Sales Prospecting

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Sales Prospecting by Mind Map: Sales Prospecting

1. Research

1.1. Web

1.1.1. Front page

1.1.2. News and events

1.1.2.1. Scan dont fead

1.1.2.1.1. Look for quotes

1.1.3. About us

1.1.4. Client list

1.1.5. Partner page

1.2. Template

1.2.1. Subject

1.2.1.1. Your

1.2.2. Body

1.2.2.1. John

1.2.3. In keeping

1.3. Resources

1.3.1. Mail Chimp

1.3.1.1. Shows statistics on click through rates so you can test effectiveness of your "Subject" lines

2. Attitude

2.1. Sales is a process, not an event

2.1.1. But we forget this with cold calling!

2.2. Get dressed for work and on your feet everyday

3. Clear Outcomes

3.1. what's best way to schedule 15mins to discuss further?

3.2. Can you advise who the best person is to talk on this and how I would get 15mins in their diary?

3.3. Can I take some basic details from you?

3.3.1. Tel Number

3.3.2. Email

3.3.3. Social Media

3.4. Can we schedule a face to face meeting to discus further?

4. Voicemail

4.1. No longer than 30 seconds

4.1.1. You're not trying to sell

4.1.2. It's about picqing interest

4.2. Never reference a failed response

4.2.1. Eg "I've tried you 3 times and left a voice message but have not been able to reach you"

4.3. Leave a vpicemail myself

4.3.1. What do i sound like

4.4. 5 cadence approach

4.4.1. This is Steve call me back on xxx

4.4.2. Once again this is syeve from Salesforce, on 0121

4.4.2.1. Reason for my call

4.4.3. xxx

4.4.4. xxxxxx

4.5. Avoid Weak words

4.5.1. I believe

4.5.2. Basically

4.5.3. If

4.5.4. Figure out your own weak words

4.6. Leave contact details until the end

4.7. If screw up can politely hang up the call

5. Telephone Cold Calling

5.1. Examples Of Weak Introductions

5.1.1. How are you today?

5.1.2. Touching base

5.1.3. Is this a bad time?

5.1.4. Is this a good time?

5.2. Best avoid

5.2.1. The reason for my call today is....

5.2.2. Can you help me?

5.2.2.1. Useful sometimes, puts prospect in position of power

5.2.3. Can I ask you a question

5.3. Powerful introductions

5.3.1. Thank you for taking my call

5.3.2. You don't know me so I'll be brief

5.3.2.1. Signals prospect can stop trying to figure out who I am

5.3.3. Christian name only; Surname diffcult to hear/ remenber

5.3.3.1. Steve from the Marketing Cloud

5.3.3.2. John from IBM

5.3.3.3. Ben from Shell

5.3.4. The reason for my call today is .....

5.3.5. Attention Grabbers

5.3.5.1. Response you want to solicit is "how do you do that"? or similar request for additional information

5.3.5.1.1. Follow on Email

5.3.5.1.2. Follow on Email/Video Link

5.3.5.2. You could ask "how do you do that"? retorically

5.4. Thames Valley Training (IFS)

5.4.1. Call To Action

5.4.1.1. send a brochure

5.4.1.2. email links

5.4.1.3. Visit

5.4.1.3.1. requirements review

5.4.1.3.2. demo

5.4.1.4. Webex

5.4.1.4.1. demo

5.4.1.5. follow on call

5.4.1.5.1. deep dive functional call

5.4.1.5.2. Use knowledge gained to speak to the FD or MD

5.4.2. Notes

5.4.2.1. can I ask you a question

5.4.2.2. Why issue an RFP, we can give you hands-on experience

5.4.2.3. We have just completed/just implementing. where the payback/outcome was...

5.4.2.4. Ideal for those with limited budget

5.4.3. Prep

5.4.3.1. Where are they?

5.4.3.1.1. "In the area"

5.4.3.2. What is the outcome I am selling for this customer

5.4.3.3. what customers do we have in this market?

