Ditch ” Send Me Info” & Just BOOK THE MEETING
March 7th, 2020
Hot Tips on How to Wrap it Up & Book
The Meeting with Any Top Decision
Maker
Here it is March 2020 … going into the 2nd Quarter of the Game , 3 months
into 2020
Are you Deeply Satisfied and Content with the Sales Performance and Sales Revenues so far ?….
As B2B marketers we know that we have to create a HUGE Sales Pipeline
to sell into
We know that we have to have Conversations with top decision makers in
our most desired niches …
And turn those Conversations into Booked Meetings
We also know that that there are Multiple Touches On Multiple different
Platforms we can use to Connect, have a Conversation and BOOK MEETINGS
But… we also know that Cold Approach E-mail, Social and LinkedIn are
GREAT Options to Connect –BUT, we need to get these People on the Phone for a conversations to Book High Level meetings
Nothing is better than the PHONE … to book meetings
These are the Typical, Average Touches that Professional sales people do….
What I see and witness all the time is that sales People send out a Lot of Emails,
Hoping for Blow ins . Sales people send out a lot of Linked in Connections
Invites, Hoping for the target to accept
However they struggle over the “Phone” with nailing down
the “ 1st Meeting new Client Booked Introduction”
When they finally connect with a prospect after they have done , 17
touch points …and the Target finally says :
HELLO …
The sales professional launches into their Opening statement and then the
prospect says —
“ We’re not interested”
“We’re using ABC Company”
“We have no needs”
“ We do that in-House”
Or the all-time Crowd favorite
“Send me some Info”
And then the sales professional crumbles like a ‘House of cards”
You must learn this ….
“ It’s socially acceptable for the
Prospects not
to tell you the truth”
So here’s the scenario, you have called your target 8 X , emailed him 2 X
and on your 9th attempt , he picks up the phone and says “ Hello”
You go through your Pitch , he seems interested and then says
“ SEND ME INFO “
“Cut Them Off at the Pass”
If you are getting send me information all the time and you are challenged
with just –Booking the DEMO
Try this tactic
Squash the send me some information line
- The idea is to grab the objection out of their brain before they say it
This is called a Pre-frame. If you know what the person is going to say before
they say it . And if it’s going to be negative, an objection or some push back.
Rather than wait …and see if the prospect doesn’t give you an objection
The idea us to block and counter punch known objections before
they come up .
When a prospect Objects or says “Send Me Info “and you now have to turn
them around from a “Send me Info” to Book the Meeting
That’s very manipulative.
Or worse , it took you 7 calls, you sent 4 emails , you did 2 –
3 X Linkedin invites . You finally get through and the target says
“ Send me info “
Now you’re going to have to –Send Info and then do 17 Touches to connect
with them again, that could take another 2 weeks . You got them on the
phone
.. Just Book the MEETING NOW with them
Pre-Frame the Objection Up-front ;
Anticipation and Preparation : is everything
The prospect is going to say “ They are not Interested
The prospect is going to say “ Send me Info “
Anticipate this
Know this
They are going to do this
So Be Prepared and Anticipate this …!!
Don’t send Info , it’s a waste of time and they are probably
bull-shitting you — that they are interested in the first place. They
are just being polite .
Book the meeting, If they are interested they will take a 5 minute
Discovery Call or a 10 minute Executive Web Briefing
Non-committal and Avoidance , NEXT –> catch the next wave.
If they won’t …let them go…
Cut Them Off at the Pass ( Pull the send me info line out of their brain
before they say it ….)
What this statement implies is : the Conditioned Mind-set of your target
account will win them over 100% of the time
Who-ever “ Owns the FRAME wins the Game”
You’re 75% – 80% of the way through your Pitch and the
Target is NOT INTERRUPTING YOU
This is Everything …
You Don’t ask if they are interested or Isn’t this Great >>?
You just keep moving forward and Flow right into this Phrase
Say something like this …
” Typically at this point almost all of our clients –ask us to send something over
to them by email – . And we most likely can and we will do that…
But what we’ve heard so often from our clients telling us is that they need
information that is tailor-made and specific to their exact circumstances,
they just don’t want generic information sent to them, this is new to you and
most likely you’ll have a few questions that need answers )
….. I’m sure that’s the same for you
Every time we send over generic information that’s not Tailor-made or
SPECIFIC it kind of shoots us in the foot & doesn’t do anybody any good
- We meet with our clients 2 different ways –—We can have one of our
subject matter experts pop by with some Pdf’s , Pricing and some samples show
you these new innovative ways you can …that are reaching a tipping point
right now
— It would be a brief 10 minute exploratory meeting with no commitment or
obligation at all
—- It’s purely a learning, exploratory session
- Should your schedule doesn’t permit we could schedule just
a five-minute Discovery call with one of our subject matter
expert’s over the phone in the next week , how about Tuesday
@ 10:30 or Wednesday @ 2:00 ?– All we’ll need is maybe five minutes ?– They can have a quick
conversation , find out specifically what you’re looking for & then
send over the appropriate tailor made information for
you …. (makes sense )
Which would you prefer ?
