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

2. 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

3. 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 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

4. 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 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 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

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

6. 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.