Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.

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Face-to-face
sales
interactions
are typically
viewed as the
most valuable
activity by
Sales
Leaders.

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Today, getting in the door is more difficult than
executing face-to-face sales calls.
5 years ago they were right.

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The primary
differentiator of
today’s top Sales
Rep is the ability
to prospect.

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This could be prospecting for new business
or different buying centers within existing
customers.
Both are difficult.
Both are where the potential is.

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We have captured 5
modern prospecting
best practices from top
performers.
Download this tool to
rapidly improve your
prospecting results.

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Why do sales people inflict so much pain
on themselves?

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They are instructed
to use outdated
prospecting
techniques
They are resistant
to change and
make excuses such
as, “our buyers
aren’t on social
media”
Most sales training
is focused on
execution once in
the door
Organizations
inhibit the use of
modern
prospecting
methods
They make the
mistake of relying
on someone else to
prospect
Here’s why…

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5 ways to get in the door…..

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1. Approach the right doors
• Some doors aren’t worth approaching.
• Clearly define your target audience first.
• Is your sales team focused on customers with the
highest potential to buy your solution? Or do they
call on low value prospects and saturated
customers?

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2. Buyer Centric Messaging
• Have you ever had a feeling that an advertisement was
meant for you?
• The goal is to make every communication speak directly to
your buyer.
• Speak directly to the buyer’s fears, objectives, and
personal wants.

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3. Use Social Listening – understand what your buyer cares about.
• Is there a better way than watching their behavior first hand?
• This works whether using social prospecting, email, or phone.
• Your buyers will give you the answer to the test and you aren’t
cheating.

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4. Refine Writing Skills
• Produce succinct, clear, and
compelling copy that drives an
actionable response.
• Think of how many more emails
you send than conversations you
have each day.
• We communicate via the written
word much more frequently than
orally. Yet we focus most of our
time on improving oral
communication skills.

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5. Incorporate Social Prospecting
• LinkedIn is not a clogged channel. Email and the phone are.
• You can use relationships to get access to buyers.
• Using social is more effective and less painful than cold calling.

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Use this tool to spread these
best practices across your sales
organization.
Prospecting can be enjoyable
and effective if approached
correctly.

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Learn More
If you don’t have a content management process or need help
optimizing your current one,
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
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