10 Sales Strategies to Fill Your Funnel When Prospecting Is Failing Kendra Lee www.klagroup.com Kendra Lee KendraLeeKLA KLA Group Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Kendra Lee, KLA Group 10 Strategies to Fill Your Funnel When Prospecting is Failing 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% klee@klagroup.com +1 303.741.6636 www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Copyright ©2016 by KLA Group, Inc. v2.0. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v2.0. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing I hate cold calling Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

What’s your biggest roadblock in prospecting? 10 Strategies to Fill Your Funnel When Prospecting is Failing What’s your biggest roadblock in prospecting? Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Take a moment… 10 Strategies to Fill Your Funnel When Prospecting is Failing 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. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing It’s all about establishing a relationship and trust Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Examine your SAM 10 Strategies to Fill Your Funnel When Prospecting is Failing 1. Strategy 2. Actions 3. Message Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Strategy Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

Your most unusual prospecting strategy 10 Strategies to Fill Your Funnel When Prospecting is Failing Turn to your neighbor: What was the most unusual thing you have done to gain access to a prospect – that worked? Why do you think it worked? Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing 1. Launch a referral campaign Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing 2. Contact supplier diversity Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

3. Build a social relationship first 10 Strategies to Fill Your Funnel When Prospecting is Failing Individual Company Don’t ask for anything for the first 2 months Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing 4. Request an interview Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

5. Seek out the gatekeeper 10 Strategies to Fill Your Funnel When Prospecting is Failing Ask a favor Request her help Ask for the meeting Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

6. Use an email system to monitor engagement 10 Strategies to Fill Your Funnel When Prospecting is Failing Sidekick MailChimp VerticalResponse Constant Contact Microsoft Dynamics Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing It takes 9 attempts to gain access without recognition …and only 4 attempts with recognition Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

Recognition ROI prospecting impact 10 Strategies to Fill Your Funnel When Prospecting is Failing Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

7. Create a campaign and be more persistent 10 Strategies to Fill Your Funnel When Prospecting is Failing   Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing 8. Get creative Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Actions Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing 9. Monitor your metrics Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

6 Prospecting metrics to watch 10 Strategies to Fill Your Funnel When Prospecting is Failing # of hours prospecting # calls / emails / activities # of referrals # attempts per prospect # of conversations that convert to appointments # appointments that convert into the pipeline Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Message Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Your message Target market’s trigger events Your differentiators Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10. Focus on your unique differentiation 10 Strategies to Fill Your Funnel When Prospecting is Failing 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. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing 11. Change your message 10 Strategies to Fill Your Funnel When Prospecting is Failing Look at LinkedIn, Twitter and company website: Look for new trigger events What’s their strategic focus? What does the company value most? Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing 12. Study their market 10 Strategies to Fill Your Funnel When Prospecting is Failing 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. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing FREE resources 10 Strategies to Fill Your Funnel When Prospecting is Failing Email PowerProspecting ebook 26 page ebook Increase your access rate Stop getting deleted Get more email replies Close more than your peers Resources: Text “EmailPP” to 33444 klee@klagroup.com +1 303.741.6636 www.klagroup.com Talk 1:1: Email klee@klagroup.com Kendra Lee KendraLeeKLA KLA Group Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Take action now 10 Strategies to Fill Your Funnel When Prospecting is Failing 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. v6.1. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com

10 Strategies to Fill Your Funnel When Prospecting is Failing Let’s connect. Kendra Lee, President KLA Group klee@klagroup.com +1 303.741.6636 www.klagroup.com Kendra Lee KendraLeeKLA 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, emailing or by any information storage and retrieval system, without permission in writing from KLA Group. Copyright ©2016 by KLA Group, Inc. v2.0. www.klagroup.com Copyright ©2016 by KLA Group, Inc. v2.0. www.klagroup.com