kreuzberger why salespeople shouldn't prospect slides june 2013 v2

Predictable Revenue: Why Salespeople Shouldn’t Prospect

PredictableRevenue.com

Welcome To The Webinar

• 3 keys to building your 2013 sales machine

• How to build a prospecting machine WITHOUT cold calling

Award-WinningBestseller

“…a masterpiece...I'm certain your methods will dominate the way sales

organizations operate for the next 10 years."

Thomas Kattnigg, SVP Sales, Pipeliner

Aaron Ross

• $100M @ Salesforce.com• Father of four• 25 hr workweek

The “Hot Coals”

Some Old Rules

• Double sales by doubling your sales team

• Everybody prospects• “How can I get them to buy?”

Some New Rules

• Double sales by doubling your qualified leads

• Salespeople (closers) shouldn’t prospect

• “What problem can we solve?”

Fatal Mistake #1

Treating All Leads Alike

3 Lead Types: Seeds, Nets & Spears

Fatal Mistake #2

Wasting Your Time With The Wrong Prospects

Fatal Mistake #3

Making Salespeople Prospect

Why Salespeople Shouldn’t Prospect

• They aren’t any good at it• They don’t like it• It’s not repeatable

Google “Why Salespeople Shouldn’t Prospect” and send it to your manager

Prospecting Emails

• Short and sweet – iPhone-sized• Think “Squirrel Feeding”• Ask simple-to-answer questions• Use the referral approach• DON’T “SELL” or “PITCH”!

These Ideas Work

• +$4m in new pipeline this quarter• $1 million to $20 million in three years• 0% growth to 30% in a year (adding $10m)

“It is great to read to read the theory, but when you see the actual results coming through, it's incredible.” - Paul CRO Ceros

#1 Takeaway Idea

• SPECIALIZE

Learn More / Buy The Book

• Predictable Revenue is on Amazon– $9 paperback, $1 Kindle

• Plus tons of detailed information in the “Triple Your Pipeline Guide” at:

www.PredictableRevenue.com/triple

Q & A

@motoceo

www.PebbleStorm.com