Prospecting Strategies for Senior Account Executives

1. Prospecting Rod Nafziger September 28, 2011 Prepared by Terry Bentley MVP for Columbus, Indianapolis Louisville Market Place

5. Why Do We Hate to Prospect? Feels invasive No control Low success rate Nothing to say It’s exhausting

6. Survey Results—Sellers 63% said it was the one thing they most disliked about sales 36% said they seldom if ever do it <3% said they found prospecting to be productive 88% said they are expected to prospect for new business

7. Survey Results—Buyers 91% said they NEVER respond to unsolicited inquiry from sellers 71% said they found cold calls annoying 88% said the one thing they most disliked about cold calls was that they had nothing to do with their issues or problems 94% said they could not remember a single prospector or message they had received in the last two years

8. Current Trends Don’t Bode Well Email/Voicemail Buyers Don’t Respond to Calls It Takes 6 Touches! Buying Done by Invitation Buyers Have More Info

15. Putting It Together: The RIMS Model R esearch I mpact M essage S ales Cycle - targeting - insight - targeting - connection

21. Four Types of Prospecting Messages Problems, Implications Facts Buyer Focused Differentiated Commoditized Provocative Credentialed Seller Focused RI M S

22. Four Types of Prospecting Messages Problems, Implications Facts Buyer Focused Commoditized Seller Focused RI M S

24. Four Types of Prospecting Messages Problems, Implications Facts Buyer Focused Differentiated Seller Focused RI M S

26. Four Types of Prospecting Messages Problems, Implications Facts Buyer Focused Credentialed Seller Focused RI M S

28. Four Types of Prospecting Messages Problems, Implications Facts Buyer Focused Provocative Seller Focused RI M S

33. Prospecting Thank You