1. Predictable Revenue: Collection Of Slides & Sketches

2. 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.

3. Predictable Revenue… #1 Bestselling Telemarketing book on Amazon.com
All 5-Star Reviews

4. The “Hot Coals” Sketch

5. 3 Lead Types: Seeds, Nets & Spears

6. 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

11. “Spears” Steps to Success!
Prepare
Dedicate Some Time Or A Person
Define Ideal Customer Profile
Assemble Your Target List 1.

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

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

14. STEP 1
Prepare

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

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

17. Ideal Customer Profile (aka ICP)
Industries
Geographies
Revenues
Culture clues
Employee size
Key metrics or data-points
Deal breakers
Deal makers
Ideal contacts

19. 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

20. STEP 2
Prospect

21. Referral Emails & Mapping Calls
State simply why you are trying to connect
Ask for help
high in the organization
Twitter-sized s 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

24. Four Key Metrics to Track
# of Outbound s and/or Mapping Calls per Month
Response Rate to s (Goal: 7-9%)
# Scoping/Discovery Calls per Month
# of Qualified Opportunities Per Month
aka “Sales Qualified Leads”

25. STEP 3
Sell To Success

27. “3 Hour 15 Min” Sales Process
/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

28. 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

30. Layers Of The Onion