7 TIPSfor

SALES PROSPECTING

RALPH BARSISr. Director, Sales DevelopmentAchievers

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bit.ly/21-Sales-Tips-Deck

Steve Richard

Jamie Shanks

Ralph Barsi

There are 14 more tips where these came from!

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1. Automate your outreach2. Use three sentences3. Have intelligence pushed to you4. Send pre-emptive emails5. Attract prospects to you6. Make rapid-fire calls7. Practice CANI!

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AUTOMATE your OUTREACH

Focus on when your message is received, not sent.Schedule emails to be received (on Sunday mornings or late afternoons).

Use quiet time: To store your emails in a delivery queue, and…To be read during the recipient’s quiet time.

#1

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AUTOMATE your OUTREACH #1

1. In the message, on the Options tab, in the More Options group, click Delay Delivery.

2. Click Message Options.

3. Under Delivery options, select the Do not deliver before check box, and then click the delivery date and time that you want.

4. After you click Send, the message remains in the Outbox folder until delivery time.

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AUTOMATE your OUTREACH #1

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Use three.sentenc.es#2

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Use three.sentenc.es#2WHY LONG EMAILS BLOW

• They take too long to read.• They don’t respect the recipient’s time.• You don’t get to the point.• You ask too many questions.• You won’t get a response (at least not anytime soon).• The average executive receives 115 emails a day.• 43% of emails are read on a mobile device.

HOW TO COMBAT THIS ILLNESS• Use no more than five sentences.• Use a question mark in most emails (to evoke a

response).• Think tweets & texts. Get to the essential point.• Include hyperlinks, attachments, & postscripts.

Leo Babauta

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Have intelligence pushed to you#3

Beth ComstockSVP / CMO of General Electric

• Oversees all of GE’s Marketing• $150B Revenue• 305K Employees• Conglomerate w/ several subs

Let’s say you’re trying to connect with the super-busy Beth Comstock…

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Have intelligence pushed to you#3 You can join thousands of others who have multiple browser windows open,

researching corporate sites, blogs, videos, etc…or have it pushed to you!

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Have intelligence pushed to you#3

WHY SO MANY BROWSER WINDOWS OPEN?

• Since 2003, Web traffic has increased 30,000%!• Since 2008, the lion’s share of Web content is user-

generated!• 50 accounts x 55 minutes/account = 45 Hours of Research!• 50 accounts x 10 minutes of updating each account = 8 More

Hours!HOW TO COMBAT THIS ILLNESS

• Monitor what they’re saying (tweets & online groups) in one location.

• Get updates on career moves, new product offerings, mergers, etc.

• Consolidate your searches & let technology work for you.• Follow companies & people, & get emailed when something

happens!• Engage the right people at the right time with the right

message.

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Send pre-emptive emails#4

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Send pre-emptive emails#4Be brief & to the point.

Think mobile.

Give a window of time.Don’t give an exact time.Don’t ask if “there’s a good time.”

Evoke a response.“Unless you suggest a time…”Use question marks.

Say why you’ll be calling.

Link to a short YouTube video of you.

Set expectations for a brief call.

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Send pre-emptive emails#4YOUR PROSPECTS’ OPTIONS

• Prepare for your call, now that they know it’s coming.• Reach out the exec mentioned in your email, to see if you’re legit.• Google you. (Googling your name yields value-added results, right?)• Respond with a better time for you to call.• Respond with “not interested” in taking your call (& hopefully say

why).• Forward your message to a more appropriate person.• Ignore your message. (This will happen if it’s poorly written, too long, or

lacks relevant information).YOUR OPTIONS• Prepare, prepare, prepare.• Find 3 points of research that you’ll actually use. (3-in-3 from

Vorsight)• Save the email as a template, especially if it yielded a scheduled

call.• Calendar the call, so you don’t miss (or forget) the opportunity.

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Attract prospects to you#5 Translation: Add value to the

marketplaceWRITE THIS DOWNThe more value you bring to the marketplace, the more valuable you will become. Your prospects will seek YOU out vs. the other way around. Your reputation will precede you.

WAYS TO DO THIS• Promote and host a webinar with industry experts, share best

practices.• Write a book.• Present on a relevant topic at your industry association (hint,

hint) meetings.• Start a blog and write great articles; invite guests to contribute

ones, too.• Film yourself commenting on a relevant problem & upload it to

YouTube.• Record a podcast & invite your best customers to join you for an

episode.• Share (tweet, retweet, update statuses) powerful articles, videos,

etc.

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Attract prospects to you#5Let’s run a Google search…

Steve Richard, Vorsight

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Make rapid-fire calls#6

Create high-valued, high-volume target lists.Have the same opening line; include same title, same event, or same city.Follow-up on all overdue tasks.Increase productivity, have more conversations per hour, and track it all!Ensure a closed-loop sales cycle.

The Pursuit of Happyness

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Practice CANI!#7 Constant and Never-Ending

Improvement

WORK ON YOURSELF HARDER THAN YOU WORK ON YOUR JOB!

THANKYOU!

RALPH BARSISr. Director, Sales DevelopmentAchievers

@rbarsi

in/ralphbarsi