Predictable Revenue:
Collection Of Slides & Sketches
How To Use These Slides
• We’ve taken the slides and sketches from our
book and shared them with you here so that
you can use your favorites in your own
materials when pitching the idea of an
outbound sales team to your company.
• If you use them in any other way (public or
private presentations), we only ask that you
attribute them to us.
Predictable Revenue…
• #1 Bestselling
Telemarketing book on
Amazon.com
• All 5-Star Reviews
The “Hot Coals” Sketch
3 Lead Types: Seeds, Nets & Spears
What You Aren’t Doing Now…
• To grow predictable income, you want leads
from all three areas: Spears, Nets and Seeds
• The one that will most directly generate sales
is “Spears” (outbound prospecting)
• Once you get a program working, “Spears”
can create highly predictable income
“Spears” Steps to Success!
1.
Prepare
• Dedicate Some Time Or A Person
• Define Ideal Customer Profile
• Assemble Your Target List
“Spears” Steps to Success!
1.
2.
Prepare
Prospect
• Dedicate Some Time Or A Person
• Define Ideal Customer Profile
• Assemble Your Target List
• Send Referral Emails
• Make Mapping Calls
• Schedule Conversations
“Spears” Steps to Success!
1.
2.
3.
Prepare
Prospect
Sell To
Success
• Dedicate Some Time Or A Person
• Define Ideal Customer Profile
• Assemble Your Target List
• Send Referral Emails
• Make Mapping Calls
• Schedule Conversations
• Work Opportunities
• Sign Clients
STEP 1
Prepare
Income Potential
Don’t Waste Time: Who’s Your Ideal
Customer?
Quality Of Fit
Income Potential
Don’t Waste Time: Who’s Your Ideal
Customer?
Focus Here!
Quality Of Fit
Ideal Customer Profile (aka ICP)
• Industries
• Geographies
• Revenues
• Culture clues
• Employee size
• Key metrics or data-points
• Deal breakers
• Deal makers
• Ideal contacts
Existing Customers & ICP
• Why do they do business with us
• What difference have we made to them
• Why do they continue to do business with us
• Why would they refer others to us
• Who made the decision
• Who influenced
STEP 2
Prospect
Referral Emails & Mapping Calls
Referral Emails
• State simply why you are trying to connect
• Ask for help
• Email high in the organization
• Twitter-sized e-mails to begin
“Mapping” Calls
• Call high or low in the organization
• You are doing research, not selling
• Be authentic, ask for help, state your purpose simply
Four Key Metrics to Track
1. # of Outbound E-mails and/or Mapping Calls per
Month
2. Response Rate to Emails (Goal: 7-9%)
3. # Scoping/Discovery Calls per Month
4. # of Qualified Opportunities Per Month
–
aka “Sales Qualified Leads”
STEP 3
Sell To Success
“3 Hour 15 Min” Sales Process
15 min
15 Min
Email/Call
Introduction
• Is there a possible
fit?
• Or would a next step
be a waste of time?
+
1 hr
+ 2 hr = 3:15
One Hour
Introductory Call
• With main contact
• Uncover pain
• People involved and
decision process
• Timing
• Next Steps
2 Hr Team Discovery
(Whiteboard, Online
Meeting)
• Required: their key
people in one mtg
• Create a common
vision
• Map out decisionmaking process
• Next Steps
Selling Can Be Fulfilling & Fun
• Are you selling to make money? (For you?)
– Cue used car salesman
• Or selling to make a difference? (For them?)
– Cue Ghandi, Oprah, Louis Hay
• People can tell
• By focusing on how you are helping them
rather than closing for you, selling can be
enjoyable & fulfilling
Layers Of The Onion