Consider these seven tips when prospecting for new business. Keep your game tight.

1. 7 TIPS
for
SALES PROSPECTING
RALPH BARSI
Sr. Director, Sales Development
Achievers
@rbarsi
in/ralphbarsi

2. There are 14 more tips where these came from!
Steve Richard Jamie Shanks Ralph Barsi
bit.ly/21-Sales-Tips-Deck
@rbarsi
in/ralphbarsi

3. 1. Automate your outreach
2. Use three sentences
3. Have intelligence pushed to you
4. Send pre-emptive emails
5. Attract prospects to you
6. Make rapid-fire calls
7. Practice CANI!
@rbarsi
in/ralphbarsi

4. AUTOMATE your OUTREACH
Focus on when your message is received, not sent.
Schedule emails to be received (on Sunday mornings or late afternoons).
Use quiet time:
To store your emails in a delivery queue, and…
To be read during the recipient’s quiet time.
#1
@rbarsi
in/ralphbarsi

5. #1 AUTOMATE your OUTREACH
1. In the message, on the Options tab,
in the More Options group, click Delay Delivery.
2. Click Message Options.
3. Under Delivery options, select the Do not deliver before check box,
and then click the delivery date and time that you want.
4. After you click Send, the message remains
in the Outbox folder until delivery time.
@rbarsi
in/ralphbarsi

6. #1 AUTOMATE your OUTREACH
@rbarsi
in/ralphbarsi

7. #2 Use three.sentenc.es
@rbarsi
in/ralphbarsi

8. #2 Use three.sentenc.es
WHY LONG EMAILS BLOW
• They take too long to read.
• They don’t respect the recipient’s time.
• You don’t get to the point.
• You ask too many questions.
• You won’t get a response (at least not anytime soon).
• The average executive receives 115 emails a day.
• 43% of emails are read on a mobile device.
HOW TO COMBAT THIS ILLNESS
• Use no more than five sentences.
• Use a question mark in most emails (to evoke a response).
• Think tweets & texts. Get to the essential point.
• Include hyperlinks, attachments, & postscripts.
Leo Babauta
@rbarsi
in/ralphbarsi

9. #3 Have intelligence pushed to you
Let’s say you’re trying to connect with the super-busy Beth Comstock…
Beth Comstock
SVP / CMO of General Electric
• Oversees all of GE’s Marketing
• $150B Revenue
• 305K Employees
• Conglomerate w/ several subs
@rbarsi
in/ralphbarsi

10. #3 Have intelligence pushed to you
You can join thousands of others who have multiple browser windows open,
researching corporate sites, blogs, videos, etc…or have it pushed to you!
@rbarsi
in/ralphbarsi

11. #3 Have intelligence pushed to you
WHY SO MANY BROWSER WINDOWS OPEN?
• Since 2003, Web traffic has increased 30,000%!
• Since 2008, the lion’s share of Web content is user-generated!
• 50 accounts x 55 minutes/account = 45 Hours of Research!
• 50 accounts x 10 minutes of updating each account = 8 More Hours!
HOW TO COMBAT THIS ILLNESS
• Monitor what they’re saying (tweets & online groups) in one location.
• Get updates on career moves, new product offerings, mergers, etc.
• Consolidate your searches & let technology work for you.
• Follow companies & people, & get emailed when something happens!
• Engage the right people at the right time with the right message.
@rbarsi
in/ralphbarsi

12. #4 Send pre-emptive emails
@rbarsi
in/ralphbarsi

13. #4 Send pre-emptive emails
Be brief & to the point.
Think mobile.
Give a window of time.
Don’t give an exact time.
Don’t ask if “there’s a good time.”
Evoke a response.
“Unless you suggest a time…”
Use question marks.
Say why you’ll be calling.
Link to a short YouTube video of you.
Set expectations for a brief call.
@rbarsi
in/ralphbarsi

14. @rbarsi
in/ralphbarsi
#4 Send pre-emptive emails
YOUR PROSPECTS’ OPTIONS
• Prepare for your call, now that they know it’s coming.
• Reach out the exec mentioned in your email, to see if you’re legit.
• Google you. (Googling your name yields value-added results, right?)
• Respond with a better time for you to call.
• Respond with “not interested” in taking your call (& hopefully say why).
• Forward your message to a more appropriate person.
• Ignore your message. (This will happen if it’s poorly written, too long, or lacks
relevant information).
YOUR OPTIONS
• Prepare, prepare, prepare.
• Find 3 points of research that you’ll actually use. (3-in-3 from Vorsight)
• Save the email as a template, especially if it yielded a scheduled call.
• Calendar the call, so you don’t miss (or forget) the opportunity.

15. @rbarsi
in/ralphbarsi
#5 Attract prospects to you
Translation: Add value to the marketplace
WRITE THIS DOWN
The more value you bring to the marketplace, the more valuable you will become.
Your prospects will seek YOU out vs. the other way around.
Your reputation will precede you.
WAYS TO DO THIS
• Promote and host a webinar with industry experts, share best practices.
• Write a book.
• Present on a relevant topic at your industry association (hint, hint) meetings.
• Start a blog and write great articles; invite guests to contribute ones, too.
• Film yourself commenting on a relevant problem & upload it to YouTube.
• Record a podcast & invite your best customers to join you for an episode.
• Share (tweet, retweet, update statuses) powerful articles, videos, etc.

16. @rbarsi
in/ralphbarsi
#5 Attract prospects to you
Let’s run a Google search…
Steve Richard, Vorsight

17. @rbarsi
in/ralphbarsi
#6 Make rapid-fire calls
The Pursuit of Happyness
Create high-valued, high-volume target lists.
Have the same opening line; include same title, same event, or same city.
Follow-up on all overdue tasks.
Increase productivity, have more conversations per hour, and track it all!
Ensure a closed-loop sales cycle.

18. @rbarsi
in/ralphbarsi
#7 Practice CANI!
Constant and Never-Ending Improvement
WORK ON YOURSELF HARDER THAN YOU WORK ON YOUR JOB!

19. THANK
YOU!
RALPH BARSI
Sr. Director, Sales Development
Achievers
@rbarsi
in/ralphbarsi