14. _______ provides professional consulting services to
develop and support online business solutions. From
startup to Fortune 500 companies, _________ assists
clients to maximize their return on investment in the
Cloud by providing implementation, development, and
value-added software solutions.
speaking to everyone = no one can hear
15.
16.
17.
18. what are you the
King/Queen of?
who’s been your
ideal customer?
get SPECIFIC
SMALL clues!
20. • even with a perfect sales process or big sales
team, if your leadgen is crummy, you’ll struggle
• with great leads, you can get everything else
wrong & still do well
• there are 3 types of leads
leadgen is your “big lever”
34. fatal mistake:
creating a leading, next
generation scalable, social
platform crowdfunded glazed-eye
jargonation
3
35.
36.
37. _______ provides professional consulting services to
develop and support online business solutions. From
startup to Fortune 500 companies, _________ assists
clients to maximize their return on investment in the
Cloud by providing implementation, development, and
value-added software solutions.
speaking to everyone = no one can hear
38. what do customers want?
people don’t care what you do
they care about what
you can do for them
39. improve your messaging TODAY
• “how do you help customers?”
• “so what?”
• “what’s so great about that?” (WSGAT)
43. why salespeople shouldn’t prospect
• they aren’t any good at it
• they don’t like it
• it’s not repeatable
google “Why Salespeople Shouldn’t Prospect”
& send to skeptics (like investors)
57. grow your own talent
• create a farm team system
• lower risk, cost
• faster ramp times
• better sales, service, success
58. 1. Focus on your sales system, not sales people
2. What can you win at easily?
3. Seeds, nets spears – focus on one at a time
4. If you have any customers worth >$10,000, build an
outbound prospecting team
5. When people ask you what you do today, pretend
they asked “how do you help customers?”
6. How can you further specialize (focus) you or your
salespeople?
So -
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
Shopping mall story
Shopping mall story
If you were king
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
Shopping mall story
What’s different for each: ICP, leadgen process, response process, funnels & metrics
Orange – whether you have marketing team or do it yourself
Green – prosepcting
Yellow - closing
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
Shopping mall story
“I’m a sales coach”
We help companies triple
SFDC sold the idea of “ondemand / cloud”
Marketo sells the idea of leads coming to you + automation
SFDC sold the idea of “ondemand / cloud”
Marketo sells the idea of leads coming to you + automation
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
“hey tell this to my boss”
Need to chunk your time – at least 2 hours for prospecting
Orange – whether you have marketing team or do it yourself
Green – prosepcting
Yellow - closing
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
At the point of death. (of a thing) In terminal decline; lacking vitality or vigor
Salesforce.com / and all the other companies that we have seen succeed follow this model.
Go through the 4 roles.
To create control over your growth rate, to do it right on your target prospects, you need to have an outbound prospecting role. To make this successful you have to separate it from your closers. You have to specialize. You will not be successful otherwise. We’ve never seen a company succeed in creating an effective prospecting function without specialization.
Stop and Talk..
How is your sales structured?
Do you have any prospectors today?
Is this something you think is important?
How is your sales team set up today?
Reasons to Specialize:
1. To be successful in prospecting today you have to have focused chunks of time. Blocks of 2 hours.
2. AE’s can’t focus, and they don’t have the time to become experts at marketing.
3. A lot more cost effective to have junior people doing it. Why would you have your highest cost people doing the lowest cost work.
4. Side Benefit: Farm team system. Ongoing source of talent for your sales team.
Having an expert at each stage, dedicated attention, rather than fragmented attention. All you have to manage the handover process. Customers get much better service this way. Feeling that they are taken care of.
“hey tell this to my boss”
Under intense scrutiny?
This illustrates the baton pass.
Further illustrates the fact that AE’s are separate from prospectors.
Prospector is doing the read, the closer is doing the blue and there is handoff.
Very defined process to make it work seamlessly.