Another version
Say something like this …
” Oh awesome, it seems like you’re kind of interested and Open to some new
ideas or options in this area in the future….
“ Typically at this stage most clients want us to send them over some information
at this point
What we have found by our clients telling us is that , they get about 160 e-mails per day, they’re super busy at their E-mail in-box– and if we send over generic information that’s not tailor-made to their exact specific needs and circumstances , it’s going to bring up questions .. Those questions needs some answers and if we’re not there to answer them.. it kinda shoots us in the foot”
I know you’re busy and respect your time. We’ve prepared a 10 minute
Multi-media , really visual Executive Web Briefing,
it’s right over the Internet –that will quickly determine if our solution will be of value
to you. I guarantee this will be time well spent
– IT will present the key features, a tour of the Best Practices that other companies are implementing and a Visual on the ROI and the payback …. –
(See how you refresh all of the benefits they will get at the meeting, making this so enticing…)
We would love to show you this to see you to see what resonates with you and get your professional opinion and insight on our value proposition …
How does your calendar look for this week or next?
- I have a few time slots open this week on Thursday or alternatively we could do next Tuesday at 10:30 – which of those would fit better for you busy schedule?If you’re too busyand your schedule does not permit ..How about a 5 Minute Discovery call with one of our Experts , — They can have a quick conversation , find out specifically what you’re looking for & then send over the appropriate tailor made information for you (makes sense– Now they are choosing between a 10 minute web demo or a 5 min
discovery call – Not interested is not in the picture )
___________________
“ I think it would be a good idea to go through a 10 minute executive web briefing,
it will show you exactly how our solution will enable your company to ;
— Benefit 1
— Benefit 2
— Benefit 3
Brag and Boast about known objections and concerns Up-Front
If they are thinking about an objection the target cannot be relaxed or
subjective about anything, you need to get them to shift their focus –
Here are some Fresh, new Great Angles to BOOK 300% MORE
Meetings with High Value accounts
Sprinkle your ‘Sales Intelligence’ & Research into your
20 second opener …
In talking with members of your team, I learned about your initiative to
improve, do this or that
In talking with members of your team I learned about your initiative to
improve customer retention. I’ve also emailed and reached out to multiple people
in your company to really understand your goals and challenges and I understand that ___P1_______ and _____P2_______are not where you would like, and that
you’ve identified a few root causes such as
In talking with members of your team, I learned about your initiative to
improve customer retention, and I believe that our new solution could be a
great fit for your organization
__________________________________
“ Hi Mr Prospect , I’m with _________ and I understand from talking with________
and ______ and reading a press release on your web site that you’re in the
process of , have a target or goal of , one of your initiatives or objectives are …
We’ve worked with a number of other firms in similar situations helping
them to ( MONSTER BENEFIT and Price-less answer they’re looking for )I’d like
to ask a few quick questions to understand your circumstances to see if I could
provide some relevant information” ( who could say no to that )
Permission Based Cold Calling 2.0 Opening Statement templates :
I just got off the phone with a conversation with _____ around some Gaps in
the way they ________ , and your name came up as more of the resident expert in this area
Did I catch you at an OK time ?
I was just on Linked-in and noticed that we have a couple mutual friends
there ________ and _________ ,
Did I catch you at a good time , can you talk for 2 minutes ?
Hope I’m not interrupting anything too important, can you talk for 120 seconds ?
Opening statements
Hey the reason for the call is we recently helped __abc co____to _____B1___ and
remove problem ________. And I was just reading a press release on your web site
that you’re in the process of _________ ,
— Have a target or goal of ________?
— One of your initiatives or objectives are …And I wanted to see if this may
be of some help as well to your company
And we’ve just finished working with 5 similar customers that were going
down the same road : we’ve helped them do this 3X faster , avoid all the
mistakes and holes in the road and get 4 X Better Results
If you’re not too busy can you give me just 120 seconds on the
phone here to see if there could be a fit or if you’re busy can
I get five minutes on the calendar later this week or next week !
____( very chill statement )_
Hey John it’s ___________ calling with __________ the reason for my call is
that I saw that you’re planning to ( Big trigger event, initiative,
objective , press release )
I have to imagine you’re concerned about having a plan that will be __huge
Result ___
Our company has a lot of experience building and designing projects exactly
like ….. such as ________ and _________ and I’ve seen a lot of blowups
and train wrecks along the way but mostly under whelming and under performing
results.
