data.com connect presents: tibor shanto - mastering voicemail, email, and other tools of prospect...

| +1 416 822-7781www.SellBetter.ca Execution – Everything Else Is Just Talk! |@TiborShanto @Datadotcom

Mastering voice mail, e-mail, and other tools of Prospect Pursuit Success!

Tibor ShantoJuly 16, 2015


http://is.gd/DDC716


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?


Why Sales People don’t like to Prospect?

1. Fear of Rejection – Objections2. Not a good use of time3. Too many other things to do4. Not enough good leads


Their Answer• Why is it that Sales People don’t like to prospect?

1. 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!


83.5%

86%


Lack of process!

• Timing/Time• System/Methodology/Process• Metrics• Persistence• Execution

• Timing/Time• System/Methodology/Process• Metrics

• Persistence• Execution


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

In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today (2013) it is 8 attempts.

TeleNet & Ovation Sales Group

Identify lead coverage gaps. Research shows that it takes 8 to 12 attempts to reach a decision maker by phone, even when they’re interested in your products or solutions.

Making the Case for Teleprospecting SiriusDecisions - June 15, 2012


Pursuit Cadence • Over what period

Monday Tuesday Wednesday

Thursday Friday

Week 1

Week 2

VM VM

EM

Call

LI Snail Mail TxT End Call


Modes of Communication• More channels than ever


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


Voice Mail

Always Leave a Voice MailAlways Leave a Voice Mail• It is a Touch Point – One of the 8+ you’ll need

http://www.youtube.com/sellbetter


SalesBuyersEngagementVoice Mail Call Back

InitiateEngage >> 'Impact Question'RequestTiASecure

Please Leave A Detailed Message!

Voice Mail


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"


End CallSeem 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]


E-Mail• Do I know this person?• Subject LineTwo Options:1. Blank or RE: - Based on 30 million emails sent

from Outlook and Gmail ContactMonkey2. Call to action


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


Snail Mail• Hand written• Post card• Stamp not metered


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


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,Tibor416 822-7781

http://www.sellbetter.ca/


Jerry

Patti

George

Peter

Helen

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


• Sales (All) people will follow one of two X’s:▪ Execute▪ Excuses

• Execution – Everything Else is Just Talk

Two X’s Of Sales


Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014Top 50 Sales & Marketing Influencers for 2015 – Top Sales World50 Most Influential People in Sales Lead Management in 2014Top 50 Sales & Marketing Influencers for 2014 – Top Sales WorldTop 25 Sales Influencers for 2014– OpenView LabsGold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards50 Most Influential People in Sales Lead Management in 2013Top 50 Sales & Marketing Influencers for 2013 – Top Sales WorldTop 25 Sales Influencers for 2013– OpenView LabsTop 50 Sales & Marketing Blogs 2012 – Top Sales World25 Influential Leaders In Sales – 2012 Edition – InsideViewTop 50 Sales & Marketing Influencers for 2012 – Top Sales WorldTop 25 Sales Influencers for 2012 – OpenView Labs

Tibor Shanto

http://labs.openviewpartners.com/top-sales-influencers-for-2013


Tibor ShantoPrincipalRenbor Sales Solutions Inc.(855) 25-SALESTibor.Shanto@SellBetter.cawww.SellBetter.cawww.SellBetter.ca/blogtwitter.com/TiborShanto

QUESTIONShttp://is.gd/DDC716

data.com connect presents: tibor shanto - mastering voicemail, email, and other tools of prospect...

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