This document discusses strategic prospecting and lead generation. It emphasizes having a clear target and approach, including defining the target accounts and contacts. The approach should be direct, to the point, and easy to respond to, and referrals and professional persistence are important. Content should focus on the prospects' business and new ideas that others in their industry are pursuing. The document also stresses finding a reason for the prospect to be interested and engaging in unique touches over 30 days to generate sales.

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STRATEGIC PROSPECTING &
LEAD GENERATION
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Science vs. Art
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Know Your Equation
$ 3,500 = 2
50% = 4
50% = 8
.5% = 1600
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Know Your Equation
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Defining the Target
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Your Target Accounts
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Your approach
Quality
Quantity
Practice
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Your Target Contact
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APPROACH
Less is more
Direct, to the point
Easy to respond to
Referrals
Professional persistence
Having a reason
What Executives DO Respond to
CONTENT
About them/their business
New ideas (challenger)
What others like them are doing
Speaking their language
Results
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Our Approach
5 Unique Touches
in 30 Days
83% of high performers have a defined strategy and make 4-8 attempts
* High performers = 110% of quota and represent less than 25% of respondents
* Phone Works – 2011 Inside Sales Metrics
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Finding the Reason
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Executive quotes about….
Executive priorities
Hiring /Growth
Promotions
New products
New Client
Awards
Mission/Goals/Vision
Finding A Reason
What?
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Acquisition
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Your Feedback
John Barrows
john@jbarrows.com
www.jbarrows.com/blog
@JohnMBarrows
www.SalesFromTheStreets.com
Q & A
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GO
SELL
SOMETHING!!!!!