Make Your Quota with Power Prospecting

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16 February, 2017 | PJ Nisbet
Managing Partner EMEA
MAKE YOUR
QUOTA
Welcome! We will begin shortly.
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your location via the Q&A window.
With Power
Prospecting
© 2017 ValueSelling Associates, Inc. All rights reserved.

What’s your
greatest sales
challenge today?

• Better educated
prospects
• Sales people enter
later in the cycle
• More people
involved in the decision
• Limited access
to buyers
The world
of selling
has changed

Agenda • Profiling your ideal customer
• Creating a campaign to engage
prospects
• Understanding your
prospecting ratios
• Getting meetings through a
multi-dimensional approach
• Handling brush-offs and
objections
• The statistics
• 5 ideas for future action

What are the common characteristics
among your current clients?
Describe your ideal customer
– Geography
– Company Size
– Demographics
– Company maturity
– Industry
– Business Situation

Value created
by resolving
business issues
Buying roles
Relevant job titles
Business issue
Typically related to revenue,
cost, quality or compliance
Problem
Normally a combination of
people, process and
technology challenges

Industry information
Trade Associations
Lists
Partners
Co-Marketing Opportunities
Local Sales Reps
Internal data
Marketing Campaigns
Past Customers
External Data
Lists
Social Networking (particularly LinkedIn)
Identity sources
of information

• Join and participate in
groups
• Keep your profile up to date
• Ask and answer questions
• Give recommendations &
skill endorsements
• Ask for specific referrals and
introductions
• Directly share information,
become an expert, generate
a following…
Find more sales on
LinkedIn

Leverage your base
Identify additional
problems you can solve
Tap additional buying
centers
Ask for referrals

2,000,000
125,000
2m/125K = 16
1 out of 3
3 x 16 = 48
1 out of 5
Understand your prospecting ratios
© 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
Target
Average Transaction Size
Total Number of Transactions Required
Average Win Ratio (Meeting to Close)
Total Qualified Prospects Required
Pipeline Ratio (Qualified Lead lead to Meeting)
Total Prospecting Year – Month – Day 5 x 48 = 240 per year or
20 per month or
approximately 1 per day

Build your
prospecting
campaign
• Email campaigns
• LinkedIn connections
• Social media
• Telephone calls

• Work out how many conversations it takes to achieve
one qualified lead per day
• Research during non-sales time
• Create Power Hours for phoning
• Focus without interruption
• Be prepared in the event the prospect does not pick up
Create qualified
leads on the
telephone

Connect
by phone
Prospects pick up the
phone less than 10%
of the time
– Lack of interest
– Busy
How do we approach the
other 90%?

Tactics for making
prospecting calls
• Call as high as you can –
there are 5 likely scenarios
• Leave a credible message
on voicemail
• If talking to the Gatekeeper,
get a referral to another key
Buying Influence
• Repeat this process for all
key Power People

Tap into the
prospect’s
social DNA

Working with
the gatekeeper
• Don´t antagonize – make
friends with the screener
• Be polite (use the word
“please”)
• Be transparent and listen
carefully
• Thank them for their help
• Get their advice for a good
time to call the prospect
• Don’t forget to record their
name & e-mail address
(for next time you call)

• Identify yourself and your
company upfront
• State your telephone number
clearly and slowly
• State the reason for your call
- make it highly relevant and
refer to the typical business
issues and problems that
you solve
• Give them a reason to call
you back - create curiosity
• Repeat your name and
number again at the end
Leaving
voicemails

Turning
around
brush-offs
01
02
03
Agree
Clarify
Ask

A. “I’m busy.”
B. “We are happy with our
current provider.”
C. “Just send me the
information.”
D. “I’m not interested.”
Typical brush-offs

• 44% of sales people give up after the first
attempt (Scripted)
• 93% of converted leads are contacted by the
6th call attempt (Velocify)
• 35-50% of sales go to the vendor that responds
first (InsideSales.com)
• Top sales people use LinkedIn at least 6 hours
per week (The Sales Management Association)
• 91% of customers say they’d give referrals.
Only 11% of salespeople ask for referrals
(Dale Carnegie)
Some
interesting
statistics

5 ideas
for future action
Profile Organizations that are likely to do business
with you and their current challenges
List Key sources of information about these organizations
in your industry or marketplace
Ask 3 current clients for a referral
Gather The highest level decision maker
and 3 other important buying roles
Create “Power Hours” to focus on telephone prospecting

© 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
• Schedule time
• Be purposeful
• Begin with the end in mind
• Focus and avoid
distractions
Prospecting is
non-negotiable

Questions?

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Thank you!
PJ Nisbet | Managing Partner EMEA
pjnisbet@valueselling.com
+44 (0) 1440 820 384 Office
+44 (0) 77 184 89422 (UK mobile)
+27 82 779 1872 (SA cell)
pjnisbet

Make Your Quota with Power Prospecting

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