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Predictable Revenue:: Collection of Slides & Sketches

This document provides slides and guidance for implementing an outbound sales program using prospecting calls and emails. It outlines a 3-step process: 1. Prepare by defining an ideal customer profile and assembling a target list. 2. Prospect by sending referral emails, making mapping calls to gather information, and scheduling conversations. 3. Sell to success through a 3 hour and 15 minute sales process involving introductory calls, discovery meetings, and creating a shared vision to map the decision process. Tracking key metrics like response rates and qualified opportunities is recommended for success. The overall approach focuses on helping prospects rather than pressuring for sales.

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Fábio Maia
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280 views36 pages

Predictable Revenue:: Collection of Slides & Sketches

This document provides slides and guidance for implementing an outbound sales program using prospecting calls and emails. It outlines a 3-step process: 1. Prepare by defining an ideal customer profile and assembling a target list. 2. Prospect by sending referral emails, making mapping calls to gather information, and scheduling conversations. 3. Sell to success through a 3 hour and 15 minute sales process involving introductory calls, discovery meetings, and creating a shared vision to map the decision process. Tracking key metrics like response rates and qualified opportunities is recommended for success. The overall approach focuses on helping prospects rather than pressuring for sales.

Uploaded by

Fábio Maia
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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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!

• Dedicate Some Time Or A Person


1. Prepare • Define Ideal Customer Profile
• Assemble Your Target List
“Spears” Steps to Success!

• Dedicate Some Time Or A Person


1. Prepare • Define Ideal Customer Profile
• Assemble Your Target List

• Send Referral Emails


2. Prospect • Make Mapping Calls
• Schedule Conversations
“Spears” Steps to Success!

• Dedicate Some Time Or A Person


1. Prepare • Define Ideal Customer Profile
• Assemble Your Target List

• Send Referral Emails


2. Prospect • Make Mapping Calls
• Schedule Conversations

Sell To • Work Opportunities


3. Success • Sign Clients
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?
Income Potential

Focus Here!

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

Referral Emails
• 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

1. # of Outbound E-mails and/or Mapping Calls per


Month
2. Response Rate to Emails (Goal: 7-9%)

3. # Scoping/Discovery Calls per Month

4. # of Qualified Opportunities Per Month

– aka “Sales Qualified Leads”


STEP 3

Sell To Success
“3 Hour 15 Min” Sales Process

15 min + 1 hr + 2 hr = 3:15
15 Min 2 Hr Team Discovery
One Hour
Email/Call (Whiteboard, Online
Introduction Introductory Call Meeting)
• Is there a possible • With main contact • Required: their key
fit? • Uncover pain people in one mtg
• Or would a next step • People involved and • Create a common
be a waste of time? decision process vision
• Timing • Map out decision-
• Next Steps making process
• Next Steps
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

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