7 Deadly Sins
First Deadly Sin of Prospecting
Assume they are already billing
Hey baby, you __________?
what is Available
Is the account available in Salesforce
Go big or go home, swing for the fences! They sit in the "Suite"
Who are the "C" suite
Why are they talking to you?
Inflight _____________. Although not entirely in the same context.
What is "Insight"
What insight are you identifying, or what insight can you share? Who has an example?
The 12-28 assignment
What is 12 reach-outs in 28 days
Second Deadly Sin of Prospecting
Assume someone is working on it
All the cool kids call outfits "a _________"
What is Fit.
Is this account right for CCO. Can they benefit from our inventory and capabilities
Straight down the middle, they tell their companies "story"
Marketing Leadership
How many Marketing people can you reach out to? Coordinator, Assistant, Manager, Director , VP, SVP, CMO....
The best door opener ever!
What is a personal introduction?
Who's had one where a sale resulted?
Techniques in an Effective Sequence or what a DJ does in the club
what are Varying your channel, varying your content, vary your timing. MIXING IT UP
Marketing is an excellent resource for this
The 3rd Deadly sin of prospecting
Assume activity means it's protected
Human ___________
What are Resources
Does the prospect have the cash? What makes you think so?
This “advertising intelligence”-platform tracks media spend, creative, and campaign data across over 30 channels and millions of brands.
What is Media Radar
Wouldn't you like to know....You probably can't bear it, so I guess I'll have to share it...I thought of it moments ago...
I've got a great ______________
What is Idea
What's the pitch, what's the thought, the relevance, why is your idea going to make it past a couple of email reach outs
Subjects to cover when in your cadence, or what is important in your client's day to day
Industry news, Company news, Company financial performance, new marketing initiatives, personnel changes, new locations, competitive changes, executive accomplishments
What is a good real life example right now?
4th deadly sin of prospecting ?
Assume circumstances haven't changed
Your internal drive that pushes you to take action
What is Motivation
How can you tell a prospect is motivated
If the benefit we're pitching accrues to the sales team, this person will be your champion
What is Sales Leadership
has anybody gone this route for the win?
The Great Wall of Chicago, Kinzie & Kingsbury or 500 W. is an example of this
What is Premium or Marquee inventory
It's not a cell block, but it's your great time to practice completing a task and scheduling more
Your call block
5th Deadly sin of Prospecting
Assume contact hasn't changed
The measurable dimension is often to "fly" when you're having fun
What is time
Are you and the client making the time to have meaningful dialogue
The Big Three Barry Butler Magic Words
what is Deeper Wider Bigger
Through what channels can we pitch the Four I's
Social Media, Linked in, email, text, snail mail, drop in, e-newsletter, phone, Facebook messenger
What is the percentage of salespeople who give up after one call, or Anthony Rizzo's Cub's jersey number
44%
6th and 7th Deadly Sin(s) of Prospecting
Assume no local budget and assume they aren't thinking about OOH
Solar, wind and hydro are renewable resources of this
What is energy
That magic black ball or the numbers of touches on average it takes to get an initial meeting
What is 8
What two specific resource do we have that will give you access to client's names and contact information
What are Zoom and Sales Navigator
It's not hired, or fired. It's not tired, or wired.
Might have to be re-wired, all-fired, and hot-wired.
But it could be admired, inspired, hard-wired and now we know it is this ...
what is Required.