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

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Presentation on theme: "Kendra Lee 10 Sales Strategies to Fill Your Funnel When Prospecting Is Failing Copyright ©2016 by KLA Group, Inc. v6.1."— Presentation transcript:

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

2  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. v6.1. www.klagroup.com Kendra Lee, KLA Group klee@klagroup.com +1 303.741.6636 www.klagroup.com 2

3 Copyright ©2016 by KLA Group, Inc. v2.0. www.klagroup.com 3

4 @KendraLeeKLA #4SalesSuccess I hate cold calling Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 4

5 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 5

6 @KendraLeeKLA #4SalesSuccess What’s your biggest roadblock in prospecting? Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 6

7 @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. v6.1. www.klagroup.com 7 Take a moment…

8 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com It’s all about establishing a relationship and trust 8

9 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Examine your SAM 1. Strategy2. Actions3. Message 9

10 @KendraLeeKLA #4SalesSuccess Strategy Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 10

11 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 11 1. Launch a referral campaign

12 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 12 2. Contact supplier diversity

13 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 13 3. Build a social relationship first CompanyIndividual Don’t ask for anything for the first 2 months

14 @KendraLeeKLA #4SalesSuccess 4. Request an interview Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 14

15 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 15 5. Seek out the gatekeeper Ask a favor Request her help Ask for the meeting

16 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 16 6. Use an email system to monitor engagement  Sidekick  MailChimp  VerticalResponse  Constant Contact  Microsoft Dynamics

17 @KendraLeeKLA #4SalesSuccess It takes 9 attempts to gain access without recognition Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com …and only 4 attempts with recognition 17

18 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Recognition ROI prospecting impact 18

19 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 19 7. Create a campaign and be more persistent  

20 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 20 8. Get creative

21 @KendraLeeKLA #4SalesSuccess Actions Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 21

22 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 22 9. Monitor your metrics

23 @KendraLeeKLA #4SalesSuccess 1.# of hours prospecting 2.# calls / emails / 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. v6.1. www.klagroup.com 23 6 Prospecting metrics to watch

24 @KendraLeeKLA #4SalesSuccess Message Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 24

25 @KendraLeeKLA #4SalesSuccess Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com Your messageTarget market’s trigger events Your differentiators 25

26 @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. v6.1. www.klagroup.com 26 10. Focus on your unique differentiation

27 @KendraLeeKLA #4SalesSuccess  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 27 11. Change your message Look at LinkedIn, Twitter and company website:

28 @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. v6.1. www.klagroup.com 12. Study their market 28

29  Email PowerProspecting ebook  26 page ebook  Increase your access rate  Stop getting deleted  Get more email replies  Close more than your peers Copyright ©2016 by KLA Group, Inc. v6.1. www.klagroup.com 29 FREE resources Resources: Text “EmailPP” to 33444 Talk 1:1: Email klee@klagroup.com klee@klagroup.com +1 303.741.6636 www.klagroup.com Kendra Lee KendraLeeKLA KLA Group

30 @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. v6.1. www.klagroup.com 30 Take action now

31 Copyright ©2016 by KLA Group, Inc. v2.0. www.klagroup.com Let’s connect. Kendra Lee, President KLA Group klee@klagroup.com +1 303.741.6636 www.klagroup.com © 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. Kendra Lee KendraLeeKLA KLA Group

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