5.4.3.4. Say SAP and S-A-P

5.4.4. Marketing

5.4.4.1. Priortise main gains by strengths of our product

5.4.4.2. Consider segmeting your market by gain/outcome

5.4.5. Thames Valley Manual

6. Gatekeepers

6.1. Be polite & respectful

6.2. Clear reason for the call

6.2.1. Reason for my call today

6.3. Ask for something specific

6.4. No tricks

6.5. Stick to the formula

7. Action

7.1. Calling

7.1.1. Map out 5 people want to touch each weak

7.1.2. 5 unique touches/5 people

7.1.2.1. Talk about 1 thing at atime

7.1.2.1.1. First call sales cloud

7.1.2.1.2. Second call service cloud

7.1.2.2. Very targetted list

7.1.2.3. Schedule them out

7.1.2.4. Don't need to do anymore

7.1.2.5. 25 touches

7.1.3. In 30 days

7.2. Google alerts

8. Email

8.1. "Subject" lines

8.1.1. Example "Your objective at ABC Ltd to triple revenue in 5 years"

8.1.1.1. "Your" - it's about them not you!

8.1.1.2. "triple revenue in 5 years" - references something specific, likely to be forefront of their minds, & demonstrates your research

8.2. "Body" lines

8.2.1. If dont know

8.2.2. Avoid too many embeded web links

8.2.2.1. If put a link make it a video

8.2.2.1.1. But probably 3rd or 4th touch

8.2.2.2. Only signature

8.2.3. No attachments

8.2.3.1. What we ate saying is do your homework and come and talk to u

8.2.3.2. Nobody (sensible) opens an attachment on a "cold" email as security threat

8.2.4. 2 scrolls maximum in length

8.2.4.1. Dont give them reason to go in the no file

8.2.5. Keeping myself updated on your business

8.2.6. "I work on the Sears account team"

8.2.7. Example "I recently read your article in Forbes Magazine how through new innovations you expect to triple your revenue"

8.2.8. Example "For ABC Company we have tripled their revenue"

8.2.9. Don't use html emails

8.2.9.1. You can mass email text, not html

8.2.9.2. html looks weird on blackberry you are giving them reason to delete

8.3. Call To Action

8.3.1. Call back?

8.3.1.1. I hace case study signicant ...call me to discuss

8.3.1.2. Little value if give for free

8.3.2. Meeting?

8.3.3. Referrals?

8.3.3.1. Could you connect me with the best person to speak to about that?

8.3.4. Ask for something specifc

8.3.5. Example "What is best way to get 60 mis on your calendar"

8.3.6. Be direct

8.4. Everybody says "HI"

8.4.1. Try Good Evening

8.4.2. Try Good morning

8.5. Signature

8.5.1. Keep very simple

8.5.2. Long signature files look like spam

8.6. Dont reach out to CEO with CIO message

8.6.1. If get reffered will piy CIO back up

8.6.2. Going behind back

8.7. Principles

8.7.1. Emails should be used as scheduling meeting

8.7.1.1. Not as a meeting itself

8.7.1.2. Emails should drive phone calls

8.7.2. After every conversation with client, send summary email

8.7.2.1. Tell them it's coming

8.7.2.2. Could do me a favour, review and let em know it's accurate

9. Org chart

9.1. Get their Org Chart - Shows power line

9.2. Higher you go higher you stay

9.3. Getting round mid-level blockers

9.3.1. Peer to peer leverage within your own organisatins

9.3.1.1. "My RVP Sales would like to meet Bill"

9.3.2. Behave like you know power will need to be involved

9.3.2.1. "When does Bill need to be involved"

10. Objection Handling

10.1. "send me info"

10.1.1. What, when , why

10.1.2. Schedule 15 mins

10.1.3. "give to get" - Rules of receiprocity

10.1.3.1. Influence

10.2. Before you go any further we are with MS CRM

10.2.1. many of our best customers today were MS customers.They were initially very sceptical that witching would deliver any benefits but

