John Barrows – Filling The Funnel And Driving To Close

FILLING THE FUNNEL

LAY THE FOUNDATION

In this session we lay the foundation for prospecting success by outlining the mentality, approach and specific activity numbers necessary to excel. You will walk away with:

• The key to staying relevant in Sales as the profession continues to evolve and automate
• How to apply the fundamental process of sales (AIDA) to prospecting
• A specific equation that breaks down your unique numbers to success

IDENTIFY THE TARGET

In this session we dive into the importance of client segmentation and the nuances involved in identifying which clients are worth spending our time on. You will walk away with:

• A process to segment and refine your account list into Tier1, Tier2, and Tier3
• How to effectively balance quality and quantity prospecting activities
• How to create your Tier1 Hit List and what to do with it

KNOW YOUR AUDIENCE

In this session we look within our target accounts to find the executives we need to connect with and how to speak their language to maximize our chances of a response. You will walk away with:

• A definition of the Power Line and the characteristics of a true Champion
• Specific words, phrases and approaches to avoid and use when e-mailing or calling executives
• The top 3 priorities of all C level executives in 10 core industries

FIND YOUR REASON

In this session we identify the business triggers that are most relevant to our targets and how to find them, leveraging research and social tools to make relevant connections. You will walk away with:

• A list of business triggers to listen for specific to the value your solution provides
• Where and how to find business triggers for your target accounts
• How to get information and triggers on your accounts

Get John Barrows – Filling The Funnel And Driving To Close at Tenlibrary.com