SlideShare a Scribd company logo

Overcoming B2B Prospecting Challenges

•
•
ValueSelling Associates, Inc.
ValueSelling Associates, Inc.

Few of us really like to prospect. In fact, according to HubSpot research, 40% of sales people say prospecting is the most difficult part of their job. Yet, it’s a necessary skill to succeed in sales. How do the top performing sales reps conduct prospecting and create connections?

Sales
1 of 22
Download to read offline
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® B2BProspecting Challenges:Fromthe FrontLines Presented by Julie Thomas President & CEO, ValueSelling Associates October 18th, 2018
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® “Nobody is going to buy from you because you have a quota to meet. They are going to buy from you because they see value in doing so.” Bob Burg, Author
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What we learn today B2B Prospecting Challenges: From the Front Lines • The most effective ways to reach new prospects • The critical skills for making a connection with prospects • The biggest challenges to outbound prospecting • The top qualities needed to prospect powerfully • How to build credibility immediately © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the biggest challenges your team faces in securing an initial meeting? Note: Scores are greater than 100 because respondents could choose multiple answers on a sliding scale.
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the most effective method(s) for reaching new prospects? Note: Responses total greater than 100% because respondents could choose multiple answers.
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Skill Required What are the most important skills a rep needs to connect with new prospects? Note: Scores are greater than 100 because respondents could choose multiple answers on a sliding scale.
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Skill Required Top 3 Skills • Doing research to identify target prospects • Getting an introduction via referral • Face-to-face networking How skilledis your averagerep?
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The Realities of Outbound Prospecting: On average, how many attempts, using multiple touch points (phone, email, social, etc.) does it take to get an initial meeting?
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Top 3 Selling Qualities: How wouldyou rateyoursalesrep? • Willingness and commitment to selling • Curiosity and questioning • Qualifying opportunities
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the greatest challenges your team faces when planning for and executing outbound prospecting? Note: Responses total greater than 100% because respondents could choose multiple answers.
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® How much time is spend on cold calling in one week?
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Do your sales reps have a quota for securing initial meetings?
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Training: Outbound Prospecting& SettingupInitial Meetings • How often do you provide training on outbound prospecting?
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Analysis • The goal of this survey was to better understand how sales reps and managers are dealing with the challenge of filling the revenue pipeline. • The solution is a double-sided coin. • One approach is to increase the number of overall opportunities to yield more wins. • Another approach is to qualify each opportunity more carefully, thereby yielding higher win rates. 2 3 4 5 6 7 8
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Plan of Action • Business Acumen • Multiple touch points, multiple channels • Consistency, persistence and confidence • Measurement • A continuous learning environment
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Questions?
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > library > watch to download today’s slides At the end of today’s webinar
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © ValueSelling Associates, Inc. 2018. All rights reserved. Let’s meet in Las Vegas! Join me at Sales 3.0 Conference October 25 – 26 | Caesars Palace Email webinar@valueselling.com to register with discount code 35vegas by Friday, Oct. 19 (Save 35%)
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 20 Game On: How to Build an Effective Playbook November 15, 2018 | 10:00 AM Pacific Save the date!
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar
© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • THE PROVEN FORMULA FOR ACCELERATING SALES RESULTS. Julie Thomas +1 858 759 7954 Julie.thomas@valueselling.com https://www.linkedin.com/in/ julieathomas/ https://www.facebook.com/ ValueSellingAssociates/ Thank you!

Recommended

VSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe ConfirmVSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe ConfirmValueSelling Associates, Inc.
 
Building an Effective Playbook with the ValueSelling Framework®
Building an Effective Playbook with the ValueSelling Framework®Building an Effective Playbook with the ValueSelling Framework®
Building an Effective Playbook with the ValueSelling Framework®ValueSelling Associates, Inc.
 
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineGet on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineValueSelling Associates, Inc.
 
ABM for Sales: Double Your Deal Size
ABM for Sales: Double Your Deal SizeABM for Sales: Double Your Deal Size
ABM for Sales: Double Your Deal SizeValueSelling Associates, Inc.
 
