From the Front Lines: B2B Prospecting Challenges
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The document discusses the challenges and methods in B2B prospecting, highlighting key skills and tactics for connecting with prospects. It emphasizes the need for research, referrals, and networking while addressing the difficulties faced by sales teams in securing meetings. The analysis suggests a dual approach of increasing opportunities and carefully qualifying leads to enhance sales effectiveness.
From the Front Lines: B2B Prospecting Challenges
- 1. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® B2BProspecting Challenges:Fromthe FrontLines Presented by Julie Thomas President & CEO, ValueSelling Associates October 18th, 2018
- 2. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar
- 3. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® “Nobody is going to buy from you because you have a quota to meet. They are going to buy from you because they see value in doing so.” Bob Burg, Author
- 4. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What we learn today B2B Prospecting Challenges: From the Front Lines • The most effective ways to reach new prospects • The critical skills for making a connection with prospects • The biggest challenges to outbound prospecting • The top qualities needed to prospect powerfully • How to build credibility immediately © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®
- 5. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the biggest challenges your team faces in securing an initial meeting? Note: Scores are greater than 100 because respondents could choose multiple answers on a sliding scale.
- 6. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the most effective method(s) for reaching new prospects? Note: Responses total greater than 100% because respondents could choose multiple answers.
- 7. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Skill Required What are the most important skills a rep needs to connect with new prospects? Note: Scores are greater than 100 because respondents could choose multiple answers on a sliding scale.
- 8. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Skill Required Top 3 Skills • Doing research to identify target prospects • Getting an introduction via referral • Face-to-face networking How skilledis your averagerep?
- 9. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® The Realities of Outbound Prospecting: On average, how many attempts, using multiple touch points (phone, email, social, etc.) does it take to get an initial meeting?
- 10. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Top 3 Selling Qualities: How wouldyou rateyoursalesrep? • Willingness and commitment to selling • Curiosity and questioning • Qualifying opportunities
- 11. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® What are the greatest challenges your team faces when planning for and executing outbound prospecting? Note: Responses total greater than 100% because respondents could choose multiple answers.
- 12. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® How much time is spend on cold calling in one week?
- 13. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Do your sales reps have a quota for securing initial meetings?
- 14. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Training: Outbound Prospecting& SettingupInitial Meetings • How often do you provide training on outbound prospecting?
- 15. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Analysis • The goal of this survey was to better understand how sales reps and managers are dealing with the challenge of filling the revenue pipeline. • The solution is a double-sided coin. • One approach is to increase the number of overall opportunities to yield more wins. • Another approach is to qualify each opportunity more carefully, thereby yielding higher win rates. 2 3 4 5 6 7 8
- 16. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Plan of Action • Business Acumen • Multiple touch points, multiple channels • Consistency, persistence and confidence • Measurement • A continuous learning environment
- 17. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework®© 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Questions?
- 18. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Go to valueselling.com > resources > library > watch to download today’s slides At the end of today’s webinar
- 19. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® © ValueSelling Associates, Inc. 2018. All rights reserved. Let’s meet in Las Vegas! Join me at Sales 3.0 Conference October 25 – 26 | Caesars Palace Email webinar@valueselling.com to register with discount code 35vegas by Friday, Oct. 19 (Save 35%)
- 20. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® 20 Game On: How to Build an Effective Playbook November 15, 2018 | 10:00 AM Pacific Save the date!
- 21. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Follow and engage with us! ValueSelling- Associates ValueSellingAssocValueSelling Associates @Valuselling #ValueSelling #VSAWebinar
- 22. © 2018 ValueSelling Associates, Inc. | Creator of the ValueSelling Framework® Thank you! • THE PROVEN FORMULA FOR ACCELERATING SALES RESULTS. Julie Thomas +1 858 759 7954 Julie.thomas@valueselling.com https://www.linkedin.com/in/ julieathomas/ https://www.facebook.com/ ValueSellingAssociates/ Thank you!