10.2.1.1. Link to MS Switch doc

11. Objectives

11.1. Calls

11.1.1. 2, 3 each day

11.1.2. Most salespeople only follow a lead once or twice

11.1.3. Biggestissuenis "nothingbnew to say"

11.1.3.1. Top salesman have defined prospecting that is multiplentouch

11.2. planning

11.2.1. Daily

11.2.2. Weekly

11.2.3. Annual

11.3. Meetings

11.3.1. Always write down objectives

11.4. The numbers

11.4.1. Cold calls

11.4.1.1. Average hit is 5%

11.4.1.2. So how many calls

11.5. Dont sell

11.5.1. Prospecting = attention & interest

12. Other process

12.1. Executives respond

12.1.1. Internal reffereals

12.1.1.1. Obligation

12.1.1.2. Respect for person who gave you referral

12.1.2. External referals

12.1.2.1. Are half as effective

12.2. Exec assistant

12.2.1. I e been trying to reach Kristie I know shevis supe busy

12.3. Does timeing make difference?

12.3.1. Typically VP sales are early

12.3.2. Try sending weekend

12.3.3. Make it easy to respond to

12.4. John would'nt call cell phone without scheduled

12.5. Test for power

12.5.1. Will they sign NDA

12.5.2. Summary, and ask for confirmation by email

12.5.2.1. People below power line have hard time siging up

12.5.2.2. Accountability

13. Preperation

13.1. AIDA

13.2. Bad phrase

13.2.1. "meet with you"

13.2.2. Quantify what your asking for e

13.2.2.1. Sell 15mins

13.3. Hand written cards

13.4. Define approaches

13.4.1. Eg linkedin approach

13.4.2. Competitive approach

13.4.2.1. Your comp

13.4.3. Industry approach

13.4.4. Time approach

13.4.4.1. Morning

13.4.4.2. Afternoon

13.4.5. Approach is my campaigns

13.5. Focus for specific time

13.5.1. Eg Hour

13.5.2. Clear diary for that hour

13.6. Track your results

13.6.1. of manualSee page 62

13.6.2. Measure to know what works

13.6.3. If your hit rate is 1 in 10, don't judge progress until done 10 calls

13.7. WYWYN

13.7.1. Formula

13.7.1.1. Powerful introduction

13.7.1.1.1. Aleays start with "your"

13.7.1.2. Reason for the call

13.7.1.2.1. Whats best way to reach him

13.7.1.3. WYWMN

13.7.1.4. Attention grabber

13.7.2. Why you

13.7.3. Why now

13.7.4. Call to action

13.7.4.1. Is his executive assistant available

13.7.4.2. Needs to be easy to deliever

13.7.4.3. Open ended

13.7.4.3.1. "Who " not "are" you the best person to talk to this

13.7.5. Why you why you now

13.7.6. Signature file

13.7.6.1. Higher you go smaller the file

14. Attention Grabbers

14.1. Elevator Pitch

14.2. Keep it short

14.3. Inpires curiosity

14.3.1. Need a"what" not an "oh"

14.4. Results driven

14.4.1. Are they realistic

14.4.2. What others say about you is better

14.5. Highly charged and passionate

14.6. Focus on listener

14.7. Be unique

15. Nlp

15.1. When prospecting mix up your comunications

15.1.1. Email

15.1.2. Call

15.1.3. Mail

15.2. Ask "whatbis best way to communicate"

15.2.1. You probably get 2000 emails

15.2.2. Anything I can put in subject line?

15.2.3. Will you respond?

15.2.3.1. Asking for verbal commitment

15.2.4. Just out of curiosity will you respond

15.3. When you present touch all 3

15.3.1. Visuals

15.3.1.1. Take slide down now and again otherwise they will just stare at it

15.3.2. Hand stuff out

15.3.3. Get them to do something

15.3.3.1. Pass over control

15.3.4. Over phone

15.3.4.1. Gt them to go to website

15.4. Our clients tell us that we show them