turbo selling playbook
TRANSCRIPT
TABLE OF CONTENT 2
Turbo Selling Playbook
1 Intro2 Turbo Selling Defined3 Evolution of B2B Selling4 4 Essential Elements of turbo selling5 What ldquoBestrdquo prospect means and why it matters6 3 Reasons why BANT lowers success rates7 Maximizing selling time8 4 must-have technical capabilities Searching for hidden buying signals Smart information filtering Listening amp surveillance Dynamic delivery of hot leads9 Turbo Selling worksheets
Copyright 2014 Smart Selling Tools Sponsored by
INTRODUCTION
laquoTWEET THIS
3
Turbo Selling Playbook
Wersquove all heard the adage that you canrsquot continue to do the same thing and expect to get different results This holds true in the sales profession If you want to accelerate sales you will have to do something different than what yoursquore doing today
This playbook tells you whatrsquos required to turbo-charge and accelerate your sales Just like any engine turbo-charging requires additional technology You canrsquot get faster acceleration by pressing the pedal harder onto the floor board Acceleration and speed is limited by the capabilities of the engine itself And the same is true of selling
Read this ebook and learn whatrsquos needed for your team to turbo-sell its way to quota achievement
Copyright 2014 Smart Selling Tools
ldquoLearn how to turbo sell your way to quota achievementrdquo
Sponsored by
Wersquove all heard the adage that you canrsquot continue to do the same thing and expect different results This holds true in the sales profession If you want to accelerate sales you will have to do something different than what yoursquore doing today
This playbook tells you whatrsquos required to turbo-charge and accelerate your sales Just like any engine turbo-charging requires additional technology You canrsquot get faster acceleration by pressing the pedal harder onto the floor board Acceleration and speed is limited by the capabilities of the engine itself And the same is true of selling
Read this ebook and learn whatrsquos needed for your team to turbo-sell its way to quota achievement
TURBO SELLING DEFINED 4
Turbo Selling Playbook
Selling
Turbo Selling
Copyright 2014 Smart Selling Tools Sponsored by
persuade someone of the merits of
close more deals faster than you can otherwise
he sold the idea of making a film about childhoodsynonyms promote persuade someone to accept talk someone into bring someone around to win someone over to win approval for he still has to sell his plan to management
ldquoshe is turbo selling her way to quota achievementrdquo synonyms selling to prospects who are most likely to buy at the time theyrsquore most likely to buy thereby minimizing wasted sales effort
note accomplished through the use of smart technology that dynamicallymdashand in near real-timemdashidentifies and notifies salespeople of prospects that fit an ideal buyer description and that have experienced a trigger event (which) makes them 10x more likely to buy
laquoTWEET THISp6WTDQ5GNNKPIUGNNKPIVQRTQURGEVUVJCVƂVCPKFGCNRTQƂNGVTKIIGTGXGPVOCMKPIVJGOZOQTGNKMGN[VQDW[q
EVOLUTION OF B2B SELLING 5
Turbo Selling Playbook
Buyer Dependence on Salespeople
Buyers primarily relied on salespeople for information
Stage 1 Selling Stage 2 Selling Turbo Selling
Buyers can educate themselves about solutions using the Internet Donrsquot need salespeople for that
Buyers get value from salespeople who offer proactive timely and relevant insight
Availability of options and choice Buyers had limited choices Buyers have seemingly limitless options which complicates decision processes and lengthens sales cycles
Buyers invite preferred sellers to collaborate on the decision process
Seller Prospecting Tools Salespeople identified prospects using crude tools like phone directories financial reports and DUNS lists
Salespeople can use the Internet to search for prospects But search engine tools are not sophisticated enough to filter through the abundance of information So much time is lost trying to locate relevant prospect data
Salespeople use big data technology to monitor and identify the best prospects in real-time Time spent selling is maximized Time spent researching is minimized
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe 3 evolutionary stages of B2B sales Which stage are youldquo
4 ESSENTIAL ELEMENTS OF TURBO SELLING 6
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
As yoursquoll learn in this guide these 4 essential elements are not possible without the aid of ldquobig datardquo and automation Can sales be automated Certainly not the entire process The key is to identify the parts of the sales process that can be automated so
] more time is spent selling and ] itrsquos spent with the best prospects
If you want your team to turbo sell there are four factors to keep in mind
1 Identification of the ldquobestrdquo prospects based on high purchase-probability factors2 Special consideration for timing3 Ability to get prospects to engage4 Emphasis on productive activities ie maximizing your selling time
