4 Elements of a Winning Prospecting Strategy
Whether you’re in sales, or any role where you have to create new conversations to drive new business, prospecting is critical for your success. If you need to fill a pipeline with high-quality opportunities, you're in the right place.
In this lesson, you’ll be introduced to:
- What Top Performers do differently than The Rest based on a major study from the RAIN Group Center for Sales Research
- The 4 overarching strategies you need to apply to succeed in the new world of prospecting
Developing a Winner’s Mindset
Prospecting is a great motivational challenge for many. How you think about yourself and prospecting have a huge impact on your success.
In this lesson, you’ll learn:
- How what you think—having a Winner’s Mindset—is critical for driving your success in prospecting
- 5 tips for developing a Winner’s Mindset that will set you up for the greatest success
Analyzing the Numbers - Getting to Your Goal
If you want to be successful in sales, you need to have a specific plan. It all starts with knowing how many leads you need to reach your goal. In this lesson, we provide you with a tool to determine what you need to get to your goal and just how much you need to prospect to be successful.
In this lesson, you’ll learn:
- How many leads you’ll need in order to reach your sales targets
- How to model what you need to do from a prospecting volume perspective
- The difference it would make if you improved in various stages in the prospecting process
Prospecting Messaging – 6 Ways to Inspire Buyers with Value
If you want to secure meetings, you need to intrigue buyers and give them a compelling reason to meet with you. You need to focus on the value you can offer to buyers over and above your product or service. Value is at the center of all successful prospecting.
In this lesson, you'll learn:
- The 4 questions you need to answer to drive value for buyers and the 2 that are most important in prospecting
- 6 value offers to intrigue buyers and secure meetings
Creating Your Attraction Campaign
A study from the RAIN Group Center for Sales Research found that it takes an average of 8 touches for sellers to secure an initial meeting with buyers. Sellers need to be coordinated, process oriented, and strategic about those touches to generate meetings. An attraction campaign is an organized process that top-performing sellers use to reach out to buyers and secure that first meeting.
In this lesson, you’ll:
- Get an in-depth review of a systematic approach that top performers use to generate meetings
- Analyze the 5 key components that make up a successful campaign
- Learn a step-by-step approach to constructing a successful attraction campaign using an Attraction Campaign Brief
Prospecting Research – What You Need to Know about Buyers
In our Top Performance in Sales Prospecting research, we asked 488 buyers what influences whether or not they accept a meeting or connect with a seller. 67% of buyers said content customized to their specific situation is a key element.
In this lesson, you’ll learn:
- The first ingredient in successful prospecting
- The top 5 customization elements for prospecting outreach
- How and where to research your prospects, including a 4-minute, step-by-step process
- 5 tips for uncovering hard-to-find contact information
Setting Appointments with Email
Email prospecting is the most common form of prospecting today. According to buyers who participated in our Top Performance in Sales Prospecting study, 78% of sellers connect with them and generate meetings using email.
In this lesson, you’ll learn:
- The core email framework that works time and again
- 13 Golden Rules for email prospecting that will increase your odds of impressing the buyer and getting the meeting
Prospecting with LinkedIn
There’s a lot to learn about LinkedIn. You could spend months getting to know all the features. This lesson will cover 90% of what you need to know and do to be successful at prospecting on LinkedIn (and you won’t need to learn how every feature works!).
In this lesson, you’ll learn:
- 4 core LinkedIn activities you should focus on to get the most out of LinkedIn
- Common LinkedIn selling mistakes and how to avoid them
Harnessing the Power of Referrals
Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. If you want to be successful at prospecting, you need to tap into your network to proactively generate referrals. Referrals are the #1 power booster for generating introductions and meetings.
In this lesson, you’ll learn:
- The importance of referrals and how to drive them
- Mistakes to avoid when generating referrals
- 5 things to keep in mind when asking for referrals
- 15 proven ways to get referrals
Prospecting by Phone
While sellers are more and more reliant on email and LinkedIn, top performers are using the phone to prospect. It’s a secret weapon on their desks that average sellers just don’t use. With the right strategy in place, you can succeed with the phone and voicemail.
In this lesson, you’ll learn:
- 5 keys to using the phone to prospect successfully
- How to prepare for calls
- How to respond to common pushbacks
Getting Past the Gatekeeper and Voicemail Prospecting Strategy
The two things between you and getting through to your buyer on the phone are voicemail and gatekeepers. You can’t always get through to buyers, but you can increase your odds of success if you work with both of them in the right way.
In this lesson, you’ll learn:
- The dos and don’ts when leaving voicemails
- How to work with gatekeepers to get through to buyers
Execute! Becoming Extremely Productive and Getting It Done
From our decades of client work and research, we know that success across all sales areas, including prospecting, has everything to do with the work habits of each individual seller. This is why RAIN Group is a pioneer and leader in training sellers not only how to get the best sales results, but also to execute and actually achieve their goals.
In this lesson, we share:
- A brief overview of the concepts of our Extreme Productivity System, or XPS, that will help you execute with alacrity
- How to become Extremely Productive should you want to invest in yourself to do so
- How to take the Extreme Productivity Challenge, a 90-day execution assurance program, that will help you define specific actions for executing, being proactive, finding more time, and getting done what you want to get done
Plus, you’ll get access to our Extreme Productivity Challenge online program—an $800 value—absolutely free!