VSA Webinar: Four Keys to Effective & Superb Coaching
VSA Webinar: Four Keys to Effective & Superb CoachingVSA Webinar: Four Keys to Effective & Superb Coaching
VSA Webinar: Four Keys to Effective & Superb CoachingValueSelling Associates, Inc.
 
Drive Results with Your Prospecting & Qualifying
Drive Results with Your Prospecting & QualifyingDrive Results with Your Prospecting & Qualifying
Drive Results with Your Prospecting & QualifyingValueSelling Associates, Inc.
 
Engage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better QuestionsEngage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better QuestionsValueSelling Associates, Inc.
 
4 Strategies for Getting in the Door
4 Strategies for Getting in the Door4 Strategies for Getting in the Door
4 Strategies for Getting in the DoorGenevieve Ruth Seimears
 

Recommended

VSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe ConfirmVSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe ConfirmValueSelling Associates, Inc.
 
Building an Effective Playbook with the ValueSelling Framework®
Building an Effective Playbook with the ValueSelling Framework®Building an Effective Playbook with the ValueSelling Framework®
Building an Effective Playbook with the ValueSelling Framework®ValueSelling Associates, Inc.
 
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineGet on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineValueSelling Associates, Inc.
 
ABM for Sales: Double Your Deal Size
ABM for Sales: Double Your Deal SizeABM for Sales: Double Your Deal Size
ABM for Sales: Double Your Deal SizeValueSelling Associates, Inc.
 
VSA Webinar: Four Keys to Effective & Superb Coaching
VSA Webinar: Four Keys to Effective & Superb CoachingVSA Webinar: Four Keys to Effective & Superb Coaching
VSA Webinar: Four Keys to Effective & Superb CoachingValueSelling Associates, Inc.
 
Drive Results with Your Prospecting & Qualifying
Drive Results with Your Prospecting & QualifyingDrive Results with Your Prospecting & Qualifying
Drive Results with Your Prospecting & QualifyingValueSelling Associates, Inc.
 
Engage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better QuestionsEngage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better QuestionsValueSelling Associates, Inc.
 
4 Strategies for Getting in the Door
4 Strategies for Getting in the Door4 Strategies for Getting in the Door
4 Strategies for Getting in the DoorGenevieve Ruth Seimears
 
Mitigate Risk by Posing Anxiety Questions
Mitigate Risk by Posing Anxiety QuestionsMitigate Risk by Posing Anxiety Questions
Mitigate Risk by Posing Anxiety QuestionsValueSelling Associates, Inc.
 
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to PurchaseDigital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to PurchaseValueSelling Associates, Inc.
 
Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility ValueSelling Associates, Inc.
 
Maximizing Performance Through Sales Coaching
Maximizing Performance Through Sales CoachingMaximizing Performance Through Sales Coaching
Maximizing Performance Through Sales CoachingValueSelling Associates, Inc.
 
Getting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not YetGetting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not YetValueSelling Associates, Inc.
 
Creating a Cadence for Top-of-Funnel Growth
Creating a Cadence for Top-of-Funnel GrowthCreating a Cadence for Top-of-Funnel Growth
Creating a Cadence for Top-of-Funnel GrowthValueSelling Associates, Inc.
 
Sales Leadership Series: Better Sales Coaching Through Performance Metrics
Sales Leadership Series: Better Sales Coaching Through Performance MetricsSales Leadership Series: Better Sales Coaching Through Performance Metrics
Sales Leadership Series: Better Sales Coaching Through Performance MetricsValueSelling Associates, Inc.
 
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineExceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineValueSelling Associates, Inc.
 
7 Habits of Top Sales Performers
7 Habits of Top Sales Performers7 Habits of Top Sales Performers
7 Habits of Top Sales PerformersValueSelling Associates, Inc.
 
How to Create a Sales Cadence to Drive Top-of-Funnel Growth
How to Create a Sales Cadence to Drive Top-of-Funnel GrowthHow to Create a Sales Cadence to Drive Top-of-Funnel Growth
How to Create a Sales Cadence to Drive Top-of-Funnel GrowthValueSelling Associates, Inc.
 