I have a few ideas that have really helped a number of similar companies,
( name drop 1, 2 , 3 ) this could help you possibly to avoid some common disconnects and problems and holes in the road in the future …
Can I ask just a couple quick questions?
Right after your opening statement , say this :
( about 20 seconds ) Chill Them Down
“ And hey … I know I’m calling you out of the Blue and catching you off guard , from
the information I’ve researched off your website & LinkedIn profile , there might
be a possible in the future when needs become apparent, since we’ve
worked with many similar companies as yours — , this is purely an exploratory call
OR
“ And hey , just to take a step back, I’m not here to sell your anything
right now… from the information I’ve researched off your website & LinkedIn
profile , there might be a possible fit in the future, when needs become
apparent, since we’ve worked with many similar companies as yours
Working with your peer group we discovered ___P1___ and __P2__, which Led
to issue 3 and issue 5
We’ve have a proven solution to deliver — __ B1_and __B2__and ultimately
monster benefit B3
I’m just looking to get your insight/ opinion and feedback on what we’ve
created for your per group/ industry / vertical ”
We wanted you to take a look at it and get your opinion insight & feedback
on what we’ve created and see what resonates with you –— to see if it’s
something you could use down the line in the future ..( great Line to book meeting)
___________________________________
Referrals and Name Drops are the key to an Attention getting
20 second Opener…
“it’s not how much you know, it’s who you know in their company”
ICR –Internal Credible Referral’s gives you Power
Murray’s 3 Step — Permission Based Referral to the
Decision Maker method :
“You have to go Low to Get High” …
Find Sponsors & Champions”
We’ve literally almost wrote the book on Outbound Sales Development
–– 400 Companies
— 49 industries
— 238 High Tech companies
We provide a complete Done-for-you Solution including :
One Outbound Hunter ‘Specialist’ can produce 25 – 50 Qualified Meetings,
Presentations and Appointments for your Sales team to sell into :
— Locating Top Flight Outbound Sales Development experts
— Irresistible Talk Track, script design & Sales Playbook development
— Perfect Customer Profile List development hacks and tools to use
— Coaching and Live Cold Calling training using our famous ‘Speaker
Phone 3 way technique
— One call Close Pitch Deck & Written Deck Web Demo design
Call me on my cell # anytime 604-307-2431
Thanks so much,
Murray Warren
604-307-2431 –cell
PS – We 100% work on a Performance and value basis
http://www.Increased-Revenues.com
Here are some Live B2B Cold Appointment setting calls in
The Digital Marketing / App/ Agency Space to listen to :
Click to hear Live Audio call
-Calling for Web Site Design , Social Media , SEO
Click to hear Live Audio call
–-Tech start up -heat Tracking / Digital Google analytics prod
Click to hear Live Audio call
Tech start up Heat Tracking call
Click to hear Live Audio call
– Booking appointments in Loyalty Rewards Digital Prods
Click to hear Live Audio call
– Cold Calling & Booking Appointments in Web Design, Social and Asian
marketing with We-chat & Baidu
Click to hear Live Audio call
–Cold calling and Booking meetings with a Tech co. in the Online Web- Chat , A. I. space
Click to hear Live Audio call
-Cold Appointment setting in the Web Design, SEO, Ranking ..Social space
Click to hear Live Audio call
–Cold Approach Appointment setting in Winnipeg in the Web Design, SEO, Ranking ..Social space
Click to hear Live Audio call
-Here’s another great Web Design , SEO, Rank Higher get more leads Call
September-Back to Business 2019 Appointment Setting strategies
August 25th, 2019
Hope you all had an awesome summer and we’re ‘Livin the Dream”
Was paddle- surfing some great waves here on Bowen Island over
Aug 3 weekend ..2 – 3 ft screamers . We all know Vancouver like
the back of our hands don’t we ..in a few weeks the leaves will be
all falling off , it’s raining and we’re heading into October ,
November doldrums…
Like I have said before ” Pipeline Cures All Ill’s “
IN order to CRUSH your Sales Targets and have your sales team exceed
and surpass the outlined End of Year Sales targets for your company
Two things are probably happening :
-
You have an amazing INBOUND strategy and all your Best Prospects
BLOW IN and ask for meetings, demos and Trials ALL day long -
You have a high performance inside sales/ Outbound Sales
Development team IN-HOUSE Generating 30 – 100 Meetings
per month for the sales people to sell into
And if you DON”T have his happening , You have to do all of the
Lead Generation and Appointment Setting your self
In addition, all of the new client presentations and introduction
all the proposal’s , quotes, follow-up , and CLOSE the deal and
run it to the finish line
Whew… that’s a lot of work .
Since we started 22 years ago Building and Managing $ Million
Dollar producing Outbound Sales development teams In-House
We’ve been retained by over 400 companies , in 48 industries
over 239 Technology, Software, SAAS & APP companies….
