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Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success!   Tibor Shanto July 16, 2015

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Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success!   Tibor Shanto July 16, 2015


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http://is.gd/DDC716


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B2B Facts Nearly 50% of B2B reps did not make quota? Over 80% of revenue from existing accounts & products What is your attrition rate? Conversion rate of lead to engagement remains low?


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Why Sales People don’t like to Prospect? Fear of Rejection – Objections Not a good use of time Too many other things to do Not enough good leads


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Their Answer Why is it that Sales People don’t like to prospect? Fear of Rejection – Objections Not about avoiding – it is about managing The Good News – One sure proof way to avoid Rejection Bad News – Don’t make the call Oddly, the number one choice of many sellers!


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Lack of process! Timing/Time System/Methodology/Process Metrics Persistence Execution Timing/Time System/Methodology/Process Metrics Persistence Execution


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Persistent Execution 48% Of Sales People Never Follow Up with a Prospect 25% Of Sales People Make a Second Contact and Stop 12% Of Sales People Make a Third Contact and Stop Only 10% Of Sales People Make More Than Three Contacts 2% Of Sales Are Made On the First Contact 3% Of Sales Are Made On the Second Contact 5% Of Sales Are Made On the Third Contact 10% Of Sales Are Made On the Fourth Contact 80% Of Sales Are Made On the Fifth to Twelfth Contact


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Pursuit Cadence Over what period VM VM EM Call LI Snail Mail TxT End Call


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Modes of Communication More channels than ever


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Modes of Communication More channels than ever So many different types of people Variety is key


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Voice Mail Always Leave a Voice Mail Always Leave a Voice Mail It is a Touch Point – One of the 8+ you’ll need http://www.youtube.com/sellbetter


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Sales Buyers Engagement Voice Mail Call Back Initiate Engage >> 'Impact Question' Request TiA Secure Please Leave A Detailed Message! Voice Mail


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Voice Mail Always Leave a Voice Mail Be counter intuitive > Less is Better! Assume you are calling Steve Jones – he works for More Trucking Central Assume you’ve done business with Down The Road Trucking “Steve Jones – This is Mike Miller from Top Choice. I can be reached at 416 555-1234 I’m calling with reference to Down The Road Trucking"


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End Call Seem now may not be the best time for us to connect, I will not continue to call. However, if did want to follow up, feel free to call, happy to talk. My name again is [REP NAME], you can reach me at [PHONE NUMBER] Thank you, [REP NAME]


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E-Mail Do I know this person? Subject Line Two Options: Blank or RE: - Based on 30 million emails sent from Outlook and Gmail ContactMonkey Call to action


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E-Mail Be Brief and to the point Two swipe rule Remember your goal


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Snail Mail Hand written Post card Stamp not metered


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Persistent Execution 48% Of Sales People Never Follow Up with a Prospect 25% Of Sales People Make a Second Contact and Stop 12% Of Sales People Make a Third Contact and Stop Only 10% Of Sales People Make More Than Three Contacts 2% Of Sales Are Made On the First Contact 3% Of Sales Are Made On the Second Contact 5% Of Sales Are Made On the Third Contact 10% Of Sales Are Made On the Fourth Contact 80% Of Sales Are Made On the Fifth to Twelfth Contact


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Snail Mail My name is Tibor Shanto, I work with companies like Alpha, Beta, and Delta, helping their sales teams avoid being the stats on the front. I will be calling to set a time to speak this week, in the mean time I invite you to visit our web site at www.sellbetter.ca. Thank you, Tibor 416 822-7781


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Architect - Design Furniture Real Estate Mover Wiring Minus 18 Months Minus 12 Months Minus 12 Months Minus 4 Months Event Time To Event Referrals 2.0


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Sales (All) people will follow one of two X’s: Execute Excuses Execution – Everything Else is Just Talk Two X’s Of Sales


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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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Tibor Shanto Principal Renbor Sales Solutions Inc. (855) 25-SALES Tibor.Shanto@SellBetter.ca www.SellBetter.ca www.SellBetter.ca/blog twitter.com/TiborShanto QUESTIONS http://is.gd/DDC716


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