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Proactive Prospecting - Capitalizing on Sales Triggers

Tibor Shanto presents Proactive Prospecting - Capitalizing on Sales Triggers

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Proactive Prospecting - Capitalizing on Sales Triggers

  1. 1. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg Proactive Prospecting - Capitalizing on Sales Triggers Tibor Shanto Thursday May 7, 2015
  2. 2. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg http://is.gd/TRIGGERS
  3. 3. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg Agenda • Triggered – Now What • Proactive Prospecting • Execution
  4. 4. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  5. 5. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 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
  6. 6. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg Strategy =Planning
  7. 7. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  8. 8. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  9. 9. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  10. 10. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  11. 11. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg • Time • Methodology • Metrics • Persistence • Execution Proactive Prospecting Platform
  12. 12. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg Time • Time – The Great Equalizer • 1760 Hours – Investment Capital How do you Maximize your ROT? Return On Time
  13. 13. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg Time Allocation • You can only allocate time, you can’t manage it • You can manage activities within the time allocated!
  14. 14. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  15. 15. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 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
  16. 16. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg • Initiate • Engage • Request • TiA • Secure Proactive Prospecting Model >> 'Impact Question'
  17. 17. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  18. 18. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  19. 19. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  20. 20. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  21. 21. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  22. 22. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg • Initiate • Engage • Request • TiA • Secure Proactive Prospecting Model >> 'Impact Question'
  23. 23. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 16 Hours in to a 10 Hour Day
  24. 24. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg • Initiate • Engage • Request • TiA • Secure Proactive Prospecting Model >> 'Impact Question'
  25. 25. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  26. 26. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  27. 27. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg • Initiate • Engage • Request • TiA • Secure Proactive Prospecting Model >> 'Impact Question'
  28. 28. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  29. 29. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg • Initiate • Engage • Request • TiA • Secure Proactive Prospecting Model >> 'Impact Question'
  30. 30. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg NO! NO! NO! NO! Objections – Rejection
  31. 31. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 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!
  32. 32. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg May I help you? Just looking Man, this place has crappie service, is there anyone to help us? Five Minutes later:
  33. 33. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 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!
  34. 34. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 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 tibor.shanto@sellbetter.ca
  35. 35. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 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
  36. 36. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg SalesBuyersEngagementVoice Mail Call Back Initiate Engage >> 'Impact Question' Request TiA Secure Please Leave A Detailed Message! Voice Mail
  37. 37. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 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
  38. 38. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  39. 39. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  40. 40. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  41. 41. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  42. 42. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  43. 43. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  44. 44. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  45. 45. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
  46. 46. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg 14 Day Trial • Contact me at: +1 416 822-7781 (855) 25-SALES tibor.shanto@sellbetter.ca
  47. 47. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014 Top 50 Sales & Marketing Influencers for 2014 – Top Sales World Top 25 Sales Influencers for 2014– OpenView Labs Gold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards 50 Most Influential People in Sales Lead Management in 2013 Top 50 Sales & Marketing Influencers for 2013 – Top Sales World Top 25 Sales Influencers for 2013– OpenView Labs Top 50 Sales & Marketing Blogs 2012 – Top Sales World 25 Influential Leaders In Sales – 2012 Edition – InsideView Top 50 Sales & Marketing Influencers for 2012 – Top Sales World Top 25 Sales Influencers for 2012 – OpenView Labs 50 Most Influential People in Sales Lead Management in 2010 2010 Top 25 Sales Blogs – Top Sales World Tibor Shanto
  48. 48. | +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg Tibor Shanto Principal Renbor Sales Solutions Inc. (855) 25-SALES Tibor.Shanto@SellBetter.ca www.SellBetter.ca www.SellBetter.ca/blog twitter.com/TiborShanto QUESTIONS

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