John Barrows – Filling The Funnel And Driving To Close

FILLING THE FUNNEL

LAY THE FOUNDATION

In this session we lay the foundation for prospecting success by outlining the mentality, approach and specific activity numbers necessary to excel. You will walk away with:

• The key to staying relevant in Sales as the profession continues to evolve and automate
• How to apply the fundamental process of sales (AIDA) to prospecting
• A specific equation that breaks down your unique numbers to success

IDENTIFY THE TARGET

In this session we dive into the importance of client segmentation and the nuances involved in identifying which clients are worth spending our time on. You will walk away with:

• A process to segment and refine your account list into Tier1, Tier2, and Tier3
• How to effectively balance quality and quantity prospecting activities
• How to create your Tier1 Hit List and what to do with it

KNOW YOUR AUDIENCE

In this session we look within our target accounts to find the executives we need to connect with and how to speak their language to maximize our chances of a response. You will walk away with:

• A definition of the Power Line and the characteristics of a true Champion
• Specific words, phrases and approaches to avoid and use when e-mailing or calling executives
• The top 3 priorities of all C level executives in 10 core industries

FIND YOUR REASON

In this session we identify the business triggers that are most relevant to our targets and how to find them, leveraging research and social tools to make relevant connections. You will walk away with:

• A list of business triggers to listen for specific to the value your solution provides
• Where and how to find business triggers for your target accounts
• How to get information and triggers on your accounts

DEVELOP YOUR MESSAGE

In this session we learn how to develop messaging that focuses on getting the attention of the key executives we want to connect with and earning the right to continue the conversation. You will walk away with:

• Why the traditional Elevator Pitch fails
• How to develop multiple attention-grabbing statements that can be used in calls or e-mails
• How to create a Messaging Matrix based on triggers and priorities

DELIVER YOUR MESSAGE (PHONE)

In this session we focus on delivering your message through phone with a specific structure and best practice approach. You will walk away with:

• How to develop and deliver the “Winning Call”
• Specific weak introductions to avoid and powerful introductions to use when making calls
• How to leave a voice mail that focuses them to listen to your value proposition before hanging up.

DELIVER YOUR MESSAGE (EMAIL)

In this session we focus on delivering your message through e-mail with a specific structure and best practice approach. You will walk away with:

• How to write the “Why You, Why You Now” e-mail that drives a 15-20% positive response rate from executives.

YOUR CONTACT STRATEGY

In this session put all the learnings from the previous sessions together to create a contact strategy to drive consistent, effective prospecting. You will walk away with:

• How to implement a multi-touch contact strategy that focuses on saying something different and adding a different piece of value on each touch
• The difference between your Tier1 and Tier2 account contact strategy to maximize time management

INTEGRATE SOCIAL SELLINGIn this session we talk about how to integrate social selling into your process to help drive results and build your brand. You will walk away with:

• A clear definition of the two main components of social selling and how to do both
• What tools, technologies and resources to use to maximize your social selling activities
• How to build social selling into your daily routine

MANAGE YOUR TIME

In this session we address how to improve your time management skills while also figuring out which prospecting approaches work and which ones don’t. You’ll walk away with:

• How to define your different approaches and split test them to see which ones work
• How to focus your time while tracking and measuring results
• The key to consistent improvement