Proactive Prospecting - Capitalizing on Sales Triggers

| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg

Proactive Prospecting -

Capitalizing on Sales

Triggers

Tibor ShantoThursday May 7, 2015


http://is.gd/TRIGGERS


Agenda

• Triggered – Now What

• Proactive Prospecting

• Execution


Today’s Focus

• Getting initial engagement with buyer you want to sell to

• Not about old vs. new – Greater Than The Sum of Both

• The Dynamics of B2B Prospecting

• Execution


Strategy = Planning


• Time

• Methodology

• Metrics

• Persistence

• Execution

Proactive Prospecting Platform


Time

• Time – The Great Equalizer

• 1760 Hours – Investment Capital

How do you Maximize your ROT?

Return On Time


Time Allocation

• You can only allocate time, you can’t manage it

• You can manage activities within the time allocated!


Annual Target Average Deal Size

$500,000 $10,410

Monthly Target Sales Per Month

$41,667 4.00

Conversion Rates: Ratio

PROPOSAL to CLOSED! 60%

DISCOVERY to PROPOSAL 55%

INITIAL MEETING to DISCOVERY 75%

PROPOSAL 7

DISCOVERY 12

INITIAL MEETING 16

Prospecting Ratios Average Monthly

Required

Daily

Prospecting

Activity

Attempted calls (Dials) 12 194 10

Talk to (Contacts) 6 97 5

Appointments 1 16 0.8

©Renbor Sales Solutions Inc. 2004 -2012

Monthly Actuals Needed

Monthly Initial Meeting Reaquired


• Initiate

• Engage

• Request

• TiA

• Secure

Proactive Prospecting Model

>> 'Impact Question'


• Initiate

• Engage

• Request

• TiA

• Secure




16 Hours in to a 10 Hour Day


• Initiate

• Engage

• Request

• TiA

• Secure




NO!

NO!

NO!

NO!

Objections – Rejection


Deal with Rejection

• Interruptive Marketing

• Unless you are in their calendar, you are an interruption

• Five Biggies:

Status Quo

No Interest

Time

Bad Experience

Send

What you do – Not how you avoid!


May I help you?

Just looking

Man, this place has crappie service, is

there anyone to help us?

Five Minutes later:


May I help you?

Just looking

That’s ok, if you tell me what you are looking

for, I can show you where to find it.

What you do with it – Not how you avoid!


Handling Objections

A. Acknowledge

B. Credibility

C. Involve

D. Call to Action – Commit

An updated variation of the Triple F:

I know how you Feel, others have Felt the same way before the Found …..

Objection Handling Handbook [email protected]


Voice Mail

Always Leave a Voice Mail

• It is a Touch Point – 4 – 7 before the game even begins

• Call back is only goal of voice mail – not to make appointments

• Be counter intuitive > Less is Better!

http://www.youtube.com/sellbetter


SalesBuyersEngagementVoice Mail Call Back

InitiateEngage >> 'Impact Question'RequestTiASecure

Please Leave A Detailed Message!

Voice Mail


Voice Mail

Always Leave a Voice Mail• Assume you are calling Steve Jones – he works for More Trucking Central

• Assume you’ve done business with Down The Road Trucking

▪ “Steve Jones – This is Mike Miller from Top Choice.

▪ I can be reached at 416 555-1234

▪ I’m calling with reference to Down The Road Trucking"

Monday Tuesday Wednesday Thursday Friday

VM VM 11:00

EM

VM TXT VM


14 Day Trial

• Contact me at:

+1 416 822-7781

(855) 25-SALES

[email protected]


Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014Top 50 Sales & Marketing Influencers for 2014 – Top Sales WorldTop 25 Sales Influencers for 2014– OpenView LabsGold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards50 Most Influential People in Sales Lead Management in 2013Top 50 Sales & Marketing Influencers for 2013 – Top Sales WorldTop 25 Sales Influencers for 2013– OpenView LabsTop 50 Sales & Marketing Blogs 2012 – Top Sales World25 Influential Leaders In Sales – 2012 Edition – InsideViewTop 50 Sales & Marketing Influencers for 2012 – Top Sales WorldTop 25 Sales Influencers for 2012 – OpenView Labs50 Most Influential People in Sales Lead Management in 20102010 Top 25 Sales Blogs – Top Sales World

Tibor Shanto

http://labs.openviewpartners.com/top-sales-influencers-for-2013

http://labs.openviewpartners.com/top-sales-influencers-for-2013


Tibor Shanto

Principal

Renbor Sales Solutions Inc.

(855) 25-SALES

[email protected]

www.SellBetter.ca

www.SellBetter.ca/blog

twitter.com/TiborShanto

QUESTIONS

Proactive Prospecting - Capitalizing on Sales Triggers

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