Julie Thomas, President and CEO of ValueSelling Associates, shares how best-in-class organizations target high-quality opportunities and what they do to continually requalify throughout the sales process. Attend this webinar to drive the quantity and quality of the opportunities in your pipeline.

1. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Presented by Julie Thomas
President & CEO, ValueSelling Associates
DriveResultswith
YourProspection&
Qualifying
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does
not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may
describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling
Associates is strictly forbidden.
Complimentary Webinar
August 15, 2019

2. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
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#KeepItSimpleDriveResults

3. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Today’s Objectives
• Identify high potential opportunities
• Mitigate the inaccurate forecast
• An easy-to-use formula for qualifying prospects
• The key to exceptionally high close rates

4. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
To Drive Exceptional Results We Must…
Create new
opportunities
Move them through
the sales process
Close

5. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
To Drive Exceptional Results We Must…
Vortex ProspectingTM
Create new
opportunities

6. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
What do you
want to sell me?

7. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Vortex
Prospecting:
KeyConcept1
• How much activity is actually needed
• Your prospecting ratios
Target
Average Transaction Size
Total Number of Transactions Required
Average Win Ratio (Meeting to Close)
Total Qualified Prospects Required
Pipeline Ratio (Qualified Lead to Meeting)
Total Prospecting Year – Month – Day
2,000,000
125,000
2m/125K = 16
1 out of 3
3 x 16 = 48
1 out of 5
5 x 48 = 240 per year or
20 per month or
approximately 1 per day
UNDERSTAND

8. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Vortex
Prospecting:
KeyConcept2
• Prospecting is an ongoing activity
─Not start/stop
─Build it into your workflow & calendar the time!
Download MTA worksheet from:
http://www.valueselling.com/pdf/mta_worksheet.pdf

9. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Vortex
Prospecting:
KeyConcept3
• Value-based interruptions
─ Focus on them and their challenges
• Be value-focused
─ Have valuable insights and information to share
• “Industry research shows…”
• “What we’re seeing…”
• “Our clients tell us that…”

10. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Vortex
Prospecting:
KeyConcept4
• Share previous successes
─ How you help other companies
─ Specific results
• “We helped a similar company reduce inventory
costs by 20%, which freed up $500K in capital”
─ The more success stories, the better
─ Gives you more confidence when prospecting!

11. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
High Potential
Opportunities
Leveraging prior successes…
─ Organizations in same/similar industry
─ Different industry/similar challenges (cross industry)
─ Previous customers (individuals) that have changed
companies
─ Referrals

12. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
To Drive Exceptional Results We Must…
. © ValueSelling Associates, Inc. 2018. All rights reserved.
Move them through
the buying process
Move them through
the sales process

13. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Focus: Customer is “buying” versus Salesperson is “selling”
My Industry
My Uniqueness
My Problems
Solve my problems. Don’t push!
My Objectives
Buying Process:
Show Me That
You Know Me!

14. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Business Issue
Problem Solution
Value Power Plan
Differentiated
VisionMatch™
confirm confirm
Value Buying Process™

15. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© ValueSelling Associates, Inc. 2018. All rights reserved.
Keep the solution in your pocket

16. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
To Drive Exceptional Results We Must…
Close
Qualified?
Gaps in our knowledge?

17. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Outcomes of a Sale
55%
of forecasted
deals
don’t close
*Source: CSO Insights 2018 Sales Management Optimization Study

18. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Forecasting Pitfalls
Decision
Authority
Too Much
Risk
Lack of
Connection
to a Critical
Business
Issue
Lack of
Perceived
Value
Lack of
Differentiation

19. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Inspecting opportunities with the
Qualifying Prospect Formula®

20. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Elements for Selling Value

21. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Works because it narrows the focus to the items that are most important to
closing the sale.
“Exhausting yourself trying to cover every base”does not increase the
chances of winning.
The Sin of Certainty: when you are sure you will get the deal is when you
should be most vigilant.
The Qualified Prospect Formula®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®

22. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Exceptional
Qualification
Qualify your opportunities throughout the
sales process…
• Repeatedly measure your process through the
lens of the QP Formula
• Honesty (with yourself and management)
• Answers based on what they said or what was
confirmed. Not what you think or want to believe

23. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Our prospect’s reality is dynamic:
• Organizations change
• Fire drills happen
• People can be fickle!
Re-qualify prospects regularly
Qualification
is a continuous activity,
not an event

24. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Questions?

25. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Go to valueselling.com > resources > webinars
to review today’s slides
At the end of today’s webinar

26. © 2019 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
Thank you!
• Keep it simple. Drive results.
Julie Thomas
+1 858 759 7954
julie.thomas@valueselling.com
in/julieathomas ValueSellingAssociates
Thank you!