Webinar on Virtual Sales: Getting Sales Meetings and Appointments

Introduction

• Focus: Sales development and skills in a virtual world.
• Speaker: H. Robert McKern, renowned sales trainer.
• Interactive session with polls and chat interaction.

Agenda

1. Reactivating the sales engine.
2. Managing emotions during outbound engagement.
3. Understanding and focusing on killer customers.
4. Introduction to Cadence Selling.
5. Tips for team leaders.
6. Plan B if current strategies don't work.

Key Topics and Insights

Reactivating the Sales Engine

• Sales engagement has decreased globally:
  • Call connect rates down 20%.
  • Email engagement down 35%.
  • Face-to-face meetings down 90%.
• Emphasis on outbound engagement to generate business.
• Sales teams losing about 15% of customers annually.

Managing Emotions in Sales

• Importance of understanding emotional responses to sales activities.
• Recommended reading: "Your Inner Chimp" for mind management.
• Key strategies:
  • Make a documented plan.
  • Manage emotions rather than trying to control them.
  • Understand rejection is part of the process.

Focusing on Killer Customers

• Importance of identifying ideal customer profiles (ICP).
• Rank customer accounts into tiers:
  • Tier 3: Standard service, 70% of accounts.
  • Tier 2: More personalized service, 25% of accounts.
  • Tier 1: High priority, requires more resources, 5% of accounts.
• Multi-level, multifunctional relationships within companies.

Cadence Selling

• Definition: A systematic approach to sales outreach using multiple contact methods over a set period.
• Steps:
  • Identify ideal buyer.
  • Employ various engagement tools (email, voicemail, video).
  • Agree on number of contacts and timing.
  • Develop content for each contact step.
  • Test and adapt the strategy.
• Example of a 22-day Cadence plan.

Tips for Team Leaders

• Assist sales team with leads and support.
• Position company as a thought leader.
• Encourage engagement through conferences and virtual meetings.
• Use provided question sheets in team meetings to drive focus on new business and customer engagement.

Plan B: Referral Strategy

• Develop a written, budgeted referral plan.
• Ask for referrals after positive customer feedback.
• Use gifts or notes to thank those who provide referrals.

Conclusion

• Reminder of the importance of persistence and maintaining a strong pipeline.
• Encouragement to engage with the materials and concepts discussed to drive sales success in 2021.
• For further questions, contact Robert McKern.

Upcoming Events

• Series of webinars on mental readiness, human relations online, and delivering successful presentations.
• Future sessions with international speakers planned for 2021.