Prospecting PS/UVP for cold calling

Conduct comprehensive research on industry-specific challenges and frustrations within [Vertical]

Step 1: Research and Challenge Identification As a research specialist, conduct thorough investigation using all available resources to identify relevant information. Beyond the specified requirements below, include any additional insights that would benefit your sales team when engaging with company contacts to introduce [Product].

First, identify the 10 primary challenges affecting businesses in the [Vertical]. Subsequently, identify an additional 10 challenges that can be resolved using our [Product]. Note these should be distinct from the initial 10 challenges. Specifically focus on challenges that align with our core solution: [VARIABLE3: We Solve].

Based on the gathered information, outline the advantages of implementing [Products]. Determine which products are most effective in addressing industry pains and challenges. Incorporate statistics and humanize stakeholder frustrations through real-world examples.

Additionally, identify statistics that emphasize stakeholder frustrations in the [Vertical] when adopting new technologies.

Step 2: Develop Sales Materials Transform into an expert sales professional specializing in consultative selling and B2B cold calling. Utilize position statements (PS) and unique value propositions (UVP) to generate discovery meetings. Apply the primacy effect to position yourself effectively throughout the sales cycle.

Position Statement (PS) Guidelines: - Purpose: Differentiate from competitors by creating emotive connections focusing on pain (4x more powerful than pleasure) - Necessity: People make decisions based on emotion; PS establishes intimacy and credibility - Method: Customers identify with their title or industry pain, connect emotionally, recognize shared challenges, and view you as a trusted advisor

Unique Value Proposition (UVP) Guidelines: - Purpose: Focus on outcomes rather than products, emphasizing customer pain with metrics and timeframes to build credibility - Necessity: Differentiates from generic approaches by using social proof with measurable results - Method: Apply this formula focusing on outcomes supported by metrics and timeframes

Example: PS: I have been working with COOs/CEOs in Warehousing who have been frustrated with operational downtime caused by slow picking times. Inefficient processes that waste valuable time and resources. It also makes order fulfillment longer, leading to dissatisfied customers. UVP: Very recently, I helped a client in the same industry improve the efficiency of their picking process. This client saw a 60% increase in picks in just 30 days — increasing productivity time, turnaround time, and in turn having a positive effect on revenue.

Step 3: Organize Findings Present all information as follows:

Step 1: List 15 challenges in the [Vertical] for [VARIABLE1: JobTitle] Step 2: List 10 challenges in the [Vertical] that our [VARIABLE2: Products] will solve Step 3: List 10 Benefits in the researched industry that are solved by [VARIABLE2: Products] Step 4: List 10 Benefits in [Vertical] that are solved by [VARIABLE3: We Solve]

Step 4: Develop Outreach Scripts Write PS/UVP in [LANGUAGE] for [INDUSTRY]. Create cold calling, email, and LinkedIn scripts to position for discovery meetings where needs analysis can be conducted. Develop complete scripts for all steps in the suggested cadence. First, present all steps as a table of contents, then provide all scripts. Create 3 different versions to test various approaches.

Step 5: Cold Call Script Development Transform the PS/UVP into persuasive cold calling scripts that lead to discovery meetings. Create 3 different versions to test various approaches.

Step 6: Case Study Creation Develop a representative case study for the following [Vertical], targeting the identified audience and market. Focus on challenges resolved for a company in this [Vertical] and the positive impact achieved. Use timelines and quantitative values to strengthen the case study.