4 Keys to Differentiate on Value
4 Keys to Differentiate on Value4 Keys to Differentiate on Value
4 Keys to Differentiate on ValueValueSelling Associates, Inc.
 
Your Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this QuarterYour Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this QuarterValueSelling Associates, Inc.
 
Sales Training - Get In The Door and Sell Higher
Sales Training - Get In The Door and Sell HigherSales Training - Get In The Door and Sell Higher
Sales Training - Get In The Door and Sell HigherValueSelling Associates, Inc.
 
Increase Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning InIncrease Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning InValueSelling Associates, Inc.
 
Beat the Competition: Differentiate on Value
Beat the Competition: Differentiate on ValueBeat the Competition: Differentiate on Value
Beat the Competition: Differentiate on ValueValueSelling Associates, Inc.
 
From Conversations to Conversions: the Art of Asking Questions
From Conversations to Conversions: the Art of Asking QuestionsFrom Conversations to Conversions: the Art of Asking Questions
From Conversations to Conversions: the Art of Asking QuestionsValueSelling Associates, Inc.
 
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating EmpathyThe Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating EmpathyValueSelling Associates, Inc.
 
Mastering Virtual Meetings with the ValueSelling Framework
Mastering Virtual Meetings with the ValueSelling FrameworkMastering Virtual Meetings with the ValueSelling Framework
Mastering Virtual Meetings with the ValueSelling FrameworkValueSelling Associates, Inc.
 
Think Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessThink Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessValueSelling Associates, Inc.
 
Prospect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility IntroductionProspect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility IntroductionValueSelling Associates, Inc.
 
Measuring the Virtual Sales Skills that Matter
Measuring the Virtual Sales Skills that MatterMeasuring the Virtual Sales Skills that Matter
Measuring the Virtual Sales Skills that MatterValueSelling Associates, Inc.
 
Selling To the C-suite
Selling To the C-suiteSelling To the C-suite
Selling To the C-suiteValueSelling Associates, Inc.
 

More Related Content

What's hot

Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to PurchaseDigital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to PurchaseValueSelling Associates, Inc.
 
Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility ValueSelling Associates, Inc.
 
Sales Leadership Series: Better Sales Coaching Through Performance Metrics
Sales Leadership Series: Better Sales Coaching Through Performance MetricsSales Leadership Series: Better Sales Coaching Through Performance Metrics
Sales Leadership Series: Better Sales Coaching Through Performance MetricsValueSelling Associates, Inc.
 
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineExceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineValueSelling Associates, Inc.
 
How to Create a Sales Cadence to Drive Top-of-Funnel Growth
How to Create a Sales Cadence to Drive Top-of-Funnel GrowthHow to Create a Sales Cadence to Drive Top-of-Funnel Growth
How to Create a Sales Cadence to Drive Top-of-Funnel GrowthValueSelling Associates, Inc.
 
Your Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this QuarterYour Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this QuarterValueSelling Associates, Inc.
 
From Conversations to Conversions: the Art of Asking Questions
From Conversations to Conversions: the Art of Asking QuestionsFrom Conversations to Conversions: the Art of Asking Questions
From Conversations to Conversions: the Art of Asking QuestionsValueSelling Associates, Inc.
 
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating EmpathyThe Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating EmpathyValueSelling Associates, Inc.
 
Mastering Virtual Meetings with the ValueSelling Framework
Mastering Virtual Meetings with the ValueSelling FrameworkMastering Virtual Meetings with the ValueSelling Framework
Mastering Virtual Meetings with the ValueSelling FrameworkValueSelling Associates, Inc.
 
Think Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessThink Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessValueSelling Associates, Inc.
 
Prospect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility IntroductionProspect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility IntroductionValueSelling Associates, Inc.
 

