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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
- 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