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Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting

Courtside with Community ft. Tibor Shanto | March 16 | How to become a pro at sales prospecting
rhea.desouza
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Calling all sales enthusiasts,

This one is for you! 

Welcome to another edition of the #CommunityChat, where we explore a relevant topic with specialists, and YOU.
 

Theme: How to become a pro at sales prospecting
 

In this session, we will be joined by @Tibor, a sales leader for over 25 years. Called a brilliant sales tactician, Tibor helps sales teams and organizations translate strategy to results through a focus on execution.  Tibor develops salespeople who understand that success in sales is about Execution – Everything Else Is Just Talk!  

 

Here’s a list of questions we will be tackling - 

  • What qualification frameworks do you use to identify prospects?
  • Is there a way to qualify your list of prospect, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?
  • Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?
  • Metrics are key to success. But what metrics must be captured while handling prospects and how often?
     

Come prepared with your insights, and any questions you’d like answered.
 

Let’s get talking on March 16, 9:30 AM PT.

Cheers | Team Freshworks Community

61 replies

Tibor
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What a blast! It’s been an engaging hour filled with a lot of learnings and takeaways! 

A huge thank you to everyone who contributed their insights, questions and experiences - it will definitely be a useful resource to many! 

Finally, thank you Tibor for taking the time to share your expertise on the subject and the many useful tips and tricks. 

We’ll see you next time!

Loved all the insights from today’s session!! Looking forward to more of these.

Had a great time, thanks for having me, bye for now!

Tibor
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@Tibor - Thank you for your answers and explanations! A question for you based on your experience so far - what would you say have been your 3 key challenges in your sales career?

I would say:

Learning to say NO, not everything is as important as it sounds

I have to continue to remind myself to disqualify, good conversations don’t always lead to opportunities

Staying up to date, things continue to change, and as a SME, I need to stay on top of things, as do most sellers.

rashmi.nag
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What a blast! It’s been an engaging hour filled with a lot of learnings and takeaways! 

A huge thank you to everyone who contributed their insights, questions and experiences - it will definitely be a useful resource to many! 

Finally, thank you Tibor for taking the time to share your expertise on the subject and the many useful tips and tricks. 

We’ll see you next time!

Loved all the insights from today’s session!! Looking forward to more of these.

Cheers, Rashmi || Team Freshworks
rashmi.nag
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@Tibor - Thank you for your answers and explanations! A question for you based on your experience so far - what would you say have been your 3 key challenges in your sales career?

Cheers, Rashmi || Team Freshworks
rhea.desouza
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What a blast! It’s been an engaging hour filled with a lot of learnings and takeaways! 

A huge thank you to everyone who contributed their insights, questions and experiences - it will definitely be a useful resource to many! 

Finally, thank you Tibor for taking the time to share your expertise on the subject and the many useful tips and tricks. 

We’ll see you next time!

Cheers | Team Freshworks Community
alyssia.correa
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My question to Tibor and community is: Some prospects who express interest say they’d think about my proposition and get back in a few days - but they don’t until I follow up a few times. What is the ideal number of times to follow up and in what cadence without coming off as annoying?

@nivedita Early in my sales career I was enticed in to a cult, the cult of Next Steps.  No encounter with a prospect should end without scheduling the next step.  When you present the proposal, and they ask for time, say “ok, how is Friday morning at 10:00 to review, answer questions and plan next steps.”  

 

I don’t think that there are too many follow ups, but I would think about your process if you are running into this regularly. There some specifics, if you want to reach out.

 Love the next steps example! Always get them to commit to a day and time - half the battle won!

Ally, Freshworks Community Manager
Tibor
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My question to Tibor and community is: Some prospects who express interest say they’d think about my proposition and get back in a few days - but they don’t until I follow up a few times. What is the ideal number of times to follow up and in what cadence without coming off as annoying?

@nivedita Early in my sales career I was enticed in to a cult, the cult of Next Steps.  No encounter with a prospect should end without scheduling the next step.  When you present the proposal, and they ask for time, say “ok, how is Friday morning at 10:00 to review, answer questions and plan next steps.”  

 

I don’t think that there are too many follow ups, but I would think about your process if you are running into this regularly. There some specifics, if you want to reach out.

Manasa Kumar
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It’s time for the last question - question no. 4!