laquoTWEET THISldquoWant to turbo sell Yoursquoll need big data automation and these 4 ingredientsrdquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHAT lsquoBESTrsquo MEANS AND WHY IT MATTERS 8
Turbo Selling Playbook
The best prospect is the one that is most likely to have a need for your product at this particular moment in time and is most likely to want to buy from you
In other words the prospect
CVEJGU[QWT+FGCN2TQƂNG (for someone that would need and want your product)- Has experienced a trigger event (signifying that their ability and willingness to purchase is at a high level)
To define your ideal profile take a look at your current customers for commonalities Do they tend to be of a certain size Do they tend to be in a given industry Do they tend to pop up in articles about certain topics like health-care Do they sell to similar types of customers and markets
You should go one step further however and ask yourself what happened that made each customer decide to buy when they did These events are known as trigger events
Trigger events can be many things To know whether something is a trigger event for you just ask whether the prospect is more likely to be compelled to change as a result of the event As an example if you sell something that helps companies reduce costs a trigger event would be a newly hired CFO
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISpQWTDGUVRTQURGEVUOGGVETKVGTKCKFGCNDW[GTRTQƂNGCPFTGEGPVVTKIIGTGXGPVq
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
INTRODUCTION
laquoTWEET THIS
3
Turbo Selling Playbook
Wersquove all heard the adage that you canrsquot continue to do the same thing and expect to get different results This holds true in the sales profession If you want to accelerate sales you will have to do something different than what yoursquore doing today
This playbook tells you whatrsquos required to turbo-charge and accelerate your sales Just like any engine turbo-charging requires additional technology You canrsquot get faster acceleration by pressing the pedal harder onto the floor board Acceleration and speed is limited by the capabilities of the engine itself And the same is true of selling
Read this ebook and learn whatrsquos needed for your team to turbo-sell its way to quota achievement
Copyright 2014 Smart Selling Tools
ldquoLearn how to turbo sell your way to quota achievementrdquo
Sponsored by
Wersquove all heard the adage that you canrsquot continue to do the same thing and expect different results This holds true in the sales profession If you want to accelerate sales you will have to do something different than what yoursquore doing today
This playbook tells you whatrsquos required to turbo-charge and accelerate your sales Just like any engine turbo-charging requires additional technology You canrsquot get faster acceleration by pressing the pedal harder onto the floor board Acceleration and speed is limited by the capabilities of the engine itself And the same is true of selling
Read this ebook and learn whatrsquos needed for your team to turbo-sell its way to quota achievement
TURBO SELLING DEFINED 4
Turbo Selling Playbook
Selling
Turbo Selling
Copyright 2014 Smart Selling Tools Sponsored by
persuade someone of the merits of
close more deals faster than you can otherwise
he sold the idea of making a film about childhoodsynonyms promote persuade someone to accept talk someone into bring someone around to win someone over to win approval for he still has to sell his plan to management
ldquoshe is turbo selling her way to quota achievementrdquo synonyms selling to prospects who are most likely to buy at the time theyrsquore most likely to buy thereby minimizing wasted sales effort
note accomplished through the use of smart technology that dynamicallymdashand in near real-timemdashidentifies and notifies salespeople of prospects that fit an ideal buyer description and that have experienced a trigger event (which) makes them 10x more likely to buy
laquoTWEET THISp6WTDQ5GNNKPIUGNNKPIVQRTQURGEVUVJCVƂVCPKFGCNRTQƂNGVTKIIGTGXGPVOCMKPIVJGOZOQTGNKMGN[VQDW[q
EVOLUTION OF B2B SELLING 5
Turbo Selling Playbook
Buyer Dependence on Salespeople
Buyers primarily relied on salespeople for information
Stage 1 Selling Stage 2 Selling Turbo Selling
Buyers can educate themselves about solutions using the Internet Donrsquot need salespeople for that
Buyers get value from salespeople who offer proactive timely and relevant insight
Availability of options and choice Buyers had limited choices Buyers have seemingly limitless options which complicates decision processes and lengthens sales cycles
Buyers invite preferred sellers to collaborate on the decision process
Seller Prospecting Tools Salespeople identified prospects using crude tools like phone directories financial reports and DUNS lists
Salespeople can use the Internet to search for prospects But search engine tools are not sophisticated enough to filter through the abundance of information So much time is lost trying to locate relevant prospect data
Salespeople use big data technology to monitor and identify the best prospects in real-time Time spent selling is maximized Time spent researching is minimized
