How to Get Into New Accounts When Prospecting

1. Chapter 20 – Getting Into New Accounts

2. Level Set

3. Prospecting Cadence
Organizational Movement
Concentrated Prospecting

4. How many times should I call?
Cold Calling
Cold
Emailing
Voicemail
Strategy
How many emails should I send?
How many voicemails should I leave?

6. SEND
EMAIL
CALL
DNLVM
CALL
LVM
CALL
DNLVM
PAUSE
CALL
DNLVM
Not Reaching Out Enough

7. Day 1 Day 2 - 7
Day 8
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
LVM
FOLLOW
UP EMAIL
PAUSE
Day 9 - 14
Round 1
Week 1
Week 2
VALUE
POINTS

8. Day 15 Day 16 - 21
Day 22
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
LVM
FOLLOW
UP EMAIL
PAUSE
Day 23 - 28
Round 2
Week 3
Week 4
PAIN POINTS

9. Day 29 Day 30 - 35
Day 36
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
LVM
FOLLOW
UP EMAIL
PAUSE
Day 37 - 42
Round 3
Week 5
Week 6
NAME DROP

10. Day 43 Day 44 - 49
Day 50
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
LVM
FOLLOW
UP EMAIL
PAUSE
Day 51
Round 4
Week 7
Week 8
PRODUCT

11. SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
Week 1
CALL
LVM
FOLLOW
UP EMAIL
PAUSE
Week 2
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
Week 3
CALL
LVM
FOLLOW
UP EMAIL
PAUSE
Week 4
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
Week 5
FOLLOW
UP EMAIL
CALL
LVM
PAUSE
Week 6
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
Week 7
CALL
LVM
FOLLOW
UP EMAIL
PAUSE
Week 8
PRODUCT
NAME DROP
VALUE
POINTS
PAIN POINTS

12. SEND COLD EMAIL COLD CALLS WITH DNLVM
Week 1
COLD CALL LVM VM FOLLOW-UP EMAIL PAUSE
Week 2
SEND COLD EMAIL COLD CALLS WITH DNLVM
Week 3
COLD CALL LVM VM FOLLOW-UP EMAIL PAUSE
Week 4
SEND COLD EMAIL COLD CALLS WITH DNLVM
Week 5
COLD CALL LVM VM FOLLOW-UP EMAIL PAUSE
Week 6
SEND COLD EMAIL COLD CALLS WITH DNLVM
Week 7
COLD CALL LVM VM FOLLOW-UP EMAIL PAUSE
Week 8

13. Prospecting Cadence
Organizational Movement
Concentrated Prospecting

14. Finding a Different Way In

15. Vertical Movement
CXO (CIO, CFO, CEO, COO)
VP of [department] (IT, HR,
Finance, etc.)
Director of [department]
Manager of [department]
User/front-line worker

16. Horizontal Movement
CEO/Owner
Marketing Sales Finance IT Operations HR

17. CEO
HR
VP of HR
Director of HR
HR Manager
HR Specialist
Finance
CFO (Chief
Financial Officer)
VP of Finance
Director of Finance
Finance Manager
Accountant
Marketing
CMO (Chief
Marketing Officer)
VP of Marketing
Director of
Marketing
Marketing Manager,
Marcomm Manager,
Product Manager
Sales
VP of Sales
Director of Sales
Sales Manager
Sales Rep, Account
Manager
IT
CIO (Chief
Information Officer)
VP of IT
Director of IT
IT Manager
Engineer
Operations
COO (Chief
Operations Officer
VP of Operations
Director of
Operations
Operations
Manager
Engineer
Organizational Movement

18. SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
Week 1
Call
LVM
FOLLOW
UP EMAIL
PAUSE
Week 2
Week 3
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
Call
LVM
FOLLOW
UP EMAIL
PAUSE
Week 4
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
Week 5
FOLLOW
UP EMAIL
Call
LVM
PAUSE
Week 6
SEND
EMAIL
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
CALL
DNLVM
Week 7
Call
LVM
FOLLOW
UP EMAIL
PAUSE
Week 8
ORGANIZATIONAL
MOVEMENT

19. Prospecting Cadence
Organizational Movement
Concentrated Prospecting

20. Focus on a concentrated list
Mile Wide
Mile Deep

21. Build Target Attack List

22. Prospecting Cadence
Organizational Movement
Concentrated Prospecting

23. Week 1: Introduction to SMART (Chapters 1 - 2)
Week 2: Consultative Selling (Chapters 3)
Week 3: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 5: Managing the Sales Process (Chapter 16)
Week 6: Cold Calling (Chapter 17)
Week 7: Email Prospecting (Chapter 18)
Week 8: Voicemail Strategy (Chapter 19)
Week 9: Getting into New Accounts (Chapter 20)
Week 10: Dealing with Objections (Chapter 21)
Week 11: Getting Around Gatekeepers (Chapter 22)
Week 12: Qualifying the Prospect (Chapter 23)
Week 13: Closing (Chapter 24)
Week 14: Networking (Chapter 25)
Week 15: Prospecting on LinkedIn (Chapter 26)
Week 16: Improving Mental Strength (Chapter 27)

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26. SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics

27. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

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