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Sales workshop
- 1. BY: SYED ASAD Sales Workshop
- 2. BACKGROUND Who the hell am I?
- 3. What will you learn? Outbound Sales process Sources of Lead generation Outbound email sequence How to follow up with leads
- 4. Question Time? What is a prospect?
- 5. Question Time? Contacts who fit company’s buyer personas, but have not expressed interest. - Syed
- 6. Question Time? What is Lead Generation?
- 7. Lead generation Finding and reaching out to people who would in some way, shape, or form be interested in your company’s product or service. - Syed
- 8. Outbound Sales Process Preparation (lead gen) Sales Process Define Ideal Client Search for leads Create a list Send cold email – follow up Interact with the lead Qualify the lead Demo(Optional) Create an Opportunity CLOSED WON/LOST
- 9. Lead generation 5 emails sent in total to each lead Cold email (first contact) Follow up – after 48 hours of the first email Follow up – after 72 hours of the 2nd email Follow up – After 48 hours of the 3rd email Follow up – After 72 hours of the 4th email
- 10. Email Bible Short and Sweet Specific Clear call to Action Neatly Presented Not longer than 2 scrolls on a smartphone Always, Always follow up in the same thread Visualize the Email
- 11. Your email signature If you’re anything like me, you send hundreds of emails every week. To get the most out of these emails, consider linking back to your site or landing page in your signature…
- 12. Sales Account Executives Closers Customer Success Management Farmers Qualified opportunities Inbound Leads (SEO, Webinars) Outbound Email Prospecting Hire character. Train skill. - Peter Schulz, Porsche Sales Development Qualifiers New Clients
- 13. Pipeline - Industry standard - Syed Asad, UsabilityTools Sales Prospects vs Sales Suspects BANT vs CHAMP Prospects Leads Opportunities Closed WON 10 deals40 opptys160 leads640 prospects
- 14. Average lead to deal conversion time Industry standard -84 days* vs UsabilityTools - 39 days *Salesforce.com
- 15. Average outbound qualified lead to deal conversion Industry standard -9%* vs UsabilityTools - 24% *Salesforce.com
- 16. Outbound lead Sources Data.com Data Miner/Web Scraper LinkedIn Premium Builtwith* Quora Inside View Datanyze *Very underrated tool
- 17. Exercise Time Sell me this Pen
- 18. Excercise Lesson: until you have determined the real need, you can't expect to sell anything successfully.
- 19. How to qualify a lead?
- 20. Good old fashioned phone call The human voice can do miraculous things… Take a look at the movie “Her” - Syed Asad
- 21. Qualification • BANT (budget, authority, need and timing) • Decision maker/s • Decision making process • Does She/he fit your customer profile • Is She/he in talks with competitors
- 22. Be Lenient on BANT* *Tweak the questions based on the prospect’s enquiry
- 23. If you’re going to call leads, do your research so you know who you are calling, what they are looking for and how you can help.
- 24. Sales & Marketing It’s not ABC, it’s ABQ - Always Be Qualifying* *Don’t over qualify - an overqualified lead might not be an opportunity at all.
- 26. Let’s try again – Exercise time Divide yourselves in the pairs of 2
- 27. Objections Prospect’s objections are roadblocks, not dead ends...
- 28. Everyone loses deals, it’s what you learn from it that counts. Occupational Hazard
- 29. Question time? What is a CRM?
- 30. CRM How you gather, manage and use information will determine whether you win or lose. - Bill Gates
- 31. Follow up like a CHAMP! Never.Ever.Stop! *Almost 50% sales reps never follow up with a prospect
- 32. It is not your prospect’s job to remember you. It is your obligation and responsibility to make sure they don’t have a chance to forget you. - Patricia Fripp
- 33. Follow up I once followed up 21 times with a lead over the space of 6 months
- 35. Follow up $24,000 *80% of all sales are made on the 12th – 19th contact.
- 36. Sales is a number’s game!
- 37. Most important action in Sales?
- 38. Stay Motivated, Be Consistent & Never give up! Do or do not. There is no try.
- 39. Question Who wants to work for UsabilityTools?
- 40. Thank you for your time Syed Asad, Head of Sales s.asad@usabilitytools.com +1 650 681 9613
Editor's Notes
- . My Background. . UsabilityTools, what we are doing?
- If you're in a new market, people are by definition not actively seeking your product (there is no demand). Therefore, it is you who has to find them. I've had many appreciative 'thank you's from people, just for making them aware that something like what we're offering even exists :)
- Classic Answer! Are you gonna make notes? If the answer is yes, then you’ll need this pen.
- Every day I hear about failed launches or sales droughts and I want to help. But, most often, these “failures” are the result of lax lead generation and capture. The biggest misstep I see in microbusiness is making email list-building a secondary priority. There is nothing more crucial to the success of your business than a list of engaged, qualified, and interested prospects.
- Take my example