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe 3 evolutionary stages of B2B sales Which stage are youldquo
4 ESSENTIAL ELEMENTS OF TURBO SELLING 6
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
As yoursquoll learn in this guide these 4 essential elements are not possible without the aid of ldquobig datardquo and automation Can sales be automated Certainly not the entire process The key is to identify the parts of the sales process that can be automated so
] more time is spent selling and ] itrsquos spent with the best prospects
If you want your team to turbo sell there are four factors to keep in mind
1 Identification of the ldquobestrdquo prospects based on high purchase-probability factors2 Special consideration for timing3 Ability to get prospects to engage4 Emphasis on productive activities ie maximizing your selling time
laquoTWEET THISldquoWant to turbo sell Yoursquoll need big data automation and these 4 ingredientsrdquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHAT lsquoBESTrsquo MEANS AND WHY IT MATTERS 8
Turbo Selling Playbook
The best prospect is the one that is most likely to have a need for your product at this particular moment in time and is most likely to want to buy from you
In other words the prospect
CVEJGU[QWT+FGCN2TQƂNG (for someone that would need and want your product)- Has experienced a trigger event (signifying that their ability and willingness to purchase is at a high level)
To define your ideal profile take a look at your current customers for commonalities Do they tend to be of a certain size Do they tend to be in a given industry Do they tend to pop up in articles about certain topics like health-care Do they sell to similar types of customers and markets
You should go one step further however and ask yourself what happened that made each customer decide to buy when they did These events are known as trigger events
Trigger events can be many things To know whether something is a trigger event for you just ask whether the prospect is more likely to be compelled to change as a result of the event As an example if you sell something that helps companies reduce costs a trigger event would be a newly hired CFO
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISpQWTDGUVRTQURGEVUOGGVETKVGTKCKFGCNDW[GTRTQƂNGCPFTGEGPVVTKIIGTGXGPVq
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
Wersquove all heard the adage that you canrsquot continue to do the same thing and expect different results This holds true in the sales profession If you want to accelerate sales you will have to do something different than what yoursquore doing today
This playbook tells you whatrsquos required to turbo-charge and accelerate your sales Just like any engine turbo-charging requires additional technology You canrsquot get faster acceleration by pressing the pedal harder onto the floor board Acceleration and speed is limited by the capabilities of the engine itself And the same is true of selling
Read this ebook and learn whatrsquos needed for your team to turbo-sell its way to quota achievement
TURBO SELLING DEFINED 4
Turbo Selling Playbook
Selling
Turbo Selling
Copyright 2014 Smart Selling Tools Sponsored by
persuade someone of the merits of
close more deals faster than you can otherwise
he sold the idea of making a film about childhoodsynonyms promote persuade someone to accept talk someone into bring someone around to win someone over to win approval for he still has to sell his plan to management
ldquoshe is turbo selling her way to quota achievementrdquo synonyms selling to prospects who are most likely to buy at the time theyrsquore most likely to buy thereby minimizing wasted sales effort
note accomplished through the use of smart technology that dynamicallymdashand in near real-timemdashidentifies and notifies salespeople of prospects that fit an ideal buyer description and that have experienced a trigger event (which) makes them 10x more likely to buy
laquoTWEET THISp6WTDQ5GNNKPIUGNNKPIVQRTQURGEVUVJCVƂVCPKFGCNRTQƂNGVTKIIGTGXGPVOCMKPIVJGOZOQTGNKMGN[VQDW[q
EVOLUTION OF B2B SELLING 5
Turbo Selling Playbook
Buyer Dependence on Salespeople
Buyers primarily relied on salespeople for information
Stage 1 Selling Stage 2 Selling Turbo Selling
Buyers can educate themselves about solutions using the Internet Donrsquot need salespeople for that
Buyers get value from salespeople who offer proactive timely and relevant insight
Availability of options and choice Buyers had limited choices Buyers have seemingly limitless options which complicates decision processes and lengthens sales cycles
Buyers invite preferred sellers to collaborate on the decision process
Seller Prospecting Tools Salespeople identified prospects using crude tools like phone directories financial reports and DUNS lists
Salespeople can use the Internet to search for prospects But search engine tools are not sophisticated enough to filter through the abundance of information So much time is lost trying to locate relevant prospect data
Salespeople use big data technology to monitor and identify the best prospects in real-time Time spent selling is maximized Time spent researching is minimized
