Predictable Revenue: Collection Of Slides & Sketches

How To Use These Slides

• We’ve taken the slides and sketches from our book and shared them with you here so that you can use your favorites in your own materials when pitching the idea of an outbound sales team to your company.

• If you use them in any other way (public or private presentations), we only ask that you attribute them to us.

Predictable Revenue…

• #1 Bestselling Telemarketing book on Amazon.com

• All 5-Star Reviews

The “Hot Coals” Sketch

3 Lead Types: Seeds, Nets & Spears

What You Aren’t Doing Now…

• To grow predictable income, you want leads from all three areas: Spears, Nets and Seeds

• The one that will most directly generate sales is “Spears” (outbound prospecting)

• Once you get a program working, “Spears” can create highly predictable income

“Spears” Steps to Success!

• Dedicate Some Time Or A Person• Define Ideal Customer Profile

• Assemble Your Target List1. Prepare

“Spears” Steps to Success!

• Dedicate Some Time Or A Person• Define Ideal Customer Profile

• Assemble Your Target List

• Send Referral Emails• Make Mapping Calls

• Schedule Conversations

1.

2.

Prepare

Prospect

“Spears” Steps to Success!

• Dedicate Some Time Or A Person• Define Ideal Customer Profile

• Assemble Your Target List

• Send Referral Emails• Make Mapping Calls

• Schedule Conversations

• Work Opportunities• Sign Clients

1.

2.

3.

Prepare

Prospect

Sell To Success

STEP 1

Prepare

Don’t Waste Time: Who’s Your Ideal Customer?

Quality Of Fit

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Don’t Waste Time: Who’s Your Ideal Customer?

Quality Of Fit

Inco

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Focus Here!

Ideal Customer Profile (aka ICP)

• Industries

• Geographies

• Revenues

• Culture clues

• Employee size

• Key metrics or data-points

• Deal breakers

• Deal makers

• Ideal contacts

Existing Customers & ICP

• Why do they do business with us

• What difference have we made to them

• Why do they continue to do business with us

• Why would they refer others to us

• Who made the decision

• Who influenced

STEP 2

Prospect

Referral Emails & Mapping Calls

• State simply why you are trying to connect• Ask for help• Email high in the organization• Twitter-sized e-mails to begin

Referral Emails

“Mapping” Calls• Call high or low in the organization• You are doing research, not selling• Be authentic, ask for help, state your purpose simply

Four Key Metrics to Track

1. # of Outbound E-mails and/or Mapping Calls per Month

2. Response Rate to Emails (Goal: 7-9%)

3. # Scoping/Discovery Calls per Month

4. # of Qualified Opportunities Per Month

– aka “Sales Qualified Leads”

STEP 3

Sell To Success

“3 Hour 15 Min” Sales Process

15 MinEmail/Call

Introduction

• Is there a possible fit?

• Or would a next step be a waste of time?

One HourIntroductory Call

• With main contact• Uncover pain• People involved and

decision process• Timing• Next Steps

2 Hr Team Discovery (Whiteboard, Online

Meeting)

• Required: their key people in one mtg

• Create a common vision

• Map out decision-making process

• Next Steps

15 min 1 hr 2 hr+ + = 3:15

Selling Can Be Fulfilling & Fun

• Are you selling to make money? (For you?) – Cue used car salesman

• Or selling to make a difference? (For them?)– Cue Ghandi, Oprah, Louis Hay

• People can tell• By focusing on how you are helping them

rather than closing for you, selling can be enjoyable & fulfilling

Layers Of The Onion