We know a thing or two about Outbound …
–Click to view our Latest FREE Outbound 2019 Swipe File
Summer 2019 4 Back to Business V-4 July 1 2019
# 1 Rule –Don’t Rely on your Sales Team for Pipeline and New Business
Development
# 2 – Build an In house Outbound Lead Generation / New Business
Development team In house, that Books the meetings and Demos
for the account executives.
Have them do 100 activities per day into the 4 Quadrants Here
-1,500- 2,00 activities per month
POOF… 25 – 50 Appointments Booked per month/ per person.
We have a complete Done-For-You solution to help your
company build a $ Million Dollar Producing Outbound Sales
Development team in-house at your company
We deliver:
-
Source and Locate Outbound Superstar Telesales People
SDR and BDM’s to work in house or Virtual for your
company& Book 25 – 60 meetings per month. -
Create all the Outbound talk Tracks / Scripts and Objection
Handlers . -
Test and De-bug the scripts by making 100 Live Cold
Calls Book meetings and Appointments and record MP 3 Files
for the Sales Playbook -
Supply ‘Best Proactive” Cold Calling 2.0 Training and Coaching to
“Master the Outbound B2B Hustle”If you want to learn how we can help you do this 3 X faster
and get 5 X better results -call Murray @ 604-307-2431
–Click to hear live call
Calling into huge warehouses to do LED Retrofits of
their interior lighting- In less than 9 months we built
a $ 39 Million Sales Pipeline and closed $ 6 Million in
new business
–Click to hear live call
Jane and Murray switching around a client at the
11th hour of the court room steps – High end LED Lighting
–Click to hear live call
Testing the new script with the biggest Digital
marketing agency in Vancouver – In less than 5
weeks generated over $ 120,000.00 in MRR.
–Click to hear live call
Testing the new script with the biggest Digital
marketing agency in Vancouver –Plumbers Market
–Click to hear live call
Testing the new script with a big Loyally , Rewards and Fan Engagement gamification Platform going after University Sport teams
–Click to hear live call
New client doing Outbound going after the Hotel / Resort market with
all-in-one cloud based Property Management system
–Click to hear live call
Testing the new script with a big Loyally , Rewards and Fan Engagement gamification Platform going after University Sport teams – call 2
–Click to hear live call
Here we are testing the new script with Dental Practices with their New
Hygienist, Certified Dental Assistant App
–Click to hear live call
Here’s a really fun, brutally competitive call . Notice how prepared &
ready I am for his objection , anticipation and preparation are the
KEY in any push-back situation
How to Overcome & Shift Buyers Beliefs – Looping & Deflecting
September 2nd, 2018
Jordan Belfort gets full credit for really developing Looping and
Deflecting is one of the most effective & interesting objection
prevention technique since it’s :
“Knocking out the Buyers Beliefs before they bring them up”
We call this a pre-frame, grabbing the objections that the prospect
98% of the time they most likely will say, and before they bring it up,
crush it and shatter the 3 most common stalls and Objections and
Fears and Doubts they have.
And cut them off at the pass
The entire philosophy is that More Objections that occur in a Sales
Transaction, the More Likely there will be in-decision or a No . If a
presentation has nothing but Yes’s and Positive statements without
any Objections , Its Way More Likely and Probable to CLOSE the Sale.
A successful sale will occur when you knock away enough objections, fears,
uncertainties and Doubts so the scale tilts towards the buying
decision ( FUD’s )
Jordan Belfort’s Straight Line Selling brought this to the surface
and I want to give credit to him, this is a great technique
Let’s pre-suppose 3 things right up front :
1) 97% of the time there will be objections that come up in your
sales process
2) 19% to 35% of the time we can close the deal and gain commitment
on the very first call
3) A customer buys when He/ she has certainty in these 3 areas
— The product you sell / the timing/ benefits it delivers
— The company you work with ( credibility)
— Trust of the sales person
It’s the people ‘on the fence of in-decision’ that takes you to
be a Top producer
You can’t scale your business on lay-downs, you have to learn how
to overcome their objections and push back and move it forward to the CLOSE
When you try to close your deal 98% of the prospects are not certain to move forward right now and want to ” Think About it”
This is where the sale really begins with that prospect says- let me think about it
It’s a smokescreen for uncertainty, fears, uncertainties and dealt
They need more information to increase their certainty
Your First No
When you hear NO or I want to think about it or I have to talk to my
partner or we don’t have it in the budget .
The first thing you want to do is —not answer that push back
Use Deflection
Here are a few examples of the first loop you do
” I totally understand what you’re saying, many of the other VPs of technologies
CIOs, CTO’s I talk with had said the same thing initially, but let me ask you
a question… does the idea makes sense to you ! “
” I hear what you’re saying, does the idea makes sense to
you. Do you like the idea?
