data.com connect presents: tibor shanto - proactive prospecting: taking an interruption to sales...

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#2015ConnectCon @connectmembers facebook.com/connectmembers

Proactive Prospecting: Taking an Interruption to Sales Conversation

Tibor Shanto Sales Execution Specialist [email protected] @TiborShanto


A Lead Is A Terrible Thing To Waste!

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Sales 101

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“Get Me In Front Of The Right Guy and I Can Close Them”

Sales Reality

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#2015ConnectCon @connectmembers facebook.com/connectmembers 6


Today’s Focus

•  The Dynamics of B2B Direct Prospecting •  The Delivery

•  The Message

•  Execution

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CONTENT DYNAMICS

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Dynamics


Disruptive Marketing

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Disruptive Marketing

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The Challenge

•  5 calls a day •  1,200 a year

•  6,000 over the last five years

How are you going to sound different?

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Content


Value

•  prop·o·si·tion /ˌprɒpəәˈzɪʃəәn/ Show Spelled[prop-uh-zish-uhn] Show IPA

noun

1.  the act of offering or suggesting something to be considered, accepted, adopted, or done.

2.  a plan or scheme proposed.

3.  an offer of terms for a transaction, as in business.

Value Proposition

Still A Pitch

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Actionable Definition of Value

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70% Status Quo

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Status Quo

•  Happy •  Not Looking

•  A Reps biggest competitor

•  Averseness to changes

•  Satisfied

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Quality of Execution

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75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson

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What Do They All Have in Common?

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75% of customers who leave or switch vendors for a competitor, when asked, say they were ‘satisfied or completely satisfied’ with the vendor they left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson

Old Perception: Happy – Not Looking = Closed to alternatives Yet to be presented or perceive a

means of achieving their Objectives

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Risk Avoidance

Financial

Productivity

Time Shifting

Role Based Interest

Objective Elements

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Execution


Fear of Rejection – Objections

#1 Reason Sales People don’t like to Prospect? Ø Rejection

Ø Not about avoiding – it is about managing Ø The Good News – One sure proof way to avoid Rejection:

Don’t Make the call Ø Bad News – Skinny Pipeline – Skinny Babies!

Ø Oddly, the number one choice of many sellers!

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83.59% 86.00% vs.

Fear Of Rejection?

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Reality

•  Lack of process! •  Metrics

•  Timing/Time •  System/Methodology/Process

•  Persistence •  Execution

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Appointments

Prospects

Proposals

Leads

Sales 1

2

2

2

3

6

12

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Metrics

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Time

•  Time – The Great Equalizer •  Sales people don’t run out of skill – They run out of time!

•  1760 Hours – Investment Capital

How do you Maximize

your ROT? Return On Time

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Time

•  There are only two things you can do with Time •  You can Use It or Waste It

•  Time Management – A stupid Concept

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Time Allocation •  You can only allocate time, you can’t manage it •  You can manage activities within the time allocated!

Prospecting % Selling % Account Management % Admin % Prep/research %

% %

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Manage Activities

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Multi-Tasking

Another Stupid Concept

Just an opportunity to not get a whole bunch of things done at once

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A Proven Methodology

I - Initiate E - Engage >> IQ - Impact Question

R - Ready

TiA - Take it Away

C - Commit

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CONTENT DYNAMICS

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Harvey Jones, my name is Tibor Shanto, I am calling you from Renbor, you may not be familiar with us, but companies like Spirent Communication, Pitney Bowes, and TelePacific have relied on us to help them increase: •  pipeline activity •  shorten their sales cycles •  and what they tell is that •  accuracy of their forecast has also improved

Pipeline activity

Shorter cycles

Accurate forecasts

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NO!

NO!

NO!

NO!

Objections – Rejection

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Deal with Rejection

•  Disruptive Marketing •  Five Biggies:

Ø Status Quo Ø No Interest Ø  Time Ø Bad Experience Ø Send

What you do – Not how you avoid!

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May I help you?

Just looking

Man, this place has crappie service, is

there anyone to help us?

Five Minutes later:

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May I help you?

Just looking

That’s ok, if you tell me what you are looking for, I can

show you where to find it.

What you do with it – Not how you avoid!

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Handling Objections

A. Acknowledge B. Credibility C. Involve D. Call to Action – Commit

“It’s interesting you would say that, as BDC said the exact same thing before they saw how we helped accelerate adoption of their internal programs; let me show you we did that, how is Wednesday at 11:00?”

http://is.gd/OHBook

[email protected]

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Persistence is Key

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Persistence is Key

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Pursuit Cadence

Monday Tuesday Wednesday Thursday Friday

Week 1

Week 2

VM VM EM

Call

LI

Snail Mail

TxT End Call

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•  Over what period


Modes of Communication

•  More channels than ever

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Shameless Promotion


Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014 Top 50 Sales & Marketing Influencers for 2015 – Top Sales World 50 Most Influential People in Sales Lead Management in 2014 Top 50 Sales & Marketing Influencers for 2014 – Top Sales World Top 25 Sales Influencers for 2014– OpenView Labs Gold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards 50 Most Influential People in Sales Lead Management in 2013 Top 50 Sales & Marketing Influencers for 2013 – Top Sales World Top 25 Sales Influencers for 2013– OpenView Labs Top 50 Sales & Marketing Blogs 2012 – Top Sales World 25 Influential Leaders In Sales – 2012 Edition – InsideView Top 50 Sales & Marketing Influencers for 2012 – Top Sales World Top 25 Sales Influencers for 2012 – OpenView Labs

Tibor Shanto

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Follow-Through

Execution Plan

Structured Reinforcement 21 Days of Change Manager Support One-on-one Establish Learning Culture Fine Tuning Reassessment Road map forward

Drive Deliver

Pre-Assignments Positioning Setting Expectations Front Line Manager Prep

Content Delivery Introduce Success Tools Take Ways

Management Input Assessment Content Design Metrics/ Benchmarks Follow-Through Design

Define

The 3D Success Model

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Follow-Through Action Plan

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Tibor Shanto Principal Renbor Sales Solutions Inc. (855) 25-SALES [email protected] www.SellBetter.ca www.SellBetter.ca/blog twitter.com/TiborShanto

QUESTIONS

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Thank You Thank You

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Coming Up at 11:10 a.m.

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Proven Tweaks to Yield High Quality First Meetings from Email Prospecting

Presenter: Josh Krafchin Room: Rafael 1

Creating Winning Sales Pitches

Presenter:

Patrick Duggan Room: Rafael 2

data.com connect presents: tibor shanto - proactive prospecting: taking an interruption to sales...

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