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Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.
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How to Reach Today’s Buyers with Modern Prospecting
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Face-to-face sales
interactions are typically
viewed as the most valuable
activity by Sales
Leaders.
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Today, getting in the door is more difficult than executing face-to-face sales calls.
5 years ago they were right.
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The primary differentiator of today’s top Sales Rep is the ability
to prospect.
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This could be prospecting for new business or different buying centers within existing
customers.
Both are difficult.
Both are where the potential is.
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We have captured 5 modern prospecting
best practices from top performers.
Download this tool to rapidly improve your prospecting results.
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Why do sales people inflict so much pain on themselves?
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They are instructed to use outdated
prospecting techniques
They are resistant to change and
make excuses such as, “our buyers aren’t on social
media”
Most sales training is focused on
execution once in the door
Organizations inhibit the use of
modern prospecting
methods
They make the mistake of relying
on someone else to prospect
Here’s why…
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5 ways to get in the door…..
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1. Approach the right doors• Some doors aren’t worth approaching. • Clearly define your target audience first. • Is your sales team focused on customers with the
highest potential to buy your solution? Or do they call on low value prospects and saturated customers?
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2. Buyer Centric Messaging• Have you ever had a feeling that an advertisement was
meant for you? • The goal is to make every communication speak directly to
your buyer. • Speak directly to the buyer’s fears, objectives, and
personal wants.
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3. Use Social Listening – understand what your buyer cares about.• Is there a better way than watching their behavior first hand? • This works whether using social prospecting, email, or phone. • Your buyers will give you the answer to the test and you aren’t
cheating.
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4. Refine Writing Skills • Produce succinct, clear, and
compelling copy that drives an actionable response.
• Think of how many more emails you send than conversations you have each day.
• We communicate via the written word much more frequently than orally. Yet we focus most of our time on improving oral communication skills.
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5. Incorporate Social Prospecting • LinkedIn is not a clogged channel. Email and the phone are. • You can use relationships to get access to buyers. • Using social is more effective and less painful than cold calling.
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Use this tool to spread these best practices across your sales
organization.
Prospecting can be enjoyable and effective if approached
correctly.
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