6. #3 - Know your target companies
● Profile the existing client group
● What similarities are there?
7. #4 - Profile decision makers
● Profile decision makers and influencers
● Standardize on title level and title function
Assess an ability to craft
a specific sales message
8. #5 - Select a campaign strategy
Selecting the right messaging approach
● Circle of influence campaign
9. ‘’Just ask’’ campaign
● Hi my name is Ken Block from Toshiba, I was
wondering if you are in the market (NEED) for a copy
machine in the next six weeks?(TIME)
● Who would I speak about the needs of a copy machine?
(AUTHORITY)
Quick, simple, efficient, finds 3 components of
BANT
10. ‘’Toe in the door’’ campaign
● Speak for 15-20 seconds
● Introduce yourself
● Set up a hook with compelling information
● By now you should have created some
credibility
● Ask if the person has few minutes to hear
what we can offer
11. #7 - Teach ‘’Commanders intent’’
● Things tend to go wrong
● Sales reps have to know
the overall vision and the goal of campaigns
12. #8 - Lists versus Leads
● List < Lead
● Need is 8x more likely to result in a sale
● Marketing is suited for educating people
● Sales is suited for people with a need
13. #9 - Use ANUM to qualify your leads
Authority: Use profiled title level and title function to
identify the leads
Need: Find lists of companies in your target industry and
size
Urgency: Use social media, articles to find recent trigger
event that may indicate a need. Like a company expanding
a sales team or hiring new employees.
Money: Companies hiring, old and established companies
have money.
14. #10 - Best sources of lists
● They all promise the same - more qualified
leads
● Should be adjusted to the product and
service
15. #11 - Leads purchase justification
● Lists should be purchased
● And not asked for sales team to develop
● By buying the lists you:
save money
sales reps can spend more time on phone
boost their morale
16. #12 - Test, test, test
● Test the performance of the various lists
● Test your sort criteria
● Apply systems thinking
17. ~Optimize your offers~
The actual products you sell are one type of offer and the
rest are likely “bait” offers.
There are 2 types of baits offers:
● Messages that select for interest
● Messages that are buying signals
18. #13 Need vs. Interest
The Kicker The Buying Signal
Research Studies Toll free
White papers Pricing
Webinars Proposal
Seminars Free trial
eBooks Demo
Books Product slicks
20. # 15 Nurture on purpose
Marketing team is better suited to nurture your tire kicker leads. When that lead
responds to a buy signal, then it should be turned over to your sales team.
The job of marketing is to change interest into need with education.
22. #16 Align your messages
❖ A message has no value if it’s not targeted.~
❖ By gathering the necessary information we know exactly where to start the
conversation to be aligned with their original interest. ~
23. #17 Avoid sales speak….just be real!!
Decide the core message Make the persuasive sales speech
24. #18 First call sequence
Step 1: The opening
Step 2: The trust ladder
Step 3: Positioning
Step 4: Cool feature
Step 5: Proof Story
Step 6: C2C (Commit to Continue)
26. #20 The media vs. the message
~The media you use is more powerful than the message you send~
27. #21 Social media messaging
❖ A new creative way to effectively deliver a message is to utilize social
messaging.
❖ As new technology becomes
available that allows us to tap
into social networks, the effectiveness of messages sent will increase
dramatically
28. #22 The media sequence
There are 2 media sequences based on 2 different scenarios:
1) Cold call sequence (outbound): 2) Inbound lead (slightly aggressive):
Call 1-first voicemail and first email Call 1- voicemail 1 and email 1
Call 2-no voicemail or email Call 2- no voicemail or email
Call 3-no voicemail or email Call 3- no voicemail or email
Call 4-voicemail 2 and email 2 Call 4- no voicemail or email
Call 5-no voicemail or email Call 5: voicemail 2 and email 2
Call 6- voicemail 3 and email 3 Call 8: no voicemail or email
(last chance) Call 9: voicemail 3 and email 3
30. #23 Immediacy
❖ We know that there are huge decreases
in contact rates between responding in 5
minutes and responding in 60 minutes.
❖ Even today, most companies need 46
hours to respond to a lead.
35. #28 Caller ID
❖ By having a local phone number appear on the prospect’s caller ID, there
is a 57.8% increase in creating contact than by using a blocked number.
❖ It is recommended to utilize products that ensure local numbers appear on
the company’s prospect’s caller ID, such as LocalPresence.
36. #29 Calling technologies
❖ The average inside sales professional
uses a manual dial system and makes
about 38 calls per day.
❖ With a power dialer you can make 200
calls per day.
❖ The predictive dialer is still good in
some kind of situations like
telemarketing where it’s a one call
close, but for an inside sales
department a power dialer is the best
bet.