SMART Sales System - Module 9: Connecting
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The document outlines a prospecting cadence and strategy for concentrated prospecting over 8 weeks. It involves sending a cold email and making cold calls with voicemails on specific days each week, following up with calls and voicemails, then pausing before starting the next round. The strategy also involves prospecting through organizational and vertical movement in addition to focusing on a concentrated target list. The overall goal is to connect with prospects through persistent contact over time using different prospecting tactics.
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SMART Sales System - Module 9: Connecting
- 1. Connecting
- 2. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Building Your Consultative Sales Message Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses Module 5: Managing the Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Closing Module 14: Networking Module 15: Prospecting on LinkedIn Module 16: Improving Mental Strength
- 3. Connecting is the Biggest Challenge Prospects are extremely busy Prospects get sold to a lot Prospects get a lot of calls and emails Prospects are away from their desks Prospects rarely answer the phone
- 4. Prospecting Cadence Organizational Movement Concentrated Prospecting
- 5. How many times should I call? Cold Calling Cold Emailing Voicemail Strategy How many emails should I send? How many voicemails should I leave?
- 8. Day 1 Day 2 - 7 Day 8 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 9 - 14 Round 1 Week 1 Week 2 VALUE POINTS
- 9. Day 15 Day 16 - 21 Day 22 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 23 - 28 Round 2 Week 3 Week 4 PAIN POINTS
- 10. Day 29 Day 30 - 35 Day 36 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 37 - 42 Round 3 Week 5 Week 6 NAME DROP
- 11. Day 43 Day 44 - 49 Day 50 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM CALL LVM FOLLOW UP EMAIL PAUSE Day 51 Round 4 Week 7 Week 8 PRODUCT
- 12. SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 1 CALL LVM FOLLOW UP EMAIL PAUSE Week 2 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 3 CALL LVM FOLLOW UP EMAIL PAUSE Week 4 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 5 FOLLOW UP EMAIL CALL LVM PAUSE Week 6 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 7 CALL LVM FOLLOW UP EMAIL PAUSE Week 8 PRODUCT NAME DROP VALUE POINTS PAIN POINTS
- 13. SEND COLD EMAIL COLD CALLS WITH DNLVM Week 1 COLD CALL LVM VM FOLLOW-UP EMAIL PAUSE Week 2 SEND COLD EMAIL COLD CALLS WITH DNLVM Week 3 COLD CALL LVM VM FOLLOW-UP EMAIL PAUSE Week 4 SEND COLD EMAIL COLD CALLS WITH DNLVM Week 5 COLD CALL LVM VM FOLLOW-UP EMAIL PAUSE Week 6 SEND COLD EMAIL COLD CALLS WITH DNLVM Week 7 COLD CALL LVM VM FOLLOW-UP EMAIL PAUSE Week 8
- 14. Prospecting Cadence Organizational Movement Concentrated Prospecting
- 15. Finding a Different Way In
- 16. Vertical Movement CXO (CIO, CFO, CEO, COO) VP of [department] (IT, HR, Finance, etc.) Director of [department] Manager of [department] User/front-line worker
- 17. Horizontal Movement CEO/Owner Marketing Sales Finance IT Operations HR
- 18. CEO HR VP of HR Director of HR HR Manager HR Specialist Finance CFO (Chief Financial Officer) VP of Finance Director of Finance Finance Manager Accountant Marketing CMO (Chief Marketing Officer) VP of Marketing Director of Marketing Marketing Manager, Marcomm Manager, Product Manager Sales VP of Sales Director of Sales Sales Manager Sales Rep, Account Manager IT CIO (Chief Information Officer) VP of IT Director of IT IT Manager Engineer Operations COO (Chief Operations Officer VP of Operations Director of Operations Operations Manager Engineer Organizational Movement
- 19. SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 1 Call LVM FOLLOW UP EMAIL PAUSE Week 2 Week 3 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Call LVM FOLLOW UP EMAIL PAUSE Week 4 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 5 FOLLOW UP EMAIL Call LVM PAUSE Week 6 SEND EMAIL CALL DNLVM CALL DNLVM CALL DNLVM CALL DNLVM Week 7 Call LVM FOLLOW UP EMAIL PAUSE Week 8 ORGANIZATIONAL MOVEMENT
- 20. Prospecting Cadence Organizational Movement Concentrated Prospecting
- 21. Focus on a concentrated list Mile Wide Mile Deep
- 22. Build Target Attack List
- 23. Prospecting Cadence Organizational Movement Concentrated Prospecting
- 24. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Building Your Consultative Sales Message Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses Module 5: Managing the Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Closing Module 14: Networking Module 15: Prospecting on LinkedIn Module 16: Improving Mental Strength
- 26. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 28. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 30. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 32. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 34. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 36. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 37. Get your copy here https://www.amazon.com/dp/0578615762