Sales Prospecting is one of the most important aspect in the Sale Process. This process ensures that all the relevant leads in your funnel get qualified and only the potential clients are pursued. Did you know, leads generally go with the first provider that contacts them? Get this ultimate guide to sales prospecting to master the art of sales prospecting through Cold calling, Cold emailing and Cold drop-ins. Cold calling and emailing is a very powerful way to get in touch with the leads but lot of sales reps don’t get it right and therefore don’t get the desired results. This guide will list out the most common mistakes made and ways to avoid them. This resource bundle also has templates, scripts and tools for successful sales prospecting. www.badgermapping.com

1. All-In-One Resource
For Effective
SALES PROSPECTING
With Steve Benson
Badger Maps

2. 70%
Leads come from prospecting
badgermapping.com

3. Yet, not all the leads that
match your customer profile
can or should be pursued.
badgermapping.com

4. that have the
potential to convert
You want to invest
time and efforts
only on leads
badgermapping.com

5. This process of identifying
potential customers from
all the leads is called
‘Prospecting’ ‘Qualifying’or
badgermapping.com

6. So, which leads should
you focus on?
The once that are
M DA
badgermapping.com

7. They have
M - Money
A - Authority
D - Desire
to buy
badgermapping.com

8. Do they have the MONEY?
● “What’s your company’s process for
funding these types of investments?”
● “What are the steps in your
budgeting process?”
Questions to ask:
badgermapping.com

9. Do they have the AUTHORITY?
● “Who else would you consult
before making the decision?”
● “Is there anybody else I
should talk to?”
Questions to ask:
badgermapping.com

10. Do they have the DESIRE?
● “What are the results for past
solutions used to achieve goals?”
● “Are you open to a replacement?”
Questions to ask:
badgermapping.com

11. Cold Emails Cold Calls Cold Canvassing
Ways to Qualify Leads
A B C

12. Most Prefered form of
Communication
Cold Emails
A
badgermapping.com

13. If you can't write your message in a
sentence, you can't say it in an hour.
Any MESSAGE,
regardless of its length,
can be summarized
IN ONE SENTENCE.
DIANNA BOOHER
TIP 1badgermapping.com

14. For Every Email:
Your only goal -Pique their interest
Your only message -Value to prospect
Your only ‘Absolute No, No’ -Appearing salesy
badgermapping.com

15. Structure Of A Perfect Email
Opening Body Closing
• Strong subject line
• Tailored first line
Answer the
What’s-in-it-for-me
• Include CTA
• Keep it short
badgermapping.com

16. [Name , we can help you [goal]
[Name], you’re not alone
know this about [topic of interest]
X ideas for [pain point]
10x [company] traction in 10 minute
this is a sales email
Sample
Subject Lines
4
1
2
3
5
6
badgermapping.com

17. use an all
lowercase
subject line
to stand out
New Message
1
TIP 2badgermapping.com

18. Hi [first name],
We’re working with [Industry] and one of their key issues
is [key issue].
This past year we helped numerous companies to [insert
business driver], resulting in [money saved, revenue
added]
If this is something you’re challenged with too, it makes
sense to get on a call. Does Wednesday, 10 am work
for you? I’ve some ideas that can help.
Thanks!
[your name]
Cold Email Template
badgermapping.com

19. Hi [first name],
We’re working with [Industry] and one of their key issues
is [key issue].
This past year we helped numerous companies to [insert
business driver], resulting in [money saved, revenue
added]
If this is something you’re challenged with too, it makes
sense to get on a call. Does Wednesday, 10 am work
for you? I’ve some ideas that can help.
Thanks!
[your name]
Template - See it in action
Prospect connects due
to the tailored line
1
badgermapping.com

20. Hi [first name],
We’re working with [Industry] and one of their key issues
is [key issue].
This past year we helped numerous companies to [insert
business driver], resulting in [money saved, revenue
added]
If this is something you’re challenged with too, it makes
sense to get on a call. Does Wednesday, 10 am work
for you? I’ve some ideas that can help.
Thanks!
[your name]
Template - See it in action
Establishes self as an
authority
2
badgermapping.com

