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! Prepare Dedicate Some Time Or A Person Define Ideal Customer Profile Assemble Your Target List 1.

“Spears” Steps to Success! Prepare Dedicate Some Time Or A Person Define Ideal Customer Profile Assemble Your Target List 1. Prospect Send Referral Emails Make Mapping Calls Schedule Conversations 2.

“Spears” Steps to Success! Prepare Dedicate Some Time Or A Person Define Ideal Customer Profile Assemble Your Target List 1. Prospect Send Referral Emails Make Mapping Calls Schedule Conversations 2. Sell To Success Work Opportunities Sign Clients 3.

STEP 1 Prepare

Don’t Waste Time: Who’s Your Ideal Customer? Income Potential Quality Of Fit

Don’t Waste Time: Who’s Your Ideal Customer? Focus Here! Income Potential Quality Of Fit

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 “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 # of Outbound E-mails and/or Mapping Calls per Month Response Rate to Emails (Goal: 7-9%) # Scoping/Discovery Calls per Month # of Qualified Opportunities Per Month aka “Sales Qualified Leads”

STEP 3 Sell To Success

“3 Hour 15 Min” Sales Process Email/Call Introduction Is there a possible fit? Or would a next step be a waste of time? One Hour Introductory 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 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