Introduction:

This weekly sales prospecting checklist is a process used to generate business as the first step in an outbound sales approach. Prospecting involves finding potential customers and classifying their quality before reaching out to them via the broader sales team

After you have completed this checklist you may want to try our Cold-Calling Checklist which lets you reach out to your leads generated in this template.

We're focussing on the research element of sales prospecting within this checklist to help you build a library of potential business leads. As you go through the checklist, record information in the form fields provided. 

Review performance from previous week's sales prospecting

Analyze the previous week's performance from the data collected in the CRM and discuss it in a short beginning of week retrospective/stand-up meeting. 

This should be a short meeting to review the past week and to ensure the whole team are clear on their responsibilities.

You can find a range of articles discussing how to hold an effective retrospective here.

Use the form field below to record any notes from the meeting.

CRM Customer Relationship Management

SONstone CRM within

ADVISOR:

mycrm.sonstone1.com

CUSTOMER:

crm.sonstone1.com

Sales CHALLENGES and Advisor getPARTNER

Goal:

lead quantity and quality. They cite a few different strategies they’ll use to improve their results: Prospecting on LinkedIn and other networking sites, focusing on best-fit companies, and investing in referral programs.

Some salespeople are chiefly concerned with excessive rules and procedures. Only 11.5% cited this as their top challenge. This might not seem like a lot -- but InsideSales research analyst Bryan Parry points out this obstacle rose from fifth place to second in a single year.

ADISOR getPARTNER

ADISOR getPARTNER

incentive: 2000 upon license, 

for every sales: 3% 

for NSC 50k: 5%

Words redefined DEALS and Sales STRATEGY

7 Sales Terms Reps Should Stop Using ASAP

They previously told guests, “Please call us if you change your plans.”

Now they asked, “Will you please call us if you change your plans?”

Because this question required a verbal commitment, customers were less cavalier about canceling with no warning. Sinclair’s no-show rate decreased from 30% to 10%.

This example proves you should be deliberate about your word choice. If you truly want to embrace inbound selling (and the success that comes with it), replace these seven old-school sales terms with more buyer-friendly language.

1) “Lead”= dehumanizing

Here are some alternatives:

  • “Potential customer”
  • “Prospective partner”
  • “Future client”
  • “Possible collaborator”
  • “Interested buyer”
  • “Company/person we’re considering doing business with”
2) “Sales rep” = less important

“salesperson,” “advisor,” “consultant,” or “[product type] expert.”

3) “Sales Pitch” = “Show up and throw up” doesn’t work.

Frequently asking questions and actually listening to the answers, then asking follow-up questions or tailoring your points accordingly.

“Sales pitch” describes the one-way, seller-focused presentation of the past. modern salespeople use “conversation”.

4) “Negotiation”

Don’t walk into a negotiation with the mindset that your prospective client is your opponent. Effective negotiators think of the other participants as their allies.

Walk out happy. And remember, the relationship isn’t over when they sign the contract -- your ability to retain and/or upsell them depends on their long-term satisfaction.

5) “Sales Process”

Interactions with prospects should be collaborative and consultative. You are working together to create a custom solution to their problem, not rigidly forcing them through a series of steps.

prefer “buyer’s journey” or “buying process”. The latter doesn’t accurately describe how you and the buyer go from an initial conversation to an agreement.

Finally, “sales process” implies you are the only one driving the relationship forward. Although you should be in control, your prospect should have agency as well.

6) “Value Proposition”

“value prop” assumes all of your buyers will see the same value.

figure out how each customer can use the offering to its fullest potential.

7) “Budget”

Replace “budget” with “ability to buy.” The second concept is far less restrictive. While people normally come up with their current budget based on last year’s budget, their ability to buy depends on the issues or opportunities they’re seeing.

Next time you’re discussing the financial details of a deal with a prospective client, say “What’s your ability to buy X?” instead of “What’s your budget?”

Consumers Dislike “New”

you may not want to use “cutting-edge,” “groundbreaking,” “innovative,” or “revolutionary” to describe your products or use novelty to generate excitement in buyers.

The new flavors were less popular among participants whose desire for control had been experimentally increased.

“This shows that desire for control can act as a barrier to new product acceptance,” the researchers explain.

You can also infer their aversion to newness from the way they describe their own product and company. If they’re excited about a new strategy, product launch, strategic shift, recent executive hire, and so on, there’s a strong chance NOVELTY excites them.

But if they talk about their organization’s rock-solid reputation, longevity, dependability, and best-in-class support, you’re probably speaking with a RISK-AVERSE prospect.

The buyer’s recent purchases offer clues as well. ASK, “What’s the last product you bought [in this category, of this size, for this goal]?” Follow up with, “Why did you buy that?”

Their answer will indicate whether they want to be as current as possible or stick to solutions they’re already familiar with.

