Sale Enablement Toolkit Sales Call and Prospecting Preparation Template Gerard E. Sample | Founder and CEO gerard@thirdwaveinteractive.com /GerardSample @gesample

Effective Prospecting and Qualification Requires: 1. Prepare to Get ‘The Big 3’ Right Account and Contact Research Have a Unique Business Insight Deliver Value with Every Touch 2. Simplify Your Value Story Deliver a Consistent Message Practice Pitch for Instant Recall Listen to Customize In-Flight Three Steps to Evolving Customer Engagement The Big 3 Necessary to Compel Action Unique Business Insights Relevant Success Stories Proof of Financial Impact Simplify both your company and individual selling story Intuitive, Easy to Internalize Prompts for Instant Recall On-Message Customization Persona-based and brand-consistent narrative with a differentiated perspective Respectful challenge of the status quo and credible rationale for change Effective education to establish a shared vision of measurable success 3. Tackle the Hard Questions Early Compel Action vs. ‘Do Nothing’ Define Success in Financial Terms Handle Objections Proactively ©2016 Third Wave, LLC

Inside Sales Call Prep Template Steps Description Prep Notes 1. Prime the Pump Know your sales goal prior to first outreach attempt or meeting Create positive social touch-point One customized email outreach 2. Customize Intro Who are you? (Company Name, Role) Personalize attention grabber Explain purpose of call with emphasis on providing something useful 3. Convey Insight Attempt to ID a challenge or need that is likely relevant to prospect Deliver summary of insight to be delivered in a couple minutes 4. Compel Action Assess contact motivation and potential role during conversation Given type of response, compel action against “do nothing” (by role) 5. Confirm Next Steps Set a specific, time, date and goal for moving forward with next steps Any next action set over 2-3 weeks out has low potential for follow-through ©2016 Third Wave, LLC

Sales Development or Inside Sales Example Steps Description Conversation and Cadence Notes 1. Prime the Pump Know your sales goal prior to first outreach attempt or meeting Create positive social touch-point One customized email outreach Goal: Book first onsite sales call with target contact or prospect Comment on target persona’s work or company with a social mention If available, reinforce with a quick message commenting on an article, post, etc. 2. Customize Intro Who are you? (Company Name, Role) Personalize attention grabber Explain purpose of call with emphasis on providing something useful Hi Bob. My name is Gerard Sample. We’ve not met, but a mutual connection, Mary Smith, recommended I reach out. I’m the Founder of Third Wave Interactive. We provide our B2B clients with sales enablement strategies and tools to grow revenue. Mary felt that our approach to sales process development might be of interest given your efforts to transition to a value-centric engagement model. 3. Convey Insight Attempt to ID a challenge or need that is likely relevant to prospect Deliver summary of insight to be delivered in a couple minutes Would it be ok for me to take a couple of minutes to explain how an quick assessment may be of use given your role as XXX? It turns out that other clients of ours have similar issues to you. What you may not realize is that most start out trying to solve XX problem by trying XYZ. We’ve found that the best approach is to 1, 2, 3. Interestingly enough, we’ve driven 67% increase in growth for clients similar to you. 4. Compel Action Assess contact motivation and potential during conversation Given type of response, compel action against “do nothing” (by profile) If a Mobilizer> Based on our brief conversation, I believe you (or boss) would find value in speaking with our CEO, solution expert or salesperson. If a Talker> You’ve been a big help. Who else do you think should I speak to? Would you be willing to make an email introduction? If a Blocker> Thank politely, update in CRM and move along. 5. Confirm Next Steps Set a specific, time, date and goal for moving forward with next steps Any next action set over 2-3 weeks out has low potential for follow-through (Given that response indicates contact is a Mobilizer or Useful Talker) How does your schedule look for a meeting with our CEO next week at your offices? I have access to his calendar here, so let’s go ahead and set a time. I’ll have his assistant follow-up with a calendar invitation today to confirm. ©2016 Third Wave, LLC

Evaluating an Unqualified Lead’s Potential ~ Harvard Business Review, The End of Solution Sales, 2012

Questions, Comments or Feedback Questions, Comments or Feedback? We’re here to assist and would love to hear from you! Give us a shout if we can ever be of service. scarlett@thirdwaveinteractive.com gerard@thirdwaveinteractive.com 480.420.4942