Q4: Metrics are key to success. But what metrics must be captured while handling prospects and how often?

To answer this question, start your answer with A4, signifying the answer for Q4.

Some metrics I like to track include: 

  1. Email metrics - email opens, clicks and replies 
  2. Social media engagement 
  3. Sales activity metrics - downloads, demo requests, calls, meetings 
Tibor
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We’re mid-way through the session. 🎉 Your next question is here:

Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?

Begin your answer for this question with A3 or click on ‘quote’ below

I find the most effective way to start a conversation is by providing an example of an outcome.  They always told us not to look at the last page of a novel.  I am saying the prospecting call should start with the end of the book, if they like that the rest of the story is straight forward.  Foocus on the end, not the means.

How effective is social media when it comes to prospecting? Is it important to track social mentions of your business and engage with prospects there? Or is it best to use social media as a tool to see if prospects fit your ICP?

I think it is one tool when it comes to ICP.  I would leave monitoring mentions to others in the company.  But I do think social to understand and connect with a prospect is part of your tool kit.

nivedita
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My question to Tibor and community is: Some prospects who express interest say they’d think about my proposition and get back in a few days - but they don’t until I follow up a few times. What is the ideal number of times to follow up and in what cadence without coming off as annoying?

Tibor
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It’s time for the last question - question no. 4!

Q4: Metrics are key to success. But what metrics must be captured while handling prospects and how often?

To answer this question, start your answer with A4, signifying the answer for Q4.

A4 - Metrics are key. While there are many, I like leading indicators, I measure the following:

 

Contact to Appointment

First Meeting to Discovery

Discovery to Proposal

Proposal to Close

Average Deal Size

 

Each of these require a learnable and improvable skill that can be coached to.

Tibor
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We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. 

  1. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. 
  2. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this information?  - Ask qualifying questions such as:
  • What is their current budget? 
  • Who are the gatekeepers? 
  • What challenges do they face?
  • When do they need it?

 

 

Well said, Manasa. Thanks for this 

A2 - I think the biggest factor is propensity to change.  I find the best way to deal with that is to get them to talk about a similar purchase they were involved recently.  You learn about how they evaluate things, and their willingness to change.  If they always go through the process and end up buying the same, they are stuck.  But if they describe how they are always looking for ways to improve, and describe how they are always will to beta things, then you have a better situation to work with.

A3 - I find that the four things above, budget, person, challenges, timing, are all things that can be addressed even when the may seem absent at the start.  Can they make a decision?  That’s key.  And it is rarely a power question, but an ability question.

rhea.desouza
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It’s time for the last question - question no. 4!

Q4: Metrics are key to success. But what metrics must be captured while handling prospects and how often?

To answer this question, start your answer with A4, signifying the answer for Q4.

Cheers | Team Freshworks Community
Tibor
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We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. 

  1. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. 
  2. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this information?  - Ask qualifying questions such as:
  • What is their current budget? 
  • Who are the gatekeepers? 
  • What challenges do they face?
  • When do they need it?

 

 

Well said, Manasa. Thanks for this 

A2 - I think the biggest factor is propensity to change.  I find the best way to deal with that is to get them to talk about a similar purchase they were involved recently.  You learn about how they evaluate things, and their willingness to change.  If they always go through the process and end up buying the same, they are stuck.  But if they describe how they are always looking for ways to improve, and describe how they are always will to beta things, then you have a better situation to work with.

S
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We’re mid-way through the session. 🎉 Your next question is here:

Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?

Begin your answer for this question with A3 or click on ‘quote’ below

I find the most effective way to start a conversation is by providing an example of an outcome.  They always told us not to look at the last page of a novel.  I am saying the prospecting call should start with the end of the book, if they like that the rest of the story is straight forward.  Foocus on the end, not the means.

How effective is social media when it comes to prospecting? Is it important to track social mentions of your business and engage with prospects there? Or is it best to use social media as a tool to see if prospects fit your ICP?

S
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@Srilakshmi I don’t think you should look at things that way.  I think you need to continue to communicate with all.  The folks you describe are what I call Passively Looking.  This is a great opportunity to influence their thinking.  You need to leave your product in the car, and lead with your subject expertise.

Thank you so much for answering :)

 

Manasa Kumar
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We’re mid-way through the session. 🎉 Your next question is here:

Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?