This shows where the prospect is at in the certainty scale about your
product or service
As Soon as they say yes they like the idea ….
You can say … fantastic what do you see as the biggest advantages
and benefits over what you’re doing now?
Awesome
Now we come in for the second loop
” Exactly it is a great idea and those are amazing benefits and advantages
in fact the true beauty of the service and the product is
— Benefit 1
— Benefit 2
— Remove Problem or issue 3
Exactly it really is an awesome product and service
“Let me ask–if I had been your financial adviser let’s say for
the last 36 months making you money on a consistent basis you
wouldn’t be saying — let me think it over right now you probably
saying let’s get started because you trust me as an expert”
” or if I’d been your marketing and sales analyst and it’s 12 months
from now and we knew each other really good and I Exceeded
your expectations of the last 12 months, you probably wouldn’t
be saying I want to think it over right now, am I right ?
Exactly I understand your feelings you don’t know me and my track
record and my company’s track record
Let’s cut to the heart of the matter you, you don’t know me
My company and you don’t trust me and or the ROI so
let’s deal with that
Product / Timing Company TRUST of the Sales Person
Now we come in for the 3ird loop -CLOSING TIME.
I’m going to be the # 1 producer of my company and I
pride myself in helping my clients save money and get way better
efficiencies and productivity out of their systems.
I’m constantly meeting customers that initially were skeptical like
yourself, almost 90% of the clients I talk with are just like you. And
then six months later I get text’s and email’s saying thank you so much
and are so happy with their decision.
I plan on being number one at my company and I’m not going to get
there without my clients giving me tons of referrals
And as far as our company goes:
— We’ve made it into Profit magazine for four years as the 37th
fastest growing company in Canada
— We have over 183 companies that were using a system like you
had initially and have switched to our system and over the last
6 to 12 months have saved an average of $450,000 and increase
their efficiency and through-put 73%
Let’s say you signup for our ‘Cloud Based SAAS Platform’ and I’m
totally wrong and our product doesn’t meet your needs and you want
to go back to your old way/method/system of doing things …
Is the cost & Time of doing this going to put your company
in the poor house ?. Not really …hardly a dent in your monthly
expenses
What’s the worst that could go wrong?
— You make a 100% ROI at 8 mths instead of 6 months
–Your increased through-put is 50% more not 73%
..And the up-side potential & probability is awesome , what
if we can
—Benefit 1
and Benefit 2
We can start off small and slow with just a few modules…
In addition what we can do for you besides this transaction we
can help you with ______ and _________ .
What if 50% of this is right , it would still be amazing
Please don’t misconstrue my enthusiasm for pressure here,
I just think it would be a perfect fit for your company
Honestly the only problem your’re going to have is that
we didn’t show this to you 6 – 12 months ago…
Big Closing Question :
So if we can :
–Offer benefit 1
–Gain Benefit 2
–Remove Problem 3
–With a 100% Risk Reversal guarantee for 3 months
— No Contracts and can cancel anytime
Can you think of any reason Why we can’t get started right now getting
these benefits and advantages for your company ?
Cold Call Objection Handling Templates
July 21st, 2018
Here is a great short objection handler to use when booking meetings & audits
True story, Let’s call her Jane she is selling $100,000.00 – $500,000.00 LED Retrofits of huge warehouse’s and facilities. This business has a 30% net profit margin …so there is significant commission in this industry
I witnessed Jane use this objection handler 3 X . She Booked the meeting right in front of me . Then met the client and earned over $ 450,000.00 in sales deal flow with prospects who said “ Were Not Interested “ initially
Great objection handler for “We’re not interested”
That’s perfectly OK, and just know that I am not trying to sell anything today. Instead I just want to provide you with a proven resource you might be able to use down the road should you find you ever need :
–An LED retrofit of your facility to save 80% off your monthly utility bills, give your warehouse 10 times better lighting and reduce the carbon footprint
Or to compare quotes and services with a different “best practice” all in one LED provider
I understand you’re not interested right now or working with someone else , BUT … I would still like to Meet you and introduce myself and drop off some information, brochures and pricing
to you
Hey …How does your calendar look for Friday @ ________ or Tuesday
@ ______ ?
