As presented at the Atlanta B2B Boot Camp: #b2bcamp #b2b July 2013

1. The story of a tomato plant…
Craig Smilowitz
Sales Director, FRONTLINE Selling
@sellmoreperiod

2. you plant some seeds
you water every couple of days
you just can’t keep those tomatoes from growing
AMAZING

3. What words do
you use to
describe
prospecting?
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Are you a hunter or farmer?
Which is more productive: hunting or farming?

4. farming
process &
approach
hunting
gatekeeper
as the
enemy
prospecting
is selling
more
leads
school of
hard knocks
perfect
letter
gatekeeper
as tour guide
perfect
campaign
separate activities
more
quality interactions
think
differently…
Prospecting &
Selling are two
distinctively
separate activities.
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if you learn to think
differently, tomato plants can
blossom, and gatekeepers
can become BFFs

5. CEO
CFO CMO
VP Marketing
VP SalesVP Ops
Admin
Admin
voice mail
conversation
email
email
voice mail
voice mail
email
Admin
email
COO
10/18/2016
How do YOU plant seeds in an organization?
Outreach Activities

6. CEO
CFO CMO
VP Marketing
VP SalesVP Ops
Admin
Admin
voice mail
conversation
email
email
voice mail
voice mail
email
email
email
Admin
emailemail
email
email
email
COO
10/18/2016
Social DNA
takes over…
(internal communications
process)
Messaging stays
consistent and intact
as it gets relayed
throughout the
organization
How do they grow while you’re away?
Message Relay

7. English
French
Spanish
Portuguese
Dutch
German
Mandarin
big game
hunters
transactional
sellers
25-year
veterans
newbies just
out of college
over one decade
20,000 salespeople
How’d we get so
SMART?

8. how do you reach the right people to tell your story?

9. powered by FRONTLINE Selling
Craig Smilowitz
Sales Director
FRONTLINE Selling
M: 770-608-3374
www.linkedin.com/in/innovativeandmotivated
Let’s stay connected
@sellmoreperiod