3. DIRECT APPROACH
MISDIRECTION AUTHENTIC WITHOUT SELLING
I sell XXX. If you need
XXX, please accept my
invitation.
Your profile is
interesting. Would be
great to have you in my
network.
4. The SMART Sales System
FEATURES
• Web-based sales training system
• Teaches what to say and ask
• Sales playbook library
• Sales Role-Play Simulator
• Sales gamification
DIFFERENTIATION
• Only sales tool that tells what
to say and ask
• Only sales simulation tool
• Consultative selling approach
• Makes learning how to sell
easy
FOR SALES TRAINERS
IMPROVEMENTS
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
CHALLENGES/CONCERNS
• Difficult teaching reps everything they
need to say
• Takes a long time to get reps ramped up
and producing
• Too many reps not performing well
PAIN QUESTIONS
• How difficult is it to teach reps
everything they need to say?
• Do you need to decrease the time it
takes to get sales reps ramped up
and producing?
• How much pressure is there to get
reps performing better?
• Is the training department getting the
credit it deserves?
CUSTOMER EXAMPLE
• We worked with a sales trainer
• They were having difficulty teaching
reps everything they need to say
• We helped to solve that with our
SMART Sales System
• Made it easier to teach reps what to
say
• Improved performance for every rep
on the team
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
6. VALUE
POINTS
Cold Invitation Request– Value
Hello [Contact First Name],
Came across your profile and thought it would be good to connect because
we help sales trainers to make it easier to teach reps what to say.
Would be great to add you to my network!
Key:
Target
Value Point
Pain Point
Pain Question
Product
7. PAIN POINTS
Cold Invitation Request– Pain Points
Hello [Contact First Name],
Came across your profile and thought it would be good to connect because
we work with sales trainers and help with the difficulty teaching reps
everything they need to say.
Would be great to add you to my network!
Key:
Target
Value Point
Pain Point
Pain Question
Product
8. CUSTOMER
EXAMPLE
Cold Invitation Request– Customer Example
Hello [Contact First Name],
Came across your profile and thought it would be good to connect because
we helped a sales trainer to make it easier to teach reps what to say and
that led to Improved performance for every rep on the team.
Would be great to add you to my network!
Key:
Target
Value Point
Pain Point
Pain Question
Product
9.
10. Hi [Prospect Name],
I am a Senior Account Manager with [Company Name].
We provide:
• [Product 1]
• [Product 2]
• [Product 3]
I am reaching out to see if you need what I sell.
Can I schedule a 20 to 30-minute meeting with you to try to get you to buy what I sell.
Best Regards,
XXX XXX
XXXXXX
12. Cold Email Campaigns
Email #1 Email #2
Delay
(1 or 2 weeks)
Email #3
Delay
(1 or 2 weeks)
Email #4
Delay
(1 or 2 weeks)
Email #5
Delay
(1 or 2 weeks)
Email #6
Delay
(1 or 2 weeks)
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
VALUE
POINTS
13. VALUE
POINTS
Cold Email – Value
Subject Line: Make it easier to teach reps what to say
Hello [Contact First Name],
Great to add you to my network. I came across your profile because we help sales trainers to:
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
I don't know if you want to improve those areas and that is why I am reaching out.
Are you available for a brief 15 to 20-minute call where I can share some examples of how we helped
sales trainers to make it easier to teach reps what to say?
Best Regards,
Key:
Target
Value Point
Pain Point
Pain Question
Product
EMAIL #1
14. PAIN POINTS
Cold Email – Pain
Subject Line: Difficult teaching reps everything they need to say
Hello [Contact First Name],
We know that a lot of sales trainers have challenges with:
• Difficult teaching reps everything they need to say
• Takes a long time to get reps ramped up and producing
• Too many reps not performing well
• Training does not get enough credit
I don't know if you are concerned about any of those areas and that is why I am reaching out.
Are you available for a brief 15 to 20-minute call where I can share some examples of how we have helped
sales trainers to make it easier to teach reps what to say?
Best Regards,
Key:
Target
Value Point
Pain Point
Pain Question
Product
EMAIL #2
15. CUSTOMER
EXAMPLE
Cold Email – Customer Example
Subject Line: Make it easier to teach reps what to say
Hello [Contact First Name],
We worked with a sales trainer and they were having difficulty teaching reps everything they need to say.
We helped to solve that with our SMART Sales System. This not only helped to make it easier to teach reps what
to say, but it also helped to Improved performance for every rep on the team.
I don’t know if we can help you in the same way and that is why I am reaching out.
Are you available for a brief 15 to 20-minute call where I can share some examples of how we have helped sales
trainers to make it easier to teach reps what to say?
Best Regards,
Key:
Target
Value Point
Pain Point
Pain Question
Product
EMAIL #3
16. PAIN
QUESTIONS
Cold Email – Pain Questions
Subject Line: How difficult is it to teach reps everything they need to say?
Hello [Contact First Name],
I am trying to determine if we can help you in the same way that have helped other sales trainers. These are some
of the questions that I would ask you to figure that out:
• How difficult is it to teach reps everything they need to say?
• Do you need to decrease the time it takes to get sales reps ramped up and producing?
• How much pressure is there to get reps performing better?
• Is the training department getting the credit it deserves?
Do any of those connect with a challenge or interest that you have?
If so, let’s put a few minutes on the calendar to have a brief conversation.
Best Regards,
Key:
Target
Value Point
Pain Point
Pain Question
Product
EMAIL #4
17. PRODUCT
Cold Email – Product
Subject Line: The SMART Sales System
Hello [Contact First Name],
The reason I’ve been trying to reach you is that we provide The SMART Sales System and that includes:
• Web-based sales training system
• Teaches what to say and ask
• Sales playbook library
• Sales Role-Play Simulator
• Sales gamification
Some ways we differ from other training programs and tools is that:
• We are the only sales tool that tells what to say and ask
• We provide the only sales simulation tool
• We are are a true consultative selling approach
• We make learning how to sell easy
Are you available for a brief 15 to 20-minute call where I can share some examples of how we have helped sales
trainers to make it easier to teach reps what to say?
Best Regards,
Key:
Target
Value Point
Pain Point
Pain Question
Product
EMAIL #5
18. Cold Email – Last Attempt
Subject Line: Checking In
Hello [Contact First Name],
I sent you a few emails and thought I would follow up one last time. The reason I am trying to connect with you is
that we help sales trainers to:
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
If I don't hear back from you, I will assume you are not interested in those improvements or that you are the not
right person to speak with and I will close the file.
If I should be contacting someone else regarding this, any pointing in the right direction would be greatly
appreciated.
Best Regards,
VALUE
POINTS
Key:
Target
Value Point
Pain Point
Pain Question
Product
EMAIL #6
19.
20. DON’T TRY TO BECOME CONNECTIONS
An additional step
Not everybody accepts your invitation
Delicate to shift to sales mode
The LinkedIn inbox is not optimum
You often get the personal email address