Click to hear Audio of Live call
Business to business cold calling for appointments and meetings is brutally hard. We are doing interrupter marketing, calling people that are not expecting our calls and completely interrupting their train of thought, what they are doing , functions and tasks
“Your timing, the Value you deliver, your Research and your Name drops will immediately Blow away any push-back or objection”
It really is a numbers game
If you have a good researched list with 3 to 5 name drops and internal credible referrals, a good core message, and you’re confident and certain in your tonality and tempo — you’ve got a 50% chance
You have to be able to truly understand your prospect and target
You have to understand the pain that they could be experiencing
And truly believe that your solution consultant that pain
And express that confidence and certainty in 20 to 42 seconds on the phone
But one thing for certain we as sales professionals have the upper hand because we can predict exactly what they’re going to say before they say it
Conditioned response
Just like a bug , a Mosquito lands on your arm … it would be totally reasonable to swat it off you
This is what your prospect is doing …
These happen generally in the first 10 to 20 seconds of the call. Pushback, we’re not interested, we’re fine with what we have, we’re working with so and so
You have to understand that 100% of the prospects and targets couldn’t care less about the core message
Prepare to be the best but expect the worst on every single call
If you prepare to be the best and expect the worst… then you’ll be able to block and counter punch the conditioned responses within the first 20 to 40 seconds
Some of the tools we use to get “ICR’s” ( Internal Credible Referrals and name drops are
— https://hunter.io/search Email Hunter -the best free resource to get
All of the email addresses and names of top decision makers in any company
== https://connect.data.com/home – This is a crowd sourced database with over 70 Million records . Its been sourced by 200,000 sales professionals and its FREE
== https://www.linkedin.com – Linkedin is a great source to get the names of people in their inner circle
Why is this good ? And why the hassle of all this waste of time researching you’re thinking ?
You can use their “Trigger Events ‘ that are going on in your – Opening statement – In an Email to them – In a Voice mail to them
Example
I used to just call the lowest level person in the department I’m going after. And then I would just shoot the breeze with this person and go oh what’s the weather like over there, what city are you in ? cool ,never been there , here it’s beautiful, your part of the _____________team is that right ?
Excellent and Jimmy Jones he would be the chief operating officer right, and he would take care of the reviewing and evaluation of their __________
Then I would ask the Gent , if you could improve, change or alter anything with regards ___________, what would be on your Dream Wish List ?
“ Oh hi Jim I was talking with Kathy and your name came up as the resident expert in authority I need to talk to you, did I catch you at a good time can you talk for a brief moment?”
“ Oh hi Jim, Murray here I was doing some research on your School District and I was talking with Kathy which led me to a Bill and they both seem to agree that you were the resident expert I need to talk to, did I catch you at a good time can you talk for a bit moment? “
“ oh hi Bill it’s Murray here , I have been bouncing around between a bunch of your peer group and colleagues over there I was trying to reach Kathy, and then that led me to Bill and then to James and I see you’re the director of Communications over there — would you be the right point of contact who would take care of Communications & Parent / Teacher communications
“ Oh Hi Jim , I just got off the phone with James and we were talking about some of the Gaps he’s been experiencing with ____________ and he mentioned that you’d be the best point of contact regarding ____________ ,
Do you have a focus or attention in this area ?”
The Permission based referral Decision Maker method :
Here are some Conditioned Response templates to use in the 1st 20 – 40 seconds of any Push-back
Preparation & Anticipating rejection…
- Agree with him – say whatever he said and feed it back to him.
- That’s totally cool
- That’s not a problem …
- Not a problem at all…
- You’re absolutely right…
I have had other people in the home building industry in Hamilton say the same thing — say this before. Probably 98% of our clients all had other systems/ crm solutions in place when we first me them
- Group them together with others
”As I said, we’ve been servicing real estate home-builders and Agencies for over 17 years and have 400 clients in n America.. for nearly 17 years and have had 1,000’s of people say the same thing, that they were happy with their present setup, some had paper , pens and excel and that’s great
…So I totally know where you’re coming from
‘ We’ve had 400 companies like yours put their reservations aside for 9 minutes and were totally blown away and have been clients for years’
(You need to validate what they are saying so they feel that you are listening to them)
“I totally understand –why would anyone consider this if there weren’t a rock solid viable alternative?
‘ the 5 other customers we have in your area , such as___________ and
________________ when we met them they were all using another solution.
- Seduce and entice them with better results/benefits and ..
Many other [industry] members are open to getting some new innovative ideas that would allow them to –Do More with Less and feel it’s important to stay ahead of the curve and keep their ear to the ground on new technology regarding CRM solutions and Automated email technology changes so fast ,,, if you’ve been using a crm for 3- 5 years now , there’s major breakthroughs in features and functionality that were not available at that time ,not even invented –such as
Distract & Refocus on New Possibilities.
You made it very clear that you’re happy with your present set up and that’s cool …If down the line in the future …
… If you found out from a fact or from someone you respected or admired and they said you could improve efficiencies and reduce costs… and monster benefit 1, 2 , 3
- Might that change your opinion slightly?
