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4 Ways to Score Prospects & Boost Productivity
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So… there’s a gravestone salesman who’s been [allegedly] ripping off folks in Pennsylvania since 2010. He’s been taking orders and not delivering for over a decade – yikes! We have no idea what prison Mr. Stefan Jr. will be shipped to, but please send him a link to The Sales Jam newsletter. His sales process is all wrong 😓
In Today’s Jam
Sales Tip of the Day: Create Agreement on Steps
The Sales Lab: The Ultimate Time Management Hack For Sales Professionals
Weekly Poll
Sales Q&A: Time Management Tip For Full Funnel Seller
The Answers Are on the Back of the Napkin
Today’s Story & A Sales Meme
The Sales Lab🔬: Rank Your Prospects, Boost Productivity
Prospecting is super time-consuming. Doesn’t matter if you’re the best seller on the planet. It’s a process that takes time, and time as they say is money. If you’re spending that time with the wrong prospects, you’re losing opportunities to make money with the right ones.
But how do you minimize time/money wasted?
Easy.
Rank your prospects and divide your time between them accordingly 🤓
Determine whether these prospects fit a particular criteria then assign them a letter or number according to priority:
A = Top Priority
B = Moderate
C = Low Priority
Prospect A is the kind of buyer you invest a lot of time in as they’re the most likely to close. But how do know for sure what prospects are worth it?
We’re glad you asked 👇
Do They Fit Your ICP?
This one’s first on the list for obvious reasons. If they don’t fit your ICP, you probably don’t need to be selling to them.
What Can You Do for Them?
Just because they’re in your ICP that doesn’t mean you can help them at that time. What if they need you 6 months down the line? A year from now? This will help determine where you rank them.
Is it a One-Time Sale or a Bigger Opportunity?
Are you dealing with a customer who’s looking to make a one-off purchase or will it result in a more significant opportunity (repeat sales or a huge deal size), you can assign them a score accordingly. If it’s the former, rank them a C. If it’s the latter, rank them A.
Bumpy Road or Smooth Sailing?
Pay attention to the details of the sales cycle. This process will look very different depending on the customer.
This cycle will tell you how much blood, sweat, and tears need to be poured into this particular sale before a close.
Keep in mind what we mentioned before about deal size, and opportunity. Now imagine if it’s a one-time sale (small deal), with a long, winded sales cycle. Yeah, rank them a C, or just take them off the list.
Turn LinkedIn into your #1 acquisition channel!
Waalaxy is the #1 automated LinkedIn prospecting tool, with +150K users and 1M campaign launched.
One of their top features?
An AI assistant that creates messages as compelling as those from top sales experts.
After analyzing thousands of messages written by their users, Waalaxy found the average response rate was <15%.
The reason? Poor prospect qualification and robotic messages.
Their AI fixes all that in seconds.
The result: messages that boost conversions.
Let the app do the work for you.
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Game Changers of the week🔥
The Answers are on “The Back of the Napkin”
Dan Roam’s book may not be among the most popular sales books out there, but it’s a great read that deserves your attention. “The Back of the Napkin” is a guide on how to get your point across to others, and display your knowledge of their solutions via presentations. Check it out here.
Buyers Have the Answers. Sellers Have the Questions.
Golden nugget: know what your job is. Many sellers think their job is to talk. Josh Braun thinks differently. Here’s what he did to transform his results.
Simply Your Process with This Kick-Ass Template
Every salesperson knows that selling is a process, but not all of them take the time to refine and master that process. That means many sellers are missing out on money that should be in that commission check. Avoid that problem with the ultimate sales process template.
One of the Biggest Mistakes Sales Leaders Make
Jason Bay recently touched on sales leaders not wanting AEs to outbound. In his breakdown, he covered that this kind of thinking creates an entitled culture that creates a “my pipeline isn’t my responsibility mindset”. What’s more, there is a distinct difference between an AE-sourced pipeline vs an SDR-sourced pipeline.
Today’s Story
Sales Scene of the Week🎬
Make any sales?
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