1. 10 Sales Strategies to Fill Your Funnel When Prospecting Is Failing
Kendra Lee
Kendra Lee
KendraLeeKLA
KLA Group
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

2. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Kendra Lee, KLA Group
10 Strategies to Fill Your Funnel When Prospecting is Failing
President and Founder
Getting our clients more revenue since 1995
Sales & Marketing agency
A recognized Sales Leader
Top 25 Influential Leaders in Sales
Top 50 Channel Influencer
Top 10 Women in Sales Experts to Follow on Twitter
Actual client results
Increased average monthly sales 74%
Increased sales pipeline 251%
Grew main business line more than 60%
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

3. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Copyright ©2016 by KLA Group, Inc. v2.0.
Copyright ©2016 by KLA Group, Inc. v2.0.

4. 10 Strategies to Fill Your Funnel When Prospecting is Failing
I hate cold calling
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

5. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

6. What’s your biggest roadblock in prospecting?
10 Strategies to Fill Your Funnel When Prospecting is Failing
What’s your biggest roadblock in prospecting?
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

7. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Take a moment…
10 Strategies to Fill Your Funnel When Prospecting is Failing
Write down 2 companies you want to gain access to, but:
You haven’t been able to
You aren’t sure how
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

8. 10 Strategies to Fill Your Funnel When Prospecting is Failing
It’s all about establishing a relationship and trust
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

9. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Examine your SAM
10 Strategies to Fill Your Funnel When Prospecting is Failing
1. Strategy
2. Actions
3. Message
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

10. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Strategy
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

11. Your most unusual prospecting strategy
10 Strategies to Fill Your Funnel When Prospecting is Failing
Turn to your neighbor:
What was the most unusual thing you have done to gain access to a prospect – that worked?
Why do you think it worked?
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

12. 10 Strategies to Fill Your Funnel When Prospecting is Failing
1. Launch a referral campaign
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

13. 10 Strategies to Fill Your Funnel When Prospecting is Failing
2. Contact supplier diversity
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

14. 3. Build a social relationship first
10 Strategies to Fill Your Funnel When Prospecting is Failing
Individual
Company
Don’t ask for anything for the first 2 months
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

15. 10 Strategies to Fill Your Funnel When Prospecting is Failing
4. Request an interview
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

16. 5. Seek out the gatekeeper
10 Strategies to Fill Your Funnel When Prospecting is Failing
Ask a favor
Request her help
Ask for the meeting
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

17. 6. Use an email system to monitor engagement
10 Strategies to Fill Your Funnel When Prospecting is Failing
Sidekick
MailChimp
VerticalResponse
Constant Contact
Microsoft Dynamics
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

18. 10 Strategies to Fill Your Funnel When Prospecting is Failing
It takes 9 attempts to gain access without recognition
…and only 4 attempts with recognition
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

19. Recognition ROI prospecting impact
10 Strategies to Fill Your Funnel When Prospecting is Failing
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

20. 7. Create a campaign and be more persistent
10 Strategies to Fill Your Funnel When Prospecting is Failing  
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

21. 10 Strategies to Fill Your Funnel When Prospecting is Failing
8. Get creative
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

22. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Actions
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

23. 10 Strategies to Fill Your Funnel When Prospecting is Failing
9. Monitor your metrics
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

24. 6 Prospecting metrics to watch
10 Strategies to Fill Your Funnel When Prospecting is Failing
# of hours prospecting
# calls / s / activities
# of referrals
# attempts per prospect
# of conversations that convert to appointments
# appointments that convert into the pipeline
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

25. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Message
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

26. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Your message
Target market’s trigger events
Your differentiators
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

27. 10. Focus on your unique differentiation
10 Strategies to Fill Your Funnel When Prospecting is Failing
What do you do that your competitors don’t?
Offerings bundle combined with your services
Region you serve
Industry vertical
Process you use
Years in business
Typically NOT
Your certifications
Microsoft partner status
Cloud offerings
Cross industry expertise
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

28. 10 Strategies to Fill Your Funnel When Prospecting is Failing
11. Change your message
10 Strategies to Fill Your Funnel When Prospecting is Failing
Look at LinkedIn, Twitter and company website:
Look for new trigger events
What’s their strategic focus?
What does the company value most?
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

29. 10 Strategies to Fill Your Funnel When Prospecting is Failing
12. Study their market
10 Strategies to Fill Your Funnel When Prospecting is Failing
Google:
“Your prospect’s brand” + industry, industry trends, market size
“your prospect’s industry” + market research, trends, market size, success, etc.
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

30. 10 Strategies to Fill Your Funnel When Prospecting is Failing
FREE resources
10 Strategies to Fill Your Funnel When Prospecting is Failing
PowerProspecting ebook
26 page ebook
Increase your access rate
Stop getting deleted
Get more replies
Close more than your peers
Resources:
Text “ PP” to 33444
Talk 1:1:
Kendra Lee
KendraLeeKLA
KLA Group
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

31. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Take action now
10 Strategies to Fill Your Funnel When Prospecting is Failing
Write down:
2 prospecting actions you want to take next week to gain access in each of your 2 accounts
Copyright ©2016 by KLA Group, Inc. v6.1.
Copyright ©2016 by KLA Group, Inc. v6.1.

32. 10 Strategies to Fill Your Funnel When Prospecting is Failing
Let’s connect.
Kendra Lee, President
KLA Group
Kendra Lee
KendraLeeKLA
KLA Group
© 2016 KLA Group, Inc. All rights reserved.
Except for the inclusion of brief quotations in a review, no part of this presentation may be reproduced or utilized in any form or by any means, electronic or mechanical, including but not limited to photocopying, recording, ing or by any information storage and retrieval system, without permission in writing from KLA Group.
Copyright ©2016 by KLA Group, Inc. v2.0.
Copyright ©2016 by KLA Group, Inc. v2.0.