This document outlines strategies for improving prospecting effectiveness. It discusses using multiple channels like social media, email, phone calls, and networking to develop relationships over time. Proper preparation is key, including researching targets and customizing outreach. Consistency is also important, such as maintaining regular contact with connections and executing prospecting cadences. Tools like CRM systems can help scale these efforts when used strategically along with time blocking one's week. The overall message is that prospecting requires a multifaceted approach with a focus on providing value to prospects through helpful, personalized interactions.

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6 Ways to Increase
Prospecting Effectiveness
© 2017 ValueSelling Associates, Inc. All rights reserved.
Suggested Approachesfor Selling
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey
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AUGUST 17, 2017
Chad Sanderson, Managing Partner
Value Prime Solutions, a leading ValueSelling provider

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Who out there
loves prospecting?

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Why are we here today?
Overview of effective prospecting approach and methods
Creating a proven, repeatable prospecting cadence
Tools and tactics for developing relationships
Understanding Value-Based Interruptions and why they work
Methods for prospecting at scale
Measuring your progress in filling the funnel

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What Sales Executives and Reps should care?
Market-based Sales Teams & Account-based Sales Teams
Inside Sales Teams vs SDRs / BDRs & Account Managers & Strategic Teams
All of Them

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To start, let’s slay some dragons…
THERE IS NO SILVER BULLET
Cold Calling is not dead
Social Selling is not a silver bullet
People still read email…if you provide value
There is a way to prospect, at scale, without
spamming or annoying people
Your network alone is not enough

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We slayed the dragon, let’s rebuild the castle…

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We slayed the dragon, let’s rebuild the castle…
Prospecting has no beginning or end
— It leverages multiple channels
— It requires proper preparation
Social Selling is a digital interruption focused on a RELATIONSHIP
Goal Calling is a strategic interruption focused on a GOAL
Strategic use of technology enables scale and accelerates human connection

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Understand your
Sphere of Engagement

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Use multiple facets to increase familiarity
Prepare a target list
Research companies / industries
Understand your marketing
Check your network
ENGAGE socially
PERSONALIZE email, send consistently
Leave strategic VOICEMAILS
Be consistently persistent

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No really, it’s all about THEM
Give them value with every interaction
Demonstrate you’ve done your
homework and understand them
Value-based Interruptions are
3x more likely to generate results
Personalization generates4x more meetings
Video generates nearly 10x more engagement

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Properpreparationpreventspoorperformance
© 2017 ValueSelling Associates, Inc. All rights reserved.

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How reliable is your network?
The magic number is…150
Network must be tended, maintained
Each week, touch 10 – 15 of your
connections on LinkedIn
Start setting ‘digital coffee’ dates
DO NOT accept unsolicited connection
requests without first scheduling a digital
coffee to ‘hear their voice’

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Social engagement…
Remember, social is about developing a
relationship
Don’t just give them a golf clap
ENGAGE – comment, share, debate
Consistency is key
Leverage LinkedIn NAV to keep tabs
on your targets

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Email…still gets read…

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Pick up the #@!$* phone…
Your physicality matters
— Stand up, smile
— Be confident
— Less than 40% of people will remember
WHAT you say, more than 80% will
remember HOW you say it
But Chad, cold-calling is dead!
— Maybe, but the phone is critical
— Tech company grew revenue by 300%
in last 18 months – 72% of opps came
from phone calls

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Seems like a lot of time…how do I scale?
Re-evaluate:
— ‘Technology stack’
— System of Record – CRM, SFA
— System of Action – outreach tools
4 largest contributing factors to success:
— Prepare, prepare, prepare
— Create, execute and measure cadences
— Block your week and be consistent
— Remove distractions, go old school

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What do we mean by cadence or sequence?

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Block
Your Week List Preparation
Company / Industry
Research
Call Block
Email Cadence /
Customization
CRM Updates
Results Analysis /
Changes
SOI Research /
Understanding
Social Interaction Self ImprovementPractice

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Block
Your Week

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Revenue executives are consistent
about what matters
“Save money, make money, be more
efficient. That’s what I want to hear.
And get my name right.”
Tod Caflisch, CTO, Minnesota Vikings
“It all comes back to bringing value.”
Brian Turner, General Manager, Slalom
“Curiosity is the antidote for selfishness.”
Mark Kosoglow, VP, Outreach.io

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In Summary
Effective prospecting requires using multiple facets
There is no silver bullet – but there are tools: Network, Social, Email, Phone
Without proper preparation, you’re wasting your time
All interactions must provide VALUE to your target prospect
CONSISTENCY is KEY
Scale is possible with cadences, time blocking and strategic use of technology
You are the largest hurdle

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At the end of today’s webinar
Go to valueselling.com > resources > webinars
to download today’s slides

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Based on the globally proven ValueSelling Framework
Gain access to and prepare for meeting with executive decision makers.
Build a funnel with a consistent process through multiple channels and
numerous touch points.

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The Value of Keeping Your
Customers
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For Further Assistance
Chad Sanderson
Managing Partner
http://www.valueselling.com/associate/chad-sanderson/
chad.sanderson@valueprimesolutions.com,
303.834.5932
/in/chadsanderson
Host of: The B2B Revenue Executive Experience
Podcast focused on interviewing Revenue Executives, understanding their
largest business issues, what gets their attention, how to sell to them
effectively and what they are passionate about.