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Sales Hacker Series Boston - John Barrows - Strategic Prospecting and Lead Generation

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1 1 STRATEGIC PROSPECTING & LEAD GENERATION with 2 Science vs. Art © j.barrows LLC 3 Know Your Equation $ 3,500 = 2 50% = 4 50% = 8 .5% = 1600 © j.barrows LLC
2 4 Know Your Equation © j.barrows LLC 5 Defining the Target 6 Your Target Accounts © j.barrows LLC
3 7 Your approach Quality Quantity Practice © j.barrows LLC 8 Your Target Contact © j.barrows LLC 9 APPROACH Less is more Direct, to the point Easy to respond to Referrals Professional persistence Having a reason What Executives DO Respond to CONTENT About them/their business New ideas (challenger) What others like them are doing Speaking their language Results © j.barrows LLC
4 10 Our Approach 5 Unique Touches in 30 Days 83% of high performers have a defined strategy and make 4-8 attempts * High performers = 110% of quota and represent less than 25% of respondents * Phone Works – 2011 Inside Sales Metrics © j.barrows LLC 11 Finding the Reason © j.barrows LLC 12 Executive quotes about…. Executive priorities Hiring /Growth Promotions New products New Client Awards Mission/Goals/Vision Finding A Reason What? © j.barrows LLC
5 13 Acquisition © j.barrows LLC 14 Your Feedback John Barrows john@jbarrows.com www.jbarrows.com/blog @JohnMBarrows www.SalesFromTheStreets.com Q & A © j.barrows LLC 15 GO SELL SOMETHING!!!!!

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Sales Hacker Series Boston - John Barrows - Strategic Prospecting and Lead Generation

  • 1. 1 1 STRATEGIC PROSPECTING & LEAD GENERATION with 2 Science vs. Art © j.barrows LLC 3 Know Your Equation $ 3,500 = 2 50% = 4 50% = 8 .5% = 1600 © j.barrows LLC
  • 2. 2 4 Know Your Equation © j.barrows LLC 5 Defining the Target 6 Your Target Accounts © j.barrows LLC
  • 3. 3 7 Your approach Quality Quantity Practice © j.barrows LLC 8 Your Target Contact © j.barrows LLC 9 APPROACH Less is more Direct, to the point Easy to respond to Referrals Professional persistence Having a reason What Executives DO Respond to CONTENT About them/their business New ideas (challenger) What others like them are doing Speaking their language Results © j.barrows LLC
  • 4. 4 10 Our Approach 5 Unique Touches in 30 Days 83% of high performers have a defined strategy and make 4-8 attempts * High performers = 110% of quota and represent less than 25% of respondents * Phone Works – 2011 Inside Sales Metrics © j.barrows LLC 11 Finding the Reason © j.barrows LLC 12 Executive quotes about…. Executive priorities Hiring /Growth Promotions New products New Client Awards Mission/Goals/Vision Finding A Reason What? © j.barrows LLC
  • 5. 5 13 Acquisition © j.barrows LLC 14 Your Feedback John Barrows john@jbarrows.com www.jbarrows.com/blog @JohnMBarrows www.SalesFromTheStreets.com Q & A © j.barrows LLC 15 GO SELL SOMETHING!!!!!