What's hot (20)

Mitigate Risk by Posing Anxiety Questions
Mitigate Risk by Posing Anxiety QuestionsMitigate Risk by Posing Anxiety Questions
Mitigate Risk by Posing Anxiety Questions
 
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to PurchaseDigital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
Digital Sales Transformation: Selling the Way Modern Buyers Want to Purchase
 
Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility
 
Maximizing Performance Through Sales Coaching
Maximizing Performance Through Sales CoachingMaximizing Performance Through Sales Coaching
Maximizing Performance Through Sales Coaching
 
Getting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not YetGetting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not Yet
 
Creating a Cadence for Top-of-Funnel Growth
Creating a Cadence for Top-of-Funnel GrowthCreating a Cadence for Top-of-Funnel Growth
Creating a Cadence for Top-of-Funnel Growth
 
Sales Leadership Series: Better Sales Coaching Through Performance Metrics
Sales Leadership Series: Better Sales Coaching Through Performance MetricsSales Leadership Series: Better Sales Coaching Through Performance Metrics
Sales Leadership Series: Better Sales Coaching Through Performance Metrics
 
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineExceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
 
7 Habits of Top Sales Performers
7 Habits of Top Sales Performers7 Habits of Top Sales Performers
7 Habits of Top Sales Performers
 
How to Create a Sales Cadence to Drive Top-of-Funnel Growth
How to Create a Sales Cadence to Drive Top-of-Funnel GrowthHow to Create a Sales Cadence to Drive Top-of-Funnel Growth
How to Create a Sales Cadence to Drive Top-of-Funnel Growth
 
4 Keys to Differentiate on Value
4 Keys to Differentiate on Value4 Keys to Differentiate on Value
4 Keys to Differentiate on Value
 
Your Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this QuarterYour Checklist for Closing Opportunities this Quarter
Your Checklist for Closing Opportunities this Quarter
 
Sales Training - Get In The Door and Sell Higher
Sales Training - Get In The Door and Sell HigherSales Training - Get In The Door and Sell Higher
Sales Training - Get In The Door and Sell Higher
 
Increase Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning InIncrease Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning In
 
Beat the Competition: Differentiate on Value
Beat the Competition: Differentiate on ValueBeat the Competition: Differentiate on Value
Beat the Competition: Differentiate on Value
 
From Conversations to Conversions: the Art of Asking Questions
From Conversations to Conversions: the Art of Asking QuestionsFrom Conversations to Conversions: the Art of Asking Questions
From Conversations to Conversions: the Art of Asking Questions
 
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating EmpathyThe Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating Empathy
 
Mastering Virtual Meetings with the ValueSelling Framework
Mastering Virtual Meetings with the ValueSelling FrameworkMastering Virtual Meetings with the ValueSelling Framework
Mastering Virtual Meetings with the ValueSelling Framework
 
Think Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessThink Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their Business
 
Prospect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility IntroductionProspect More Effectively with a Credibility Introduction
Prospect More Effectively with a Credibility Introduction
 

Similar to Overcoming B2B Prospecting Challenges

Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkMarketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction
 
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueCreating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueValueSelling Associates, Inc.
 
Fixing Forecast Accuracy: Joint Webinar with Sales Management Association
Fixing Forecast Accuracy: Joint Webinar with Sales Management AssociationFixing Forecast Accuracy: Joint Webinar with Sales Management Association
Fixing Forecast Accuracy: Joint Webinar with Sales Management AssociationRevegy, Inc.
 
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkMarketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
 
Agile marketing growth_process_2018
Agile marketing growth_process_2018Agile marketing growth_process_2018
Agile marketing growth_process_2018Valerius Consulting
 
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkMarketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
 
Stop Burning Your AdWords Budget - Simple Optimization Tactics to Make Your S...
Stop Burning Your AdWords Budget - Simple Optimization Tactics to Make Your S...Stop Burning Your AdWords Budget - Simple Optimization Tactics to Make Your S...
Stop Burning Your AdWords Budget - Simple Optimization Tactics to Make Your S...Luciano Pesci, PhD
 
PrecisionLender Webinar - 7 Habits of High-Performing Relationship Managers
PrecisionLender Webinar - 7 Habits of High-Performing Relationship ManagersPrecisionLender Webinar - 7 Habits of High-Performing Relationship Managers
PrecisionLender Webinar - 7 Habits of High-Performing Relationship ManagersPrecisionLender
 
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...AchieveIt
 
[Webinar] ABM Measurement 101: Account-Based Attribution
[Webinar] ABM Measurement 101: Account-Based Attribution[Webinar] ABM Measurement 101: Account-Based Attribution
[Webinar] ABM Measurement 101: Account-Based AttributionEngagio
 