21. Hi [first name],
We’re working with [Industry] and one of their key issues
is [key issue].
This past year we helped numerous companies to [insert
business driver], resulting in [money saved, revenue
added]
If this is something you’re challenged with too, it makes
sense to get on a call. Does Wednesday, 10 am work
for you? I’ve some ideas that can help.
Thanks!
[your name]
Template - See it in action
Did not assume they
have a problem
3
badgermapping.com

22. Hi [first name],
We’re working with [Industry] and one of their key issues
is [key issue].
This past year we helped numerous companies to [insert
business driver], resulting in [money saved, revenue
added]
If this is something you’re challenged with too, it makes
sense to get on a call. Does Wednesday, 10 am work
for you? I’ve some ideas that can help.
Thanks!
[your name]
Template - See it in action
A clear Call- to- Action
4
badgermapping.com

23. 10 extra email Dont’s
1. Don’t trick your prospect into clicking opening mail
2. Don’t apologize for your emails
3. Don’t open with “ I’m xxx and work for yyy”
4. Don’t say “How are you?” or “Hope you’re well”
5. Don’t reference past failed attempts calls or emails
6. Don’t use a weak CTA “Would love to hear your thoughts”
7. Don’t attach anything
8. Don’t explain all the features
9. Don’t use industry jargons
10. Don’t give up
badgermapping.com

24. Don’t stop after the first attempt.
Follow-up.
80%of sales require 5 follow-ups
badgermapping.com

25. Re-emphasize
value
Share industry
news
TIP 3
Avoid the generic ‘Just checking in’ or ‘Wanted to follow up’
With each follow-up email:
Educate with
content
badgermapping.com

26. it takes two to tango, [Name]
appreciate your time, [Name]
[Name , trying to connect
how can I help?
did you get what you were looking for?
[Name], thought you’d like these blogs
Sample
Subject Lines
4
1
2
3
5
6

27. Hi [first name],
In case you missed my email earlier this week, I wanted
to see if you’d like to discuss how Badger can help your
sales reps sell 20% more.
Here’s how XYZ was able to get 2 extra meetings per
day per sales rep. [A relevant case study]
What time works best for you for a 10 minute call?
Thanks!
[your name]
Follow up Email Template
badgermapping.com

28. FREE Tools to check your email’s strength
Tools Checks
litmus.com/gmail-tabs Which tab will your email land in- inbox or promotion?
isnotspam.com Will your email trigger the spam tool?
mailchimp.com Automated, bulk emails
goodemailcopy.com Sample good email content
Mailtester.com Is the email id in the ‘To’ field correct?
litmus.com/email-testing How does your email look in different formats?
badgermapping.com

29. Want to learn more?
Get Free Sales Scripts for Handling Objections
Click the
box
20+ battlefield tested, customizable sales scripts for creating powerful sales pitches

30. Highest chance
of getting a
Response
Cold Calls
B
badgermapping.com

31. Cold Calls won’t get you the
kind of response you want.
But warm calls
certainly will.
badgermapping.com

32. You don’t have to start
blank. Research.
Best tools - LinkedIn and Twitter
Company - age, size, product/service
Executive - title, targets, education
TIP 1
badgermapping.com

33. The Optimal Point
What
you know
What they
want to know
Use this to secure
a meeting
badgermapping.com

34. A small firm’s problem will be
different from a larger one
Personalize your message
badgermapping.com

35. You have
8 seconds to:
Secure a meeting
Demonstrate that
you understand
their pain point

36. if you sound awkward
on the phone.
All your efforts
go to waste
badgermapping.com

37. A strong opening
“Hi John, this is Steve
from Badger Maps”
Pause
will instantly capture
attention
Wait for them
to respond
Hello
The pause makes you sound
assertive and in control
prospect’s
TIP 2
badgermapping.com

38. Effective
Humor puts the
prospect at ease.
A good sense of humor makes you:
Engaging Entertaining
TIP 3badgermapping.com

39. Spontaneity
conveys honesty.
If you see an opening to throw in
an unscripted comment, a bit of
an inside joke, or a cult reference,
TIP 4
DO IT.
badgermapping.com