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe 3 evolutionary stages of B2B sales Which stage are youldquo
4 ESSENTIAL ELEMENTS OF TURBO SELLING 6
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
As yoursquoll learn in this guide these 4 essential elements are not possible without the aid of ldquobig datardquo and automation Can sales be automated Certainly not the entire process The key is to identify the parts of the sales process that can be automated so
] more time is spent selling and ] itrsquos spent with the best prospects
If you want your team to turbo sell there are four factors to keep in mind
1 Identification of the ldquobestrdquo prospects based on high purchase-probability factors2 Special consideration for timing3 Ability to get prospects to engage4 Emphasis on productive activities ie maximizing your selling time
laquoTWEET THISldquoWant to turbo sell Yoursquoll need big data automation and these 4 ingredientsrdquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHAT lsquoBESTrsquo MEANS AND WHY IT MATTERS 8
Turbo Selling Playbook
The best prospect is the one that is most likely to have a need for your product at this particular moment in time and is most likely to want to buy from you
In other words the prospect
CVEJGU[QWT+FGCN2TQƂNG (for someone that would need and want your product)- Has experienced a trigger event (signifying that their ability and willingness to purchase is at a high level)
To define your ideal profile take a look at your current customers for commonalities Do they tend to be of a certain size Do they tend to be in a given industry Do they tend to pop up in articles about certain topics like health-care Do they sell to similar types of customers and markets
You should go one step further however and ask yourself what happened that made each customer decide to buy when they did These events are known as trigger events
Trigger events can be many things To know whether something is a trigger event for you just ask whether the prospect is more likely to be compelled to change as a result of the event As an example if you sell something that helps companies reduce costs a trigger event would be a newly hired CFO
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISpQWTDGUVRTQURGEVUOGGVETKVGTKCKFGCNDW[GTRTQƂNGCPFTGEGPVVTKIIGTGXGPVq
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
EVOLUTION OF B2B SELLING 5
Turbo Selling Playbook
Buyer Dependence on Salespeople
Buyers primarily relied on salespeople for information
Stage 1 Selling Stage 2 Selling Turbo Selling
Buyers can educate themselves about solutions using the Internet Donrsquot need salespeople for that
Buyers get value from salespeople who offer proactive timely and relevant insight
Availability of options and choice Buyers had limited choices Buyers have seemingly limitless options which complicates decision processes and lengthens sales cycles
Buyers invite preferred sellers to collaborate on the decision process
Seller Prospecting Tools Salespeople identified prospects using crude tools like phone directories financial reports and DUNS lists
Salespeople can use the Internet to search for prospects But search engine tools are not sophisticated enough to filter through the abundance of information So much time is lost trying to locate relevant prospect data
Salespeople use big data technology to monitor and identify the best prospects in real-time Time spent selling is maximized Time spent researching is minimized
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe 3 evolutionary stages of B2B sales Which stage are youldquo
4 ESSENTIAL ELEMENTS OF TURBO SELLING 6
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
As yoursquoll learn in this guide these 4 essential elements are not possible without the aid of ldquobig datardquo and automation Can sales be automated Certainly not the entire process The key is to identify the parts of the sales process that can be automated so
] more time is spent selling and ] itrsquos spent with the best prospects
If you want your team to turbo sell there are four factors to keep in mind
1 Identification of the ldquobestrdquo prospects based on high purchase-probability factors2 Special consideration for timing3 Ability to get prospects to engage4 Emphasis on productive activities ie maximizing your selling time
laquoTWEET THISldquoWant to turbo sell Yoursquoll need big data automation and these 4 ingredientsrdquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHAT lsquoBESTrsquo MEANS AND WHY IT MATTERS 8
Turbo Selling Playbook
The best prospect is the one that is most likely to have a need for your product at this particular moment in time and is most likely to want to buy from you
In other words the prospect
CVEJGU[QWT+FGCN2TQƂNG (for someone that would need and want your product)- Has experienced a trigger event (signifying that their ability and willingness to purchase is at a high level)
To define your ideal profile take a look at your current customers for commonalities Do they tend to be of a certain size Do they tend to be in a given industry Do they tend to pop up in articles about certain topics like health-care Do they sell to similar types of customers and markets
