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Prospecting Tools & Tips


Gmail Email Extractor: How-To Video

https://youtu.be/tpXYy3uTMHQ

Hot Potato aka Prospecting Ping Pong – How To Video

Sales Pipeline Management: Momentum Maintainers for the Enterprise Sale

https://youtu.be/mHQd136xHis

In this LIVE Training, we discussed FIVE (5) Momentum Maintainers in your Enterprise Sale:

  1. Future Pacing: Sell the next step
  2. Casting
  3. Soft Contracts
  4. Spacing
  5. Stalled Deal Strategy
  6. Slow is Smooth, & Smooth is Fast

Presentation Slides

Build Your Close Plan Worksheet

Soft Contracts

Pipeline Analysis & Management

Sales Emails & Templates 

Matt Harrell (Google Sales Executive) on Close Plans

Prospecting: Converting Your Conversations to Real Sales Opportunities

In this LIVE TRAINING, we focused on:

  1. Sales Meeting Management, using The Confirm-Ask-Explore Framework
  2. Qualification Questions, using the Q Framework & BANT
  3. Conversation Converters

Confirm-Ask-Explore Worksheet

Presentation Slides: Prospecting: Converting Your Conversations to Real Sales Opportunities

Build Your Conference Selling Strategy

In this LIVE TRAINING, we looked at the 5-Part Strategy you need for an effective “Conference Selling Strategy,” and how to implement these for your next Conference or Trade Show:
  1. Outcome
  2. Outliers
  3. Outside
  4. Outreach
  5. Outbound

Presentation Slides: Build Your Conference Selling Strategy

Book yourself SOLID!

Tuesday Training: Book Yourself SOLID!

Presentation Slides: Book Yourself SOLID!

Worksheet: Book Yourself SOLID!

Prospecting Principles:

Tuesday Training – Prospecting Principles

Prospecting Principles:

Presentation Slides: Prospecting Principles

https://youtu.be/XdOYRitVYIQ

How to Generate a List of Target Buyers Using LinkedIn:

How to Research Your Target Buyers Before Your Outbound Efforts:

Content Selling: Developing Your Authority Voice to Build Your Sales Pipeline (TUESDAY TRAINING):

Tuesday Training – Content Selling Presentation Slides

https://youtu.be/wffr0pHMTB8

Content Selling: Webinar Promotion & Marketing  (TUESDAY TRAINING):

Tuesday Training – Content Selling – Webinar Promotion v2

Crafting a Personalized Outbound e-mail/InMail:

https://youtu.be/ZydNebcRpzA

Using “Who’s Viewed Your Profile” on LinkedIn for Outbound Contact (part 1):

https://youtu.be/kCaY-ZlDu9E

 Using “Who’s Viewed Your Profile” on LinkedIn for Outbound Contact (part 2):

https://youtu.be/d9TgjlB4luY

Referral Recipe:

Startup Selling – Referral Recipe

Industry Conferences : Book Yourself Solid with Sales Meetings