- I’m just wondering if you suspended your judgment or perspective for just a brief moment and found out for a fact that our “Solution” could compliment and augment what you’re doing/using a
Canada Job Grant Training -Outbound Sales Development
March 10th, 2018
Canada Job Grant – Outbound Sales Development and One-Call Close Web based Demo Training and Coaching program 2018 – 2019
The ‘Nose to Close’ Process : The ‘One-Call Close’ Web based / Online Presentation process ;
( Build a Pitch Deck that follows the steps 1 through 6 – for example for N-Needs –you would have 3 huge monster problems, challenges & fears that your market is having without your prod/ serv. And some images or animation that portrays what their grappling and struggling with, — use PPT or Keynote on a MAC
1) N – Needs, critical business issues & problems
2) Agreement on needs / anchor this
3) Up front trial Close / the yes before the “yes ”
4) O –Outcomes/Benefits, what you get “After”
5) S – Solutions – F.B.Reaction – in the “clients voice”
6) E – Evidence, validated proof, case studies, referenced accounts
7) Summary of problems, economic impact, repercussions of non-action and
ideal outcomes looking for
— What is the delay or putting it on the back-burner worth ? Cost of doing nothing exceeds the price of the solution
Summary of Benefits – Value , ROI potential..– Cite penalty for delay “ Huh.. so over 36 months you could lose about $ 360,000.00
Soft close –“So …If we can show you how you can …”
“ Can you think of any reason why we couldn’t get started?
Gain commitment or advancement
Isolate and finalize all objections & Concerns and Bring to a positive conclusion
Official Course Outline for Canada Job Grant
CONTENT COVERED:
Session I – Your New Core Opening Value Statement
- How to Pique a Prospects Interest in the First Few Seconds of a Cold Call, mostly focused on you and getting your pitch down, crafting your big idea, and nailing the hook point .– Research sources to find the “what’s going on in their world” to use in your opening , your email , your voice-mail , your LinkedIn connect invite …
- Eliminate “No, Thanks”, “Not Interested” / “We’re All Set” Responses by havingTrigger Events researched, colleague name drops, nudges , internal credible referrals, and references
- Includes 6 word-for-word Opening cold approach script templates / examples , Learn the Permission based 120 approach opening , The ‘Faith’ Opening, the Richard Dreyfuss opening …
- 50-Minutes plus Q & A Followed By Comprehension Exam
Session II – Gatekeepers & Voicemails
- Avoid Getting Rejected by Gatekeepers for-ever. Own the Frame, Win the Game.
- Gain all of the decision makers names , colleague name drops , Phone #’s
and email addresses before you call – Never have to ask “ Who’s in charge of… ?” - Increase Voicemail Call Backs , The Mystery Intrigue 75% return call-back voice mail template, the We just finished working with…The Referral, the Nudge template ..
- Includes word-for-word sales script templates / examples
- 50-Minutes plus Q & A Followed By Comprehension Exam
Session III – Pain & Problem Development
- How to Master the Problem centric IN , Benefit OUT peer group approach
- How to Get Your Prospect to Open Up & Recognize a Need
- Anchor the 3 biggest problems your prospects are having by NOT using your products or services
- The 3 Biggest Benefits your customers gain from your products and services
- Create Urgency for a Solution
- 50-Minutes plus Q & A Followed By Comprehension Exam
- Live cold call training into your lists
Session IV – Cushioning & Qualifying
- Identify the Real Decision Maker(s)
- How to create easing the tension Cushioning statements to chill things out fast
- Bridge and Transition statements ” from what I see on your web site ...
- ‘Humility earns Trust ‘ The Power of “ I don’t know , I’m not sure ?….”
- 50-Minutes plus Q & A Followed By Comprehension Exam
- Live cold call training with your lists
Session V – Your end-to-end Presentation Skills
- Give Presentations that Hit the Prospects Hot Buttons & Increase Desire For Action
- Clarify if right point of contact, Referral Opening statement… reason for the call, chill down, problem centric, I’m not sure, Big T.C. Benefits Out, Cut them off at the pass
– Book Demo - How to Uncover the Real Objection & Close the Sale– totally cool , I understand ..In addition to …
- Learn the Permission Based, Fear-Free Approach
- Live cold call training with your list , making live calls into them
- 50-Minutes plus Q & A Followed By Comprehension Exam
Session VI –Objection Handling & Send me info is not real
- How to Pre-frame and cut the ‘Send me info’ line off at the pass, eliminate
this from coming up - The 3 most common objections that come up and how to block and counter
punch them like ‘Mayweather’ - The Ultimate Objection Handling framework to pre-frame, overcome , diffuse
and dis-mantle every objection you get on a Cold Appointment setting Call - 50-Minutes plus Q & A Followed By Comprehension Exam
Session VII –The Nose-to-Close / One Call Close Web based Demo
Closing Process
- Learn how to Master the One Call Close Executive Web Briefing process
- How to convert 60% of Discovery Calls to Web Based presentations
- Templates and step-by-step cheat-sheets
- How to develop a 5 step One-Call Close Pitch Deck and Written Pitch Deck and close your new accounts off a web demo and Or Web based Discovery Call 10% — 35% of the time
- How to master the Champion / Influencer Waterslide to meet the Emperor/ Top
decision maker - 50-Minutes plus Q & A Followed By Comprehension Exam
Session VIII – Cold Approach Referral E-Mail Marketing Techniques
and Templates
- The latest cutting edge, high converting Cold Approach E-mail marketing template swipe file that is proven to generate a 9% – 12% referral return
- Research tools and Hacks to get all the information your need : Decision makers names and all their E-mail addresses for free
- Compliment your Outbound efforts with 400 e-mails per month, get 48 – 65 Referrals to the right point of contact…priceless.
