Kendra Lee 10 Sales Strategies to Fill Your Funnel When Prospecting Is Failing Copyright ©2016 by KLA Group, Inc. v Kendra Lee KendraLeeKLA KLA Group

 President and Founder  Getting our clients more revenue since 1995  Sales & Marketing agency  A recognized Sales Leader  Top 25 Influential Leaders in Sales  Top 50 Channel Influencer  Top 10 Women in Sales Experts to Follow on Twitter  Actual client results  Increased average monthly sales 74%  Increased sales pipeline 251%  Grew main business line more than 60% Copyright ©2016 by KLA Group, Inc. v Kendra Lee, KLA Group

Copyright ©2016 by KLA Group, Inc. v

@KendraLeeKLA #4SalesSuccess I hate cold calling Copyright ©2016 by KLA Group, Inc. v

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v

@KendraLeeKLA #4SalesSuccess What’s your biggest roadblock in prospecting? Copyright ©2016 by KLA Group, Inc. v

@KendraLeeKLA #4SalesSuccess Write down 2 companies you want to gain access to, but: – You haven’t been able to – You aren’t sure how Copyright ©2016 by KLA Group, Inc. v Take a moment…

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v It’s all about establishing a relationship and trust 8

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Examine your SAM 1. Strategy2. Actions3. Message 9

@KendraLeeKLA #4SalesSuccess Strategy Copyright ©2016 by KLA Group, Inc. v

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Launch a referral campaign

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Contact supplier diversity

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Build a social relationship first CompanyIndividual Don’t ask for anything for the first 2 months

@KendraLeeKLA #4SalesSuccess 4. Request an interview Copyright ©2016 by KLA Group, Inc. v

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Seek out the gatekeeper Ask a favor Request her help Ask for the meeting

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Use an system to monitor engagement  Sidekick  MailChimp  VerticalResponse  Constant Contact  Microsoft Dynamics

@KendraLeeKLA #4SalesSuccess It takes 9 attempts to gain access without recognition Copyright ©2016 by KLA Group, Inc. v …and only 4 attempts with recognition 17

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Recognition ROI prospecting impact 18

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Create a campaign and be more persistent  

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Get creative

@KendraLeeKLA #4SalesSuccess Actions Copyright ©2016 by KLA Group, Inc. v

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Monitor your metrics

@KendraLeeKLA #4SalesSuccess 1.# of hours prospecting 2.# calls / s / activities 3.# of referrals 4.# attempts per prospect 5.# of conversations that convert to appointments 6.# appointments that convert into the pipeline Copyright ©2016 by KLA Group, Inc. v Prospecting metrics to watch

@KendraLeeKLA #4SalesSuccess Message Copyright ©2016 by KLA Group, Inc. v

@KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v Your messageTarget market’s trigger events Your differentiators 25

@KendraLeeKLA #4SalesSuccess  What do you do that your competitors don’t?  Offerings bundle combined with your services  Region you serve  Industry vertical  Process you use  Years in business  Typically NOT  Your certifications  Microsoft partner status  Cloud offerings  Cross industry expertise Copyright ©2016 by KLA Group, Inc. v Focus on your unique differentiation

@KendraLeeKLA #4SalesSuccess  Look for new trigger events  What’s their strategic focus?  What does the company value most? Copyright ©2016 by KLA Group, Inc. v Change your message Look at LinkedIn, Twitter and company website:

@KendraLeeKLA #4SalesSuccess  Google:  “Your prospect’s brand” + industry, industry trends, market size  “your prospect’s industry” + market research, trends, market size, success, etc. Copyright ©2016 by KLA Group, Inc. v Study their market 28

 PowerProspecting ebook  26 page ebook  Increase your access rate  Stop getting deleted  Get more replies  Close more than your peers Copyright ©2016 by KLA Group, Inc. v FREE resources Resources: Text “ PP” to Talk 1:1: Kendra Lee KendraLeeKLA KLA Group

@KendraLeeKLA #4SalesSuccess Write down:  2 prospecting actions you want to take next week to gain access in each of your 2 accounts Copyright ©2016 by KLA Group, Inc. v Take action now

Copyright ©2016 by KLA Group, Inc. v Let’s connect. Kendra Lee, President KLA Group © 2016 KLA Group, Inc. All rights reserved. Except for the inclusion of brief quotations in a review, no part of this presentation may be reproduced or utilized in any form or by any means, electronic or mechanical, including but not limited to photocopying, recording, ing or by any information storage and retrieval system, without permission in writing from KLA Group. Kendra Lee KendraLeeKLA KLA Group