You should go one step further however and ask yourself what happened that made each customer decide to buy when they did These events are known as trigger events
Trigger events can be many things To know whether something is a trigger event for you just ask whether the prospect is more likely to be compelled to change as a result of the event As an example if you sell something that helps companies reduce costs a trigger event would be a newly hired CFO
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISpQWTDGUVRTQURGEVUOGGVETKVGTKCKFGCNDW[GTRTQƂNGCPFTGEGPVVTKIIGTGXGPVq
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
4 ESSENTIAL ELEMENTS OF TURBO SELLING 6
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
As yoursquoll learn in this guide these 4 essential elements are not possible without the aid of ldquobig datardquo and automation Can sales be automated Certainly not the entire process The key is to identify the parts of the sales process that can be automated so
] more time is spent selling and ] itrsquos spent with the best prospects
If you want your team to turbo sell there are four factors to keep in mind
1 Identification of the ldquobestrdquo prospects based on high purchase-probability factors2 Special consideration for timing3 Ability to get prospects to engage4 Emphasis on productive activities ie maximizing your selling time
laquoTWEET THISldquoWant to turbo sell Yoursquoll need big data automation and these 4 ingredientsrdquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHAT lsquoBESTrsquo MEANS AND WHY IT MATTERS 8
Turbo Selling Playbook
The best prospect is the one that is most likely to have a need for your product at this particular moment in time and is most likely to want to buy from you
In other words the prospect
CVEJGU[QWT+FGCN2TQƂNG (for someone that would need and want your product)- Has experienced a trigger event (signifying that their ability and willingness to purchase is at a high level)
To define your ideal profile take a look at your current customers for commonalities Do they tend to be of a certain size Do they tend to be in a given industry Do they tend to pop up in articles about certain topics like health-care Do they sell to similar types of customers and markets
You should go one step further however and ask yourself what happened that made each customer decide to buy when they did These events are known as trigger events
Trigger events can be many things To know whether something is a trigger event for you just ask whether the prospect is more likely to be compelled to change as a result of the event As an example if you sell something that helps companies reduce costs a trigger event would be a newly hired CFO
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISpQWTDGUVRTQURGEVUOGGVETKVGTKCKFGCNDW[GTRTQƂNGCPFTGEGPVVTKIIGTGXGPVq
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHAT lsquoBESTrsquo MEANS AND WHY IT MATTERS 8
Turbo Selling Playbook
The best prospect is the one that is most likely to have a need for your product at this particular moment in time and is most likely to want to buy from you
In other words the prospect
CVEJGU[QWT+FGCN2TQƂNG (for someone that would need and want your product)- Has experienced a trigger event (signifying that their ability and willingness to purchase is at a high level)
To define your ideal profile take a look at your current customers for commonalities Do they tend to be of a certain size Do they tend to be in a given industry Do they tend to pop up in articles about certain topics like health-care Do they sell to similar types of customers and markets
You should go one step further however and ask yourself what happened that made each customer decide to buy when they did These events are known as trigger events
Trigger events can be many things To know whether something is a trigger event for you just ask whether the prospect is more likely to be compelled to change as a result of the event As an example if you sell something that helps companies reduce costs a trigger event would be a newly hired CFO
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISpQWTDGUVRTQURGEVUOGGVETKVGTKCKFGCNDW[GTRTQƂNGCPFTGEGPVVTKIIGTGXGPVq
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
WHAT lsquoBESTrsquo MEANS AND WHY IT MATTERS 8
Turbo Selling Playbook
The best prospect is the one that is most likely to have a need for your product at this particular moment in time and is most likely to want to buy from you
In other words the prospect
CVEJGU[QWT+FGCN2TQƂNG (for someone that would need and want your product)- Has experienced a trigger event (signifying that their ability and willingness to purchase is at a high level)
To define your ideal profile take a look at your current customers for commonalities Do they tend to be of a certain size Do they tend to be in a given industry Do they tend to pop up in articles about certain topics like health-care Do they sell to similar types of customers and markets
You should go one step further however and ask yourself what happened that made each customer decide to buy when they did These events are known as trigger events
