Make Your Quota with Power Prospecting

1. Complimentary Webinar 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. 16 February, 2017 | PJ Nisbet Managing Partner EMEA MAKE YOUR QUOTA Welcome! We will begin shortly. In the meantime, please share your location via the Q&A window. With Power Prospecting © 2017 ValueSelling Associates, Inc. All rights reserved.

3. © 2017 ValueSelling Associates, Inc. All rights reserved. • Better educated prospects • Sales people enter later in the cycle • More people involved in the decision • Limited access to buyers The world of selling has changed © 2017 ValueSelling Associates, Inc. All rights reserved.

4. Agenda • Profiling your ideal customer • Creating a campaign to engage prospects • Understanding your prospecting ratios • Getting meetings through a multi-dimensional approach • Handling brush-offs and objections • The statistics • 5 ideas for future action © 2017 ValueSelling Associates, Inc. All rights reserved.

5. What are the common characteristics among your current clients? © 2017 ValueSelling Associates, Inc. All rights reserved. Describe your ideal customer – Geography – Company Size – Demographics – Company maturity – Industry – Business Situation

6. Value created by resolving business issues © 2017 ValueSelling Associates, Inc. All rights reserved. Buying roles Relevant job titles Business issue Typically related to revenue, cost, quality or compliance Problem Normally a combination of people, process and technology challenges

7. Industry information Trade Associations Lists Partners Co-Marketing Opportunities Local Sales Reps Internal data Marketing Campaigns Past Customers External Data Lists Social Networking (particularly LinkedIn) © 2017 ValueSelling Associates, Inc. All rights reserved. Identity sources of information

8. • Join and participate in groups • Keep your profile up to date • Ask and answer questions • Give recommendations & skill endorsements • Ask for specific referrals and introductions • Directly share information, become an expert, generate a following… © 2017 ValueSelling Associates, Inc. All rights reserved. Find more sales on LinkedIn

10. 2,000,000 125,000 2m/125K = 16 1 out of 3 3 x 16 = 48 1 out of 5 Understand your prospecting ratios © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved. Target Average Transaction Size Total Number of Transactions Required Average Win Ratio (Meeting to Close) Total Qualified Prospects Required Pipeline Ratio (Qualified Lead lead to Meeting) Total Prospecting Year – Month – Day 5 x 48 = 240 per year or 20 per month or approximately 1 per day

12. © 2017 ValueSelling Associates, Inc. All rights reserved. • Work out how many conversations it takes to achieve one qualified lead per day • Research during non-sales time • Create Power Hours for phoning • Focus without interruption • Be prepared in the event the prospect does not pick up Create qualified leads on the telephone

14. Tactics for making prospecting calls • Call as high as you can – there are 5 likely scenarios • Leave a credible message on voicemail • If talking to the Gatekeeper, get a referral to another key Buying Influence • Repeat this process for all key Power People © 2017 ValueSelling Associates, Inc. All rights reserved.

16. Working with the gatekeeper • Don´t antagonize – make friends with the screener • Be polite (use the word “please”) • Be transparent and listen carefully • Thank them for their help • Get their advice for a good time to call the prospect • Don’t forget to record their name & e-mail address (for next time you call) © 2017 ValueSelling Associates, Inc. All rights reserved.

17. • Identify yourself and your company upfront • State your telephone number clearly and slowly • State the reason for your call - make it highly relevant and refer to the typical business issues and problems that you solve • Give them a reason to call you back - create curiosity • Repeat your name and number again at the end Leaving voicemails © 2017 ValueSelling Associates, Inc. All rights reserved.

19. A. “I’m busy.” B. “We are happy with our current provider.” C. “Just send me the information.” D. “I’m not interested.” © 2017 ValueSelling Associates, Inc. All rights reserved. Typical brush-offs © 2017 ValueSelling Associates, Inc. All rights reserved.

20. • 44% of sales people give up after the first attempt (Scripted) • 93% of converted leads are contacted by the 6th call attempt (Velocify) • 35-50% of sales go to the vendor that responds first (InsideSales.com) • Top sales people use LinkedIn at least 6 hours per week (The Sales Management Association) • 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals (Dale Carnegie) Some interesting statistics © 2017 ValueSelling Associates, Inc. All rights reserved.

21. 5 ideas for future action Profile Organizations that are likely to do business with you and their current challenges List Key sources of information about these organizations in your industry or marketplace Ask 3 current clients for a referral Gather The highest level decision maker and 3 other important buying roles Create “Power Hours” to focus on telephone prospecting © 2017 ValueSelling Associates, Inc. All rights reserved.

22. © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved. • Schedule time • Be purposeful • Begin with the end in mind • Focus and avoid distractions Prospecting is non-negotiable

25. © 2017 ValueSelling Associates, Inc. All rights reserved. At the end of today’s webinar Visit the eStore • Books • ValueSelling tools • On-demand courses • Complimentary library of webinars and newsletters © 2017 ValueSelling Associates, Inc. All rights reserved.

28. Thank you! PJ Nisbet | Managing Partner EMEA pjnisbet@valueselling.com +44 (0) 1440 820 384 Office +44 (0) 77 184 89422 (UK mobile) +27 82 779 1872 (SA cell) pjnisbet

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