How to Compete for Sales Talent Against Better Paying Companies
How to Compete for Sales Talent Against Better Paying CompaniesHow to Compete for Sales Talent Against Better Paying Companies
How to Compete for Sales Talent Against Better Paying CompaniesGlassdoor
 
Customer Advisory Board Recruitment Strategies and Tips
Customer Advisory Board Recruitment Strategies and TipsCustomer Advisory Board Recruitment Strategies and Tips
Customer Advisory Board Recruitment Strategies and TipsRob Jensen
 
Is ABM Right For You?
Is ABM Right For You?Is ABM Right For You?
Is ABM Right For You?DemandGen
 
Huron Consulting : CRM Visioning for Bloomer
Huron Consulting : CRM Visioning for BloomerHuron Consulting : CRM Visioning for Bloomer
Huron Consulting : CRM Visioning for BloomerAmi Reese
 
Implementing your own Account Planning Methodology Featuring SiriusDecisions
Implementing your own Account Planning Methodology Featuring SiriusDecisions Implementing your own Account Planning Methodology Featuring SiriusDecisions
Implementing your own Account Planning Methodology Featuring SiriusDecisions Revegy, Inc.
 
Service North 2018 - Successful SIAM bids
Service North 2018 - Successful SIAM bidsService North 2018 - Successful SIAM bids
Service North 2018 - Successful SIAM bidsScopism
 
Make 2016 the Year You Conquer Customer Success
Make 2016 the Year You Conquer Customer SuccessMake 2016 the Year You Conquer Customer Success
Make 2016 the Year You Conquer Customer SuccessGainsight
 

Similar to Overcoming B2B Prospecting Challenges (20)

Measuring the Virtual Sales Skills that Matter
Measuring the Virtual Sales Skills that MatterMeasuring the Virtual Sales Skills that Matter
Measuring the Virtual Sales Skills that Matter
 
Selling To the C-suite
Selling To the C-suiteSelling To the C-suite
Selling To the C-suite
 
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkMarketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
 
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueCreating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
 
Fixing Forecast Accuracy: Joint Webinar with Sales Management Association
Fixing Forecast Accuracy: Joint Webinar with Sales Management AssociationFixing Forecast Accuracy: Joint Webinar with Sales Management Association
Fixing Forecast Accuracy: Joint Webinar with Sales Management Association
 
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkMarketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
 
Agile marketing growth_process_2018
Agile marketing growth_process_2018Agile marketing growth_process_2018
Agile marketing growth_process_2018
 
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkMarketing Operations ROI: It`s Simpler and Way Harder Than You Think
Marketing Operations ROI: It`s Simpler and Way Harder Than You Think
 
Stop Burning Your AdWords Budget - Simple Optimization Tactics to Make Your S...
Stop Burning Your AdWords Budget - Simple Optimization Tactics to Make Your S...Stop Burning Your AdWords Budget - Simple Optimization Tactics to Make Your S...
Stop Burning Your AdWords Budget - Simple Optimization Tactics to Make Your S...
 
PrecisionLender Webinar - 7 Habits of High-Performing Relationship Managers
PrecisionLender Webinar - 7 Habits of High-Performing Relationship ManagersPrecisionLender Webinar - 7 Habits of High-Performing Relationship Managers
PrecisionLender Webinar - 7 Habits of High-Performing Relationship Managers
 
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
 
[Webinar] ABM Measurement 101: Account-Based Attribution
[Webinar] ABM Measurement 101: Account-Based Attribution[Webinar] ABM Measurement 101: Account-Based Attribution
[Webinar] ABM Measurement 101: Account-Based Attribution
 
How to Compete for Sales Talent Against Better Paying Companies
How to Compete for Sales Talent Against Better Paying CompaniesHow to Compete for Sales Talent Against Better Paying Companies
How to Compete for Sales Talent Against Better Paying Companies
 
Customer Advisory Board Recruitment Strategies and Tips
Customer Advisory Board Recruitment Strategies and TipsCustomer Advisory Board Recruitment Strategies and Tips
Customer Advisory Board Recruitment Strategies and Tips
 
Is ABM Right For You?
Is ABM Right For You?Is ABM Right For You?
Is ABM Right For You?
 