Begin your answer for this question with A3 or click on ‘quote’ below

I think LinkedIn helps reach decision makers in a professional setting. Instead of directly pitching, what’s worked is: 

  1. Following the decision-maker 
  2. Showing genuine interest in their industry and posts 
  3. Engaging and introducing yourself 
  4. Once they are familiar with you, you can draw attention to your offering and how it specifically helps them 
S
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We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. 

  1. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. 
  2. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this information?  - Ask qualifying questions such as:
  • What is their current budget? 
  • Who are the gatekeepers? 
  • What challenges do they face?
  • When do they need it?

 

 

Well said, Manasa. Thanks for this 

Tibor
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We’re mid-way through the session. 🎉 Your next question is here:

Q3: Prospects can be reached out to via email, social and cold calling. What form of communication works best for you? What are some tips to start a conversation with a prospect?

Begin your answer for this question with A3 or click on ‘quote’ below

I find the most effective way to start a conversation is by providing an example of an outcome.  They always told us not to look at the last page of a novel.  I am saying the prospecting call should start with the end of the book, if they like that the rest of the story is straight forward.  Foocus on the end, not the means.

R
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We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

A2 So these are the ways I know we can qualify prospects, 1. Organisation level Qualification- Which If your company has buyer personas, reference them when qualifying a prospect. Does the buyer match the demographics of a given persona. Which industry the prospect belongs to , whats the company size, does the account fit the requirements 

  1. Opportunity Level- Does the prospect know about our solution, is product aware or problem aware or solution aware atleast ? 
  2. Budget - This comes at a later stage maybe but to still have an idea would be great
  3. Authority/Stakeholder- Who would be the key decision maker , and how would they take it up ahead
  4. Timeline- What is the time frame they are looking to avail the solution
alyssia.correa
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Question from me: Is it okay to revisit disqualified leads or to continue nurturing them? If yes, what are some steps to do it?

Hi @rashmi.nag - Absolutely! In one of my previous comments I mentioned timing - sometimes timings is a key factor as to why a lead cannot proceed - sometimes it could be that their business requirements are not aligned, they have a lock-in period with another vendor- what I have done is to keep a mark on certain important leads and keep in touch from time to time, even if just generally! Some where through the process, an opportunity presents itself and you could have converted that lead into a customer!

Ally, Freshworks Community Manager
Tibor
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@rashmi.nag revisiting disqualified prospects is a must.  They may have different projects on the go, could be a question of contracts, or many other things.  But always revisit these disqualified prospects.  

Manasa Kumar
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We might have identified our prospects, but now it’s time to qualify them. Moving on to the next question in today’s conversation.

Q2: Is there a way to qualify your list of prospects, prioritizing those that are close to becoming sales opportunities? If yes, how do you do it?

To answer this question, start your answer with A2 or click ‘quote’.

Qualifying need not necessarily be like catching fish in a pond. You can get lucky every time, if you look for the right signals. 

  1. Engagement level with your business - Are they interested in your offering? Are they coming back for more information? Do they believe your product will solve for their problems?Engagement levels are easily available in a CRM. Scores are automatically assigned to leads based on their engagement with my business. 
  2. Are they similar to your existing customers - If they fit your ideal client profile, then they most likely will be interested in your product. How will you know this information?  - Ask qualifying questions such as:
  • What is their current budget? 
  • Who are the gatekeepers? 
  • What challenges do they face?
  • When do they need it?

 

 

Tibor
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Q3 - I try to go across the board, I don’t know what their preferred communication mode is, so we need to teat all until they show a favorite.   

 

I tend to start with things that current customers told me they are able to achieve as a result of working with me.  I use that to dangle concepts in front of prospects, and see who reaches and for which element.

alyssia.correa
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My question is - How much communication is too much when initiating conversations with a prospect? There is a fine line between over-communicating and not at all. What is a good balance to have? 

I believe there is definitely a fine line between professional persistance and annoyance, as I learnt this from someone. So I think the best communication is when you truly listen to understand and not listen to respond. Also while prospecting , whatever metrics we follow, we should always make sure that the prospect talks more and we listen, and then communicate. It should definitely follow a 70- 30% 

@Rituparna I love the 70-30% example! And I couldn’t agree more - always listen more than just communicating! Thanks for sharing.

Ally, Freshworks Community Manager

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