Trigger events can be many things To know whether something is a trigger event for you just ask whether the prospect is more likely to be compelled to change as a result of the event As an example if you sell something that helps companies reduce costs a trigger event would be a newly hired CFO
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISpQWTDGUVRTQURGEVUOGGVETKVGTKCKFGCNDW[GTRTQƂNGCPFTGEGPVVTKIIGTGXGPVq
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
WHY lsquoEARLYrsquo MATTERS (AND BANT IS OUTDATED) 10
Turbo Selling Playbook
Arriving late to the buying process reduces your success rate to less than 35 Those odds are not very good Best practice is to discover opportunities early so yoursquoll have greater chance of success This advice is contrary to what was oncemdashand in some cases still ismdashbelieved to be true
Sales leaders used to think that prospects werenrsquot qualified until they had already identified a need a budget and timingmdash3 elements of BANT (the 4th element is ldquoauthorityrdquo)For many sales organizations today BANT is considered to be an outdated philosophy By the time prospects have established a need a budget and timing itrsquos often too late to win the deal as evidenced by the Forrester research stat You want to get in early for a number of reasons
- You have a higher chance of beating your competition in the door
QWJCXGCJKIJGTEJCPEGQHKPƃWGPEKPIVJGFGEKUKQPRTQEGUU - You have a higher chance of gaining favored or trusted-vendor status
Getting in early doesnrsquot mean arriving before the prospect is motivated to buy ldquoEarlyrdquo means that you connect with the prospect as soon after a trigger event as possible Trigger events signify a willingness to change If you attempt to sell before a trigger event has stimulated motivation to change your sales cycle will be long and will likely end without a sale
Copyright 2014 Smart Selling Tools Sponsored by
35Less than
Success rate onlate arrival
source Forrester Research
laquoTWEET THISldquoThe ideal time to engage is after a trigger event and before competitors are invited to the tableldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
AVOID FAILING TO ENGAGE 12
Turbo Selling Playbook
It doesnrsquot matter if you know who the best prospect is and when theyrsquore most open to change (steps 1 and 2) if you fail to engage them when you attempt contact
Herersquos the beauty of turbo selling if yoursquore calling the right people at the
right time your chances of getting them to engage automatically go way
up Thatrsquos because of relevancy
Lack of relevancy is the reason so many contact attempts fail To be relevant yoursquoll need insight about your prospectsrsquo industry their challenges their unique situation and how your product is likely to help
Because yoursquove already completed steps 1 and 2 you already have some level of insight about why your product is likely to help And because yoursquove identified the trigger that signals a new-found willingness to solve a problem you already have some level of insight about their unique challenges and motivations
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoThe act of turbo selling generates its own propulsive force which accelerates salesldquo
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
MAXIMIZE YOUR SELLING TIME 14
Turbo Selling Playbook
The more time you spend calling on ideal prospects who are most likely to buy the more revenue yoursquoll generate No surprise there What is surprising is how difficult it is to maximize selling time Today less than 35 of a salespersonrsquos time is spent selling The rest is spent on other activities that keep you from talking to prospects
Minimizing non-selling time is essential if you want to significantly increase revenue Therersquos no way around it A jump from 35 of time spent selling to 40 of time spent selling is a 14 increase All things being equal your revenue should jump by the same percent
Employing turbo selling techniques will allow you to experience an even greater increase of revenue Thatrsquos because ldquoall thingsrdquo wonrsquot be equal Yoursquoll be spending more time selling and your sales engagements will be with higher quality prospects
Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling
Use of Time
Sales activities
Non-sales activities
HighLowProspect Suitability
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
41 2 3 4
Golden Rules of Turbo Selling
Call trueprospects
When theyrsquoremost motivated
to change
Engage themwith relevantinformation
Spend minimaltime on
everything else
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
CHECKLISTS TECHNOLOGICAL CAPABILITIES NEEDED FOR TURBO SELLING 16
Turbo Selling Playbook
Turbo-selling is impossible to do without the aid of technology
By definition you canrsquot increase selling time without decreasing the time it takes to do everything else and that means yoursquoll need the right tool
Yoursquoll need