Huron Consulting : CRM Visioning for Bloomer
Huron Consulting : CRM Visioning for BloomerHuron Consulting : CRM Visioning for Bloomer
Huron Consulting : CRM Visioning for Bloomer
 
Implementing your own Account Planning Methodology Featuring SiriusDecisions
Implementing your own Account Planning Methodology Featuring SiriusDecisions Implementing your own Account Planning Methodology Featuring SiriusDecisions
Implementing your own Account Planning Methodology Featuring SiriusDecisions
 
Service North 2018 - Successful SIAM bids
Service North 2018 - Successful SIAM bidsService North 2018 - Successful SIAM bids
Service North 2018 - Successful SIAM bids
 
Closing: Take Control of When They Buy
Closing: Take Control of When They BuyClosing: Take Control of When They Buy
Closing: Take Control of When They Buy
 
Make 2016 the Year You Conquer Customer Success
Make 2016 the Year You Conquer Customer SuccessMake 2016 the Year You Conquer Customer Success
Make 2016 the Year You Conquer Customer Success
 

More from ValueSelling Associates, Inc.

Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.ValueSelling Associates, Inc.
 
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGTOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGValueSelling Associates, Inc.
 
How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times ValueSelling Associates, Inc.
 
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGCreating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGValueSelling Associates, Inc.
 
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...ValueSelling Associates, Inc.
 
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERFYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERValueSelling Associates, Inc.
 
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINECRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINEValueSelling Associates, Inc.
 
Webinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceWebinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceValueSelling Associates, Inc.
 
Torne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorTorne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorValueSelling Associates, Inc.
 
Renewal Sales And Account Management: 5 keys to improving your retention rate
Renewal Sales And Account Management: 5 keys to improving your retention rateRenewal Sales And Account Management: 5 keys to improving your retention rate
Renewal Sales And Account Management: 5 keys to improving your retention rateValueSelling Associates, Inc.
 

More from ValueSelling Associates, Inc. (18)

Kunden halten, durchdringen und weiterentwickeln
Kunden halten, durchdringen und weiterentwickelnKunden halten, durchdringen und weiterentwickeln
Kunden halten, durchdringen und weiterentwickeln
 
7 Actionable Habits of Top Performers
7 Actionable Habits of Top Performers7 Actionable Habits of Top Performers
7 Actionable Habits of Top Performers
 
7 Verhaltensmuster r von Top Performern
7 Verhaltensmuster r von Top Performern7 Verhaltensmuster r von Top Performern
7 Verhaltensmuster r von Top Performern
 
Checklist to Close the Quarter & Year
Checklist to Close the Quarter & YearChecklist to Close the Quarter & Year
Checklist to Close the Quarter & Year
 
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
 
5-STEP PROCESS FOR HANDLING OBJECTIONS
5-STEP PROCESS FOR HANDLING OBJECTIONS5-STEP PROCESS FOR HANDLING OBJECTIONS
5-STEP PROCESS FOR HANDLING OBJECTIONS
 
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGTOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
 
How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times
 
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGCreating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
 
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
 
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERFYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
 
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINECRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
 
Webinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceWebinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrence
 
Be the Best Choice by Differentiating on Value
Be the Best Choice by Differentiating on ValueBe the Best Choice by Differentiating on Value
Be the Best Choice by Differentiating on Value
 
Vsa webinar 0321_presentation german
Vsa webinar 0321_presentation germanVsa webinar 0321_presentation german
Vsa webinar 0321_presentation german
 
Torne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorTorne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em Valor
 
Renewal Sales And Account Management: 5 keys to improving your retention rate
Renewal Sales And Account Management: 5 keys to improving your retention rateRenewal Sales And Account Management: 5 keys to improving your retention rate
Renewal Sales And Account Management: 5 keys to improving your retention rate
 
Getting to Yes: Finish the Quarter and Year Strong
Getting to Yes: Finish the Quarter and Year StrongGetting to Yes: Finish the Quarter and Year Strong
Getting to Yes: Finish the Quarter and Year Strong
 

