activity What order do you think your category belongs in and why? What two categories will keep a sales from closing? (Answer: the Pain (Business Needs) and Power (Decision-Making process) How many of you believe you can ask all of these categories on your calls? 2 nd Activity- Assign groups of 3’s to role play this qualification model. Each team will have a Epocrates salesperson, customer and observer. They must call to follow-up from a lead and start the qualification process. The goal is to get to as many categories as possible in the short time (3 minutes) while the observer checks off each category. Three rounds of this, everyone rotate roles and last round will be based on the customer having no time to talk. Get webinar lead or new prospect. Debrief Questions after 2 nd Group Activity How many questioning categories did you ask? Do you believe it is possible to ask these on one call?
  8. Moderator : Jean Josiane Jean Josiane Jean Josiane Jean Jean Josiane Josiane