] A method for searching for hidden buying signals] Smart filtering technology for uncovering the best-prospect profiles] Listening capabilities to dynamically spot trigger events] Delivery of dynamic prospect lists based on real-time information
Copyright 2014 Smart Selling Tools Sponsored by
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
SEARCHING FOR HIDDEN BUYING SIGNALS 17
Turbo Selling Playbook
Its important here to note that search engines do not support turbo-charged selling They can actually harm sales productivity and slow prospecting efforts to a crawl There are a few reasons why this is the case
The first is that search engines return too much information that isnrsquot relevant (false positives) because many words have more than one meaning The end result is that salespeople lose valuable time attempting to isolate important prospecting data
Another reason why search engines fall short is that they will often miss the very kind of information yoursquore looking for (false negatives) Keyword-based search engines will often not return documents that donrsquot contain the exact words or phrases yoursquove searched for
Conceptual search engines on the other hand can search for information that is conceptually similar to the keyword or phrase In other words it can find information thatrsquos relevant to the ideas expressed by your search query
Look for a tool that incorporates conceptual search so you can search business concepts most relevant and revealing to your business
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo Search engines harm or help sales productivityrdquo
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
SMART FILTERING TECHNOLOGY UNCOVERS THE BEST-PROSPECT PROFILES 18
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
ldquoBig Datardquo is todayrsquos high-octane sales fuel Without big data to make sense of it all adding information can clog your sales engine and make your entire pipeline sluggish
More than 50 Billion Gigabytes of data have been generated since the beginning of time More than 90 of the worldrsquos business information was created in just the last two years
Typical search engines are not sufficient for filtering information on prospects as we noted on page 12 Herersquos a specific example that highlights this point
A company doing business in Brazil
Whose business is expanding
Who has a lower debt load than its peers
Who outsources its data center and
Who recently announced a new partnership
This may be a perfect type of prospect for you However therersquos virtually zero chance yoursquoll find this prospect using a search engine To search for this ideal prospect description requires a combination of firmographic factors the ability to filter conceptually and the ability to weight and rank (see ideal buyer worksheet)
laquoTWEET THISldquoOrdinary search engine tools will not uncover your best prospects Herersquos whyrdquo
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
LISTENING FOR SIGNS OF OPPORTUNITY 19
Turbo Selling Playbook
Listening for opportunity signals is critical for turbo selling success Opportunity signals tell you when a company or prospect is most likely to buy the goods and services you sell
Firmographic information like company size and industry are important base-line criteria Ideal prospects will align with the firmographics of someone who might need your solutions However firmographics will not tell you whether the prospect is motivated and willing to consider a change
Until a trigger event occurs you will not get your prospects attention the motivation is too low According to Craig Elias (SHIFT Selling) companies experiencing trigger events that stimulate buying motivation are 10 times more likely to buy
How do you find those prospects With a good listening device Like searching for signs of intelligent life with radio telescopes your turbo selling tool should listen for events that signal an opportune time to contact prospects
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoDo you have a hot prospect ldquoradio telescoperdquoldquo
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
DYNAMICALLY GENERATED AND DELIVERED PROSPECT LISTS 20
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Using big data and the right prospecting tools you can search for specific traits and characteristics of your target company or prospect Yoursquoll also want to rate their relative importance to your business
Searching for traits and weighting them on importance returns a list of prospects that meet your ideal profile Big data is essential because whether or not a company or prospect meets your definition of an ideal prospect is dynamic It doesnrsquot remain constant
Itrsquos impossible to manually assess and score the universe of prospects dynamically And yet a dynamic assessment is precisely whats needed if you are to focus on the best prospects at any given time based on how well theyrsquore aligned to your ideal profile
When turbo sellers search and browse for prospects theyrsquoll need to get an automated scoring that visually indicates how aligned the prospect is with your ideal profile
Turbo sellers need dynamic ldquosmartrdquo lists that work for them 247 monitoring and delivering a perpetual
