Predictable Revenue: Collection Of Slides & Sketches

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 • Prospect • Dedicate Some Time Or A Person • Define Ideal Customer Profile • Assemble Your Target List 1. • Send Referral Emails • Make Mapping Calls • Schedule Conversations 2.

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

24. Four Key Metrics to Track • # of Outbound E-mails and/or Mapping Calls per Month • Response Rate to Emails (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 + = 3:15 2 hr + 15 min 1 hr

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