Recently uploaded

NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756dollysharma2066
 
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607dollysharma2066
 
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证jdkhjh
 
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书zdzoqco
 
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样7pn7zv3i
 

Recently uploaded (6)

NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
NIGHT DREAN Genuine Call girls in Vasant Vihar Delhi | 83778 77756
 
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
9953056974 Low Rate Call Girls In Ashok Nagar Delhi NCR
 
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
HI-Profiles Call girls in Hyatt Residency Delhi | 8377087607
 
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
原版1:1复刻明尼苏达大学毕业证UMN毕业证留信学历认证
 
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
办理昆特兰理工大学毕业证成绩单|购买加拿大KPU文凭证书
 
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
办理学位证(USC文凭证书)南加州大学毕业证成绩单原版一模一样
 

Overcoming B2B Prospecting Challenges

  • 1. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® B2BProspecting Challenges:Fromthe FrontLines Presented by Julie Thomas President & CEO, ValueSelling Associates October 18th, 2018
  • 2. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar
  • 3. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® “Nobody is going to buy from you because you have a quota to meet. They are going to buy from you because they see value in doing so.” Bob Burg, Author
  • 4. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What we learn today B2B Prospecting Challenges: From the Front Lines • The most effective ways to reach new prospects • The critical skills for making a connection with prospects • The biggest challenges to outbound prospecting • The top qualities needed to prospect powerfully • How to build credibility immediately © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
  • 5. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the biggest challenges your team faces in securing an initial meeting? Note: Scores are greater than 100 because respondents could choose multiple answers on a sliding scale.
  • 6. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the most effective method(s) for reaching new prospects? Note: Responses total greater than 100% because respondents could choose multiple answers.
  • 7. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Skill Required What are the most important skills a rep needs to connect with new prospects? Note: Scores are greater than 100 because respondents could choose multiple answers on a sliding scale.
  • 8. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Skill Required Top 3 Skills • Doing research to identify target prospects • Getting an introduction via referral • Face-to-face networking How skilledis your averagerep?
  • 9. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The Realities of Outbound Prospecting: On average, how many attempts, using multiple touch points (phone, email, social, etc.) does it take to get an initial meeting?
  • 10. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Top 3 Selling Qualities: How wouldyou rateyoursalesrep? • Willingness and commitment to selling • Curiosity and questioning • Qualifying opportunities
  • 11. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the greatest challenges your team faces when planning for and executing outbound prospecting? Note: Responses total greater than 100% because respondents could choose multiple answers.
  • 12. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® How much time is spend on cold calling in one week?
  • 13. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Do your sales reps have a quota for securing initial meetings?
  • 14. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Training: Outbound Prospecting& SettingupInitial Meetings • How often do you provide training on outbound prospecting?
  • 15. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Analysis • The goal of this survey was to better understand how sales reps and managers are dealing with the challenge of filling the revenue pipeline. • The solution is a double-sided coin. • One approach is to increase the number of overall opportunities to yield more wins. • Another approach is to qualify each opportunity more carefully, thereby yielding higher win rates. 2 3 4 5 6 7 8
  • 16. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Plan of Action • Business Acumen • Multiple touch points, multiple channels • Consistency, persistence and confidence • Measurement • A continuous learning environment
  • 17. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Questions?
  • 18. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > library > watch to download today’s slides At the end of today’s webinar
  • 19. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © ValueSelling Associates, Inc. 2018. All rights reserved. Let’s meet in Las Vegas! Join me at Sales 3.0 Conference October 25 – 26 | Caesars Palace Email webinar@valueselling.com to register with discount code 35vegas by Friday, Oct. 19 (Save 35%)
  • 20. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 20 Game On: How to Build an Effective Playbook November 15, 2018 | 10:00 AM Pacific Save the date!
  • 21. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar
  • 22. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • THE PROVEN FORMULA FOR ACCELERATING SALES RESULTS. Julie Thomas +1 858 759 7954 Julie.thomas@valueselling.com https://www.linkedin.com/in/ julieathomas/ https://www.facebook.com/ ValueSellingAssociates/ Thank you!