evergreen list of the best prospects
laquoTWEET THISldquoTurbo sellers need evergreen lists of the best prospects based on up to the minute infoldquo
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
AVENTION SUPERCHARGES YOUR SALES ENGINE 21
Turbo Selling Playbook
Avention equips your sales engine for turbo sellingItrsquos a smart technology that minimizes wasted sales effort It dynamically identifies and notifies salespeople of prospects that1) fit an ideal buyer profile and 2) have experienced a trigger event and it gives salespeople the insight they need to engage prospects Avention offers all 4 essential elements required for turbo selling in one tool
Avention offers one-of-a-kind big data functionality to help salespeople dig deeper for richer insights on more companies and more contacts and automates the process of weighting and ranking for smarter prospecting
Salespeople will better understand when they should talk to a customer or prospect and what they can say to engage them in a meaningful sales conversation
This makes it possible to get in the door early beat your competition to the punch influence the decision process and gain favored-vendor status
Copyright 2014 Smart Selling Tools Sponsored by
laquoTWEET THISldquoLearn why sellingtools thinks Avention is perfect for turbo selling b2bsalesldquo
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
TURBO SELLING WITH AVENTION FOR SALES 22
Turbo Selling Playbook
Avention Conceptual SearchSM introduces a powerful technology that captures understands and connects companies and contacts to relevant topics with the ability to further associate them to traditional firmographic information
Aventionrsquos Business SignalsSM provide insight into specific characteristics of a business Using any number of our 1000+ Business Signals you can configure and prioritize real-time listening for companies and contacts at a level of detail and timeliness never before available
Avention Ideal ProfileSM|HWPEVKQPCNKV[NGXGTCIGUCEQODKPCVKQPQHQPEGRVWCN5GCTEJCPF$WUKPGUU5KIPCNUVQFGHKPGyour ideal customer score that customer relative to your criteria and compare it against our global database to uncover companies that match your criteria
Avention SmartListsSM|RTQXKFGCNGXGNQHVCTIGVKPIVJCVYCUQPN[FTGCOGFQHWPVKNPQY5OCTVGTVJCPCP[QVJGTNKUVyou can get the information is generated by our Conceptual Search and Business Signals technologies And since data is perishable the lists are kept evergreen with 24x7 updating
Copyright 2014 Smart Selling Tools Sponsored by
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
Which evolutionary stage do your salespeople operate in
WORKSHEET SALES STAGE ASSESSMENT 23
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Prospects are typically self-educated about options before they engage with you
Stage 2
Our salespeople offer proactive timely and relevant insight
Turbo Selling
Prospectsrsquo evaluations involve lengthy sales-cycles with multiple competitive options
Our salespeople collaborate on the decision process with prospects as a preferred vendor
Our salespeople use big data technology to auto-monitor and identify the best prospects in real-time
Our salespeople spend most of their time talking with quality prospects
Salespeople use search engines to identify and prioritize prospects
Salespeople spend less than half of their time selling
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
WORKSHEET SALES STAGE ASSESSMENT 24
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
Turbo Selling Answer
How much time do salespeople spend searching for the right prospects
What percent of prospect opportunities are your salespeople first-in
What percentage of time do your salespeople spend ldquosellingrdquo (talking with quality prospects)
Have you identified your ideal prospect based on firmographics and trigger events
How many contact attempts does it take to engage a prospect
What are you doing to ensure salespeople present relevant personalized information
What percent of newly identified prospects convert into opportunities
Important Questions to ask Yourself
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What sized company is most likely to want and have the capacity to pay for your prodservice
Which industries typically have the most need and capacity to pay for your prodservice
What is the job title or function of people who buy from you most often
Who else in the organization is usually involved in a decision (role job level)
Firmographics
WORKSHEET DEFINING YOUR IDEAL BUYER 25
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START
WORKSHEET DEFINING YOUR IDEAL BUYER 26
Turbo Selling Playbook Copyright 2014 Smart Selling Tools Sponsored by
What changes in circumstances would indicate a good time to contact a prospecteg New regulations are enacted
What events would disrupt the status quo causing prospects to consider changeeg Company is expanding internationally
What organizational changes would indicate an openness to changeeg Company has made an acquisition
Fire up your engineStart Turbo Selling today with your own free trial of Avention
CLICK TO START