 If you’re working with a prospect who finds NOVELTY APPEALING, you might say, “Our tool will transform your sales and marketing strategy. You’ll be able to predict your audience’s behavior with uncanny accuracy.”

However, if you’re working with a RISK-AVERSE PROSPECT, you’d say instead, “Our tool helps you avoid major sales and marketing blunders by giving you near-perfect predictions of what they’ll like and how they’ll respond.”

Version #1: “Traditional leadership training programs are ineffective. Companies who use our unique approach promote internally three times more often than average.”

Version #2: “It’s notoriously hard to measure the results of leadership training. Our package comes with quarterly surveys and custom analysis, so you’ll always know the ROI of your investment.”

Version #1: “Become a leader in customer satisfaction by reinventing the standard in-store experience.”

Version #2: “Take control of your customer’s in-store experience.”

"A goal without a plan is just a wish." -Antoine de Saint-Exupéry

What are you going to focus on, what are you going to place as secondary?

12-month strategy for you

Search across FACEBOOK group

Goal:

Gather 50 leads.

Record your leads in your CRM, and record the keywords you have searched in the form field below.

12 of the Best Facebook Post Ideas for Facebook Lead Generation

How to Generate Leads from Facebook Groups?

Generating leads in any business is important for business expansion. There are various ways people adopt to generate leads for their business. Today I will be sharing how you can generate leads from facebook using facebook groups.

Apart from Facebook Groups, there are lot many other ways as well to generate leads for your Business, you can get more insight here: Ways to Generate Leads for Business.

For example: if you search on “Facebook search bar” for the group by name – “business opportunity” you will find more than 10,000 people have joined that group. You can simply join that group to generate leads from facebook. Once you had been granted the access to post in that group, you can start sharing about the business you want to share with people there & your post will get expose to 10,000’s of people. How’s that !!!!

Tips for Generating Facebook Leads
  • Prefer using images while you share your post in facebook groups. By doing so your post will become more catchy.
  • Post once or maximum twice in a facebook group in a day in a particular group. Else the admin of that group might ban you for too much posting.
  • Don’t post too much in facebook groups in short time, else facebook may consider you as a spammer & it might block your account.

Must Read: Secret exposed – How to generate tons of Leads from Facebook ?

Use Sales Navigator to search Linkedin

Goal:

Gather 50 leads.

Record your leads in your CRM, and record your search terms in the form field below.

Linkedin is the world's largest professional social network and an ideal place to find contacts and leads if used well. 

Linkedin can be used in many ways, from Advanced Search to combing through industry groups, to tracking down the right contact at a company by finding their profile on the platform. This guide from Salesforce leads you through the traditional approaches to prospecting on Linkedin.

We're going to focus on generating leads with Linkedin's premium tool Sales Navigator. This option allows you to see private profiles and message anyone directly. This guide from PersistIQ demonstrates the value of using Sales Navigator. It allows you to do Boolean searches within Linkedin's native search system. 

Choose the position in a company you're looking to reach and your keywords, and begin searching. 

Example: "VP of*" Sales OR Marketing - will show you only people who have a VP position but will include both VP of Sales and VP of Marketing. 

Check out this video below for a walk-through:

Find out how to make your connection

Analyze the prospects you have generated and attempt to gather the most valuable contact details for each one. 

Are you looking for the CEO or CTO? Or do you need to contact the Hiring Manager or the Head of Marketing? Identify your optimum point of contact and locate their details.

For this, you can use Linkedin, the company website, or a specialist tool. Often certain CRMs will provide you with further details of individuals when you input their information.

Record your findings in your CRM and document your successful process below.

Categorize your leads by cadence

Different sales prospects will have different potential value. Categorize your leads by cadence so your sales team can know who to target first.

For example:

A. High Value (premium: < 200k )
B. Mid-Range Client (premium: 60k-200k )
C. Entry-level Prospect (premium: > 60k )

This will help your sales team prioritize their efforts.

You can read more about using cadence in sales processes here.

categorize them by area of

work 

  • financial planning at work
  • coffee at work
  • call at work (1pm)

home.

  • familied
  • rich people wants to show their glam
  • understand the worth of what they have ($ of house/furniture/etc) vs
    • their personal worth ($ life insurance)

Pass leads to sales team

your brain can't think of two things at one time

putting POSITIVE THOUGHTS in your mind

  • get to thinking of the things you LOVE.
    • to whom you would want to share it with.
    • could lead to creativity, innovation,
    • learning new things or reading a book or
    • article that inspires you, 
  • and your brain won't simply have the ability to worry.

Send your sales team the annotated list of potential new clients. 

Your sales team can then run our Cold Calling Checklist to help them maximize their success when reaching out to new clients.

Send your sales team an email to alert them to the new sales prospects using the widget below: 

Sources:

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