A brief overview on how to prospect for new customers.

1. Kevin Sasser
Kevin Sasser
Strategies for Complex Sales

2. Kevin Sasser
“60% of the people in sales,
DO NOT BELONG in sales”
-Every Sales Manager

3. Kevin Sasser
“80% of sales originate with 20%
of the sales people”
-Every Sales Manager who has to
give a forecast to management

4. Kevin Sasser
Why?

5. Kevin Sasser
Most salespeople want to tell the
prospect everything about their
solution and make the sale.

6. Kevin Sasser
The best sales people learn what the
prospect is trying to do and present
them with a solution that will allow
them to achieve the desired goal or
outcome.

7. Kevin Sasser
So let’s discuss some best practices
for managing your sales territory.

8. Kevin Sasser
Discussion Topics
• Prospecting
• Presenting
• Forecasting
• Closing
• Follow Up

9. Kevin Sasser
“Strike out 70% of the time, they
will put you in the hall of fame”
- Kasey Stengel, Former Baseball Manager,
Baseball Hall of Fame Member

10. Kevin Sasser
“Lose 80% of the deals on your
pipeline, you will make President’s
Club.”
- Kevin Sasser

11. Kevin Sasser
Prospecting

12. Kevin Sasser
“I don’t prospect, I only talk with important
people”
Things Bad Sales People Say

13. Kevin Sasser
The Sales Funnel
Assume the Following
• 10% of Your Suspects turn into
Prospects
• 10% of Your Prospects are
Qualified
• 10% of Your Qualified will Invite
You to Present
• 10% of those will buy

14. Kevin Sasser
Prospecting
Before you start
• Know your target market
• Identify target segments you will avoid
• Know the value/benefit your solutions bring
• Know the person/dept. who would care about your
solution

15. Kevin Sasser
“We sell to everybody”
Things Bad Sales People Say

16. Kevin Sasser
Know Your Target Market
All of these
“commodities” have a
target market.
You should too.
• Dental Floss
• Patio Furniture
• Fireplace Logs
• Cough Syrup

17. Kevin Sasser
Personas
Use/Develop Personas of
the characteristics of
people and organizations
who are most likely to
purchase your type of
solution.

18. Kevin Sasser
To Spend The Most Time With The Most
People That Are Most Likely to Buy From YOU
Your Goal in Prospecting

19. Kevin Sasser
Cold Calling
Bad Rep
• We sell widgets want to buy
some?
Good Rep
• We work with organizations
like yours who are looking
to increase the ROI with
their widgets.
• Our customers usually see a
20% increase in widget
productivity
• Is this something that would
be of interest to your
organization?

20. Kevin Sasser
Trade Shows
Bad Rep
• Want to register for our
iPad giveaway?
• Great, have a good time at
the show.
Good Rep
• What brings you to the show
today?
• Is “widget optimization” on
the calendar for this year?
• If yes, which dept. is going to
run that project?
• If no, do you see your team
looking at your widget
configuration in the next year?
• Thank you for time, feel free
to register for our iPad
giveaway.

21. Kevin Sasser
Social Media
Bad Rep
• Let’s connect on LinkedIn so
that I can spam you.
• Like my Facebook page, so
that I can spam you.
• Follow me on Twitter so
that I can spam you.
Good Rep
• Leaves comments and
shares articles about issues
that affect his customers
that may or may be related
to his product.
• Positions social media
accounts as a discussion on
his customer industries, not
advertising

22. Kevin Sasser
Good Luck
Kevin Sasser
Sales.Wars@gmail.com

23. Kevin Sasser
Photo Credits
• http://www.youtheentrepreneur.org/wp-content/uploads/2013/11/funnel-2.jpg
• http://uploads0.wikipaintings.org/images/michelangelo/sistine-chapel-ceiling-
creation-of-adam-1510.jpg
• http://alanblume.files.wordpress.com/2010/05/sales-funnel.png
• http://www.mediacurrent.com/sites/default/files/persona_0.png