40. Hi [first name}, this is XXX from ABC. <Pause>
I hope I didn’t catch you at a bad time.
We help companies [one line sales pitch]
Does this in general sound interesting to you?
<Ask for permission to ask qualifying questions>
Great. Sounds like this could be a great fit. Let me send you
our [marketing doc] and schedule a meeting for next week.
What works best for you - Monday 9 am or Wednesday 2 pm?
Cold Call Script
badgermapping.com

41. Hi [first name}, this is XXX from ABC. <Pause>
I hope I didn’t catch you at a bad time.
We help companies [one line sales pitch]
Does this in general sound interesting to you?
<Ask for permission to ask qualifying questions>
Great. Sounds like this could be a great fit. Let me send you
our [marketing doc] and schedule a meeting for next week.
What works best for you - Monday 9 am or Wednesday 2 pm?
Script- See it in action
Raise curiosity. Establish
authority with the pause.1
badgermapping.com

42. Hi [first name}, this is XXX from ABC. <Pause>
I hope I didn’t catch you at a bad time.
We help companies [one line sales pitch]
Does this in general sound interesting to you?
<Ask for permission to ask qualifying questions>
Great. Sounds like this could be a great fit. Let me send you
our [marketing doc] and schedule a meeting for next week.
What works best for you - Monday 9 am or Wednesday 2 pm?
Script- See it in action
Shows you respect their
time. Now they wouldn’t
want to be rude 2
badgermapping.com

43. Hi [first name}, this is XXX from ABC. <Pause>
I hope I didn’t catch you at a bad time.
We help companies [one line sales pitch]
Does this in general sound interesting to you?
<Ask for permission to ask qualifying questions>
Great. Sounds like this could be a great fit. Let me send you
our [marketing doc] and schedule a meeting for next week.
What works best for you - Monday 9 am or Wednesday 2 pm?
Script- See it in action
One line irresistible
sales pitch 3
badgermapping.com

44. Hi [first name}, this is XXX from ABC. <Pause>
I hope I didn’t catch you at a bad time.
We help companies [one line sales pitch]
Does this in general sound interesting to you?
<Ask for permission to ask qualifying questions>
Great. Sounds like this could be a great fit. Let me send you
our [marketing doc] and schedule a meeting for next week.
What works best for you - Monday 9 am or Wednesday 2 pm?
Script- See it in action
Fit in both Follow up +
CTA at the end 4
badgermapping.com

45. Hi [first name}, this is XXX from ABC.
<Pause>
I hope I didn’t catch you at a bad time.
<Prospect - Yeah, can you call me later?>
Sure. How does 3 pm Tuesday sound? No? How about
Friday 10 am?
Great! I’m sending you a calendar invite.
Cold Call Script- When they say NO
badgermapping.com

46. Cold
Canvassing
C
Quickest way to
Qualify Leads

47. Expert Sales Reps use simplified storytelling
Emotions stimulate
more regions of the
brain than facts do.
TIP 1
to evoke emotions.
badgermapping.com

48. Optimal Timing
People are happier and more receptive after they eat
10am to 12pm
&
2pm to 4pm
TIP 2
badgermapping.com

49. Get Past The
Gatekeeper
TIP 3
People find it difficult to be
rude when you greet them
by their name
badgermapping.com

50. Confidence improves
your credibility
Appropriate clothes
Genuine eye contact
Firm tone of voice Smile
Good posture
TIP 4
badgermapping.com

51. Bad Example:
Receptionist: How can I help you?
You: We’re a Routing app for sales reps.
Receptionist: No, thank you, we don’t need that service
Cold Drop-ins Script
badgermapping.com

52. TIP 3
The person asking the questions
is the one in control
Right way:
Receptionist: How can I help you?
You: We help save sales reps close more deals
through Lead Generation. How do your sales reps
acquire customers?
TIP 4
badgermapping.com

53. “This is John from company X’
-Just say “This is John”
“How’re you doing today?”
-We all know it’s insincere
“Let me honest with you”
- Indicates a hard sell is coming up
Phrases
To avoid
1
2
3

54. Practice brings about
eloquence and mastery.
With each attempt made,
you only improve.
Happy Prospecting!
badgermapping.com

55. FOR SALES NEGOTIATION TIPS
SENT STRAIGHT TO YOUR INBOX,
SIGN-UP FOR THE EMAIL COURSE