Answering the 3 Big Questions for sales: Whom do I talk with? What do I say? Why should they care?
Prospect Profile Template
Guidance on segmenting markets, understanding buyer types, and your benefits to buyer persona
4 Steps to Creating a Value Prop
Quantifying and projecting the value you offer is an excellent way to start a conversation
What It Takes to Make Quota – A Sales Activity Calculator
Plug in your quota goal, average deal sizes, and a few other data points to calculate the prospecting activities it will take to hit your goal
Example VITO Messaging
Based on Anthony Parinello’s book, Selling to VITO, this doc breaks down the elements of a message that gets a Very Important Top Officer’s attention.
Example Call Script
This is an actual (and redacted) document created for a specific client. It may prove useful in thinking about how you should prepare for a call, be ready to handle objections, and generally how to direct the conversation to a desired outcome and/or next steps.
Best Days to Prospect – Daily Sales Ratio Calculator
Plug in your numbers and the sheet will show you over time by day of the week how many calls it takes to have a conversation, how many conversations it takes to get to a needs analysis, and how many needs analyses turn into demos.
Example Power Email
Confirming in writing Power’s critical business issues (CBIs) and the envisioned solution, along with the “Sales Project Plan” that concludes with a Decision.
Sales Project Plan
Document the buyer's decision-making process in terms of a Discovery, Proof of Concept, and Decision. Share it with your prospects as a way to gauge true interest, real power, and predictability for a decision.
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