data.com connect presents: tibor shanto - proactive prospecting: taking an interruption to sales...
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#2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers
#2015ConnectCon @connectmembers facebook.com/connectmembers
Proactive Prospecting: Taking an Interruption to Sales Conversation
Tibor Shanto Sales Execution Specialist [email protected] @TiborShanto
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“Get Me In Front Of The Right Guy and I Can Close Them”
Sales Reality
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Today’s Focus
• The Dynamics of B2B Direct Prospecting • The Delivery
• The Message
• Execution
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The Challenge
• 5 calls a day • 1,200 a year
• 6,000 over the last five years
How are you going to sound different?
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Value
• prop·o·si·tion /ˌprɒpəәˈzɪʃəәn/ Show Spelled[prop-uh-zish-uhn] Show IPA
noun
1. the act of offering or suggesting something to be considered, accepted, adopted, or done.
2. a plan or scheme proposed.
3. an offer of terms for a transaction, as in business.
Value Proposition
Still A Pitch
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Status Quo
• Happy • Not Looking
• A Reps biggest competitor
• Averseness to changes
• Satisfied
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75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.
‘Customer Loyalty Guaranteed’ Bell & Patterson
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75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.
‘Customer Loyalty Guaranteed’ Bell & Patterson
Old Perception: Happy – Not Looking = Closed to alternatives Yet to be presented or perceive a
means of achieving their Objectives
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Risk Avoidance
Financial
Productivity
Time Shifting
Role Based Interest
Objective Elements
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Fear of Rejection – Objections
#1 Reason Sales People don’t like to Prospect? Ø Rejection
Ø Not about avoiding – it is about managing Ø The Good News – One sure proof way to avoid Rejection:
Don’t Make the call Ø Bad News – Skinny Pipeline – Skinny Babies!
Ø Oddly, the number one choice of many sellers!
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Reality
• Lack of process! • Metrics
• Timing/Time • System/Methodology/Process
• Persistence • Execution
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Appointments
Prospects
Proposals
Leads
Sales 1
2
2
2
3
6
12
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Metrics
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Time
• Time – The Great Equalizer • Sales people don’t run out of skill – They run out of time!
• 1760 Hours – Investment Capital
How do you Maximize
your ROT? Return On Time
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Time
• There are only two things you can do with Time • You can Use It or Waste It
• Time Management – A stupid Concept
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Time Allocation • You can only allocate time, you can’t manage it • You can manage activities within the time allocated!
Prospecting % Selling % Account Management % Admin % Prep/research %
% %
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Multi-Tasking
Another Stupid Concept
Just an opportunity to not get a whole bunch of things done at once
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A Proven Methodology
I - Initiate E - Engage >> IQ - Impact Question
R - Ready
TiA - Take it Away
C - Commit
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Harvey Jones, my name is Tibor Shanto, I am calling you from Renbor, you may not be familiar with us, but companies like Spirent Communication, Pitney Bowes, and TelePacific have relied on us to help them increase: • pipeline activity • shorten their sales cycles • and what they tell is that • accuracy of their forecast has also improved
Pipeline activity
Shorter cycles
Accurate forecasts
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NO!
NO!
NO!
NO!
Objections – Rejection
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Deal with Rejection
• Disruptive Marketing • Five Biggies:
Ø Status Quo Ø No Interest Ø Time Ø Bad Experience Ø Send
What you do – Not how you avoid!
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May I help you?
Just looking
Man, this place has crappie service, is
there anyone to help us?
Five Minutes later:
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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!
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Handling Objections
A. Acknowledge B. Credibility C. Involve D. Call to Action – Commit
“It’s interesting you would say that, as BDC said the exact same thing before they saw how we helped accelerate adoption of their internal programs; let me show you we did that, how is Wednesday at 11:00?”
http://is.gd/OHBook
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Pursuit Cadence
Monday Tuesday Wednesday Thursday Friday
Week 1
Week 2
VM VM EM
Call
LI
Snail Mail
TxT End Call
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• Over what period
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Modes of Communication
• More channels than ever
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Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014 Top 50 Sales & Marketing Influencers for 2015 – Top Sales World 50 Most Influential People in Sales Lead Management in 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
Tibor Shanto
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Follow-Through
Execution Plan
Structured Reinforcement 21 Days of Change Manager Support One-on-one Establish Learning Culture Fine Tuning Reassessment Road map forward
Drive Deliver
Pre-Assignments Positioning Setting Expectations Front Line Manager Prep
Content Delivery Introduce Success Tools Take Ways
Management Input Assessment Content Design Metrics/ Benchmarks Follow-Through Design
Define
The 3D Success Model
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Tibor Shanto Principal Renbor Sales Solutions Inc. (855) 25-SALES [email protected] www.SellBetter.ca www.SellBetter.ca/blog twitter.com/TiborShanto
QUESTIONS
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