1. F*ck Cold Calling
How to Generate Your Own Leads
(no CRM, inbound, PPC, $, or SEO required)
Collin Stewart,
Co-Founder & CEO
voltageCRM.com
collin@voltageCRM.com

2. Acknowledgments
Strategic Selling - Miller Heiman
!
Predictable Revenue - Mack’s notes
!
High-Output Sales Course - thinkific
!
Prospecting Blueprint - Google Docs
!
Research & Development - Jerry Situ

3. Purpose
Proactively identify Ideal Potential
Clients & open a dialogue with them.

4. Tools
Google Apps (Gmail & Sheets)
Yesware (yesware.com)
Rapportive (rapportive.com)
Google Search

5. Stop
Take 5 minutes and install these tools.

6. The Process
Generate a list of ideal customers
Email the CEO
Set up a call with the decision maker
...
Close

7. Ideal Customer Profile
List the core business problem that you
solve.
!
Identify the types of companies that
would benefit most by solving that
problem.

8. Stop
List:
!
- 3 core business problem you solve.
!
!
- 3 traits of a company that your product
will benefit most.

9. Finding a Free List
Look for:
Industry Associations
Events
Conferences
Local Business Associations
!
Find:
Member Lists
Directories

10. Search Google:
“Association Name” +
!
“Member Directory” +
!
“filetype:xls”
!
Other search ideas:
!
“Region” + “Industry” + “Filetype”
- Ex. “vancouver designers filetype:xls”
!
“site:MemberDomain.com” + “filetype:xls”

11. Data.com
Great for:
!
Quickly creating a free list
!
Understanding your potential market size
!
Go to connect.data.com and select
“Advanced Search”

12. Stop
Take 5 minutes and find a list.
!
Take another 5 minutes and create a list
on Data.com.
!
!
!
!
Note to self... show them Data.com trick.

13. Prospecting
Find the CEO’s name
Use Google to find their email
Email them & ask for referral
Set up a discovery call with the DM

14. Find the CEO’s name
“CompanyName CEO”
!
“CompanyName President”
!
“CompanyName [Prez/CEO] LinkedIn”
!
!
Check their “About Us” page

15. Find the CEO’s email
“FirstName.LastName@Domain.com”
!
“FirstName.LastInitial@Domain.com
!
“FirstName@Domain.com”
!
“@domain.com email”
!
No luck? Search for a salesperson’s email.

16. Stop.
Go find someone’s email address.

17. Email the CEO
Subject: Best point of contact
!
Body:
Hi FirstName,
!
Who is the best point of contact to
discuss [the word descriptor]?
!
- Your Name

18. Setup a discovery call
Body:
Thank you [Name of CEO].
!
Hi NewContact,
!
Do you have time for a quick call to discuss
[three word description]? We have/are building X
and would like to see if [CompanyName] would
be a good fit.
!
- Your Name

19. Stop. Hammer time.
Homework.
!
Find 10 email addresses.
!
Send 10 initial emails.

20. Having a Sales Conversation
Understand the Current Situation
Identify their Values/Goals/Objectives
Confirm Your Understanding
Identify All the Players
!
Answer the question:
Should we work together?

21. DO NOT ANSWER
THEIR QUESTIONS!

22. Video slide -

23. Benefits
Whiteboard time.

24. The Selling “V”
Outcomes
Solution
1.
1.
2.
2.
3.
3.
Values*

25. The interview
Who are your best customers?
What do they like about you? Dislike?
Who are your small/big competitors?
What do they do better/worse than you?
Where do you see yourself on that scale?
!
Walk me through (the core business
function you’ll affect).
Who’s involved? How will this impact them?

26. Outcomes
Discuss challenges and opportunities
How will solving them affect the core
business/bottom line?
Use the “5 Whys” technique
If you can’t put a $ on it, you haven’t gone
deep enough.
!
Identify 3-5 core outcomes that will
positively impact their business.

27. Values
Calibrate your pitch based on their values
!
What’s important:
- speed
- price
- quality
- service
- ease of use
!
Ask them to define it - “what does service look
like to you?”

28. Confirmation
List back to them what you heard and ask
if you understand correctly.
!
Ask if you’ve missed anything.
!
Once you get the yes, you may start
talking about what you can do for them.

29. STOP!
Do not pass Go
Do not collect $200...
!
Until you’ve had a conversation with each
buying influence.

30. Buying influences
Large & complex sales will have multiple
buying influences and will require you to
repeat the above steps with each group.
!
Don’t forget about:
!
Economic - one that writes cheques
Technical - one that assesses the details
User - one that uses or whose job will be
impacted by your solution

31. Close the Next Step
“It looks like we understand what you
need and can provide a solution that will
help you with X,Y, & Z.
!
What do you think our next steps should
be?”
!
Always ask for a commitment for the
next action.

32. The pitch
Review the 3-5 outcomes you identified
earlier and match them with the benefits
your product provides.
!
Ask, “does that sound like it will work for
you?” after each outcome.

33. Proposals suck
Take good notes & write them up
immediately after your meeting.
!
Fill out the Selling “V” and you’ll have a
great outline for your presentation/
proposal/etc...

34. Go sell something...
now.
Collin Stewart,
Co-Founder & CEO
voltageCRM.com
collin@voltageCRM.com