- How to Outsource all of the research and labor to the Philippines at 1/5 th of the cost
- 50-Minutes plus Q & A Followed By Final Exam
We provide our clients with an integrated step-by-step prospecting and new business development system that will Triple the Sales Pipeline of new sales opportunities to sell into & Double the Revenues in less than 12 months .
Complete with management and measurement tools.. From working with 400 companies in over 47 industry sectors, with over 237 High tech, Software, SAAS and APP companies. Our clients have told us they need a system that shows and demonstrates how to be more effective and open new accounts, and an easy tracking and reporting solution This system and training achieves this and has been implemented into over 400 organizations with measured, tangible results over the past 21 years . How to use ‘Insider Secret’ Sales Web 2.0 tools like SPOKE, Data.com, Email Hunter, Sales Navigator and Linked-In.com to gain amazing business and market intelligence. .
- Key Learning’s
- Participants will learn how master outbound prospecting and Book 20 – 40 meetings a month with Dream B2B customers . In addition the One call Close Web Demo Presentation process which will help close their existing sales pipeline 200% faster
- Organizations will get a step-by-step custom Outbound Sales Playbook of Live calls , scripts , objection handlers , MP3 files and How-to Videos
Location of Training- Online, Web Conferencing with https://www.join.me and through the Telephone and Email . In addition premise face-face on boarding.
Course Costs
- 3 Month Project – $3266.00 per month for the entire team
- 6 month Project – $ 2,745.00 per month for the entire team
- 12 month Project – $ 2,195.00 per month for the entire team
- Contact: Murray Warren , President, Increased-Revenues.com Phone#:
604 – 307 – 2431 or 604 947-0773
Here’s a great Live Asian/ Chinese SEO & Social Media Cold Approach Appointment setting call.
November 19th, 2017
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Click to hear live call
`From Not interested…to Alternate Quote in 2 minutes `
November 18th, 2017How to walk your Prospect down the Garden Path of Their Decision Making Process… and have them Choose you .
How to get your prospect to walk down the Garden Path of the Decision process they made to get their existing supplier or Vendor .
That they made logical steps to get this vendor and if they did this again .. it could be very worth their while.
____________________
Click audio to hear the 4 Question process to turn around the hardest purchaser to a neutral basis … within 120 seconds
________________________________
This is the # 1 Competitive selling Frame-work
Here’s the “Garden Path” Process :
-
Agree with them–Not a problem at all, I totally understand
-
Say , would you mind if I ask How long have you been with
them ?You want to hear …years , over 12 months ..the better
-
Then say , “Were you involved with the decision to get this provider back then ?”
YES — Awesome ?
If No – Then say , Do you think the Executive team team at that time …. did any research, comparing or shopping around with other providers to find this excellent provider ?
-
Hey well , at that time when you got them did you do any research, comparing or shopping around with other providers to find this excellent provider ?
-
Great , so you subscribe to the idea that it makes good business sense to shop around and review.. cool
..And you’ve been with them a long time , I’m sure they’re serving you well. You did great research back then…( in the day )
-
So I’m sure you feel researching and comparing other products , other vendors a good thing from time to time , just to keep them on their toes …
-
You know obviously I called you out of the blue ….
We’ve been talking for a while now and it’s sounding like there could be some synergy or good reason to continue the conversation …
— There’s new features & functionality that have been just released that weren’t even invented ..when you got your solution-everything is so much better , faster, cheaper & more reliable now .. The Costs have decreased significantly – They work a lot betterWe would love the opportunity to throw out hat into the Ring , and show you what we’ve created for your peer group , just to get your opinion and feedback on this
-
If your flexible lets move this to a calendar Invite , lets schedule a quick 10 minute executive web briefing where I can show you all of this in multi media …not just on the phone, with a subject matter expert …ask questions, purely exploratory , no commitment or obligation…
Hey how does your calendar look for …. ?
It’s Spring 2017 … Time to get your Outbound Hustle On !!!
April 22nd, 2017
Getting Tired of your .05% Return on Cold
Approach E-Mail marketing ?
___________________________
…Getting a lousy response spamming your Corporate Accounts ?
__________________________________
… Are you doing Content Marketing and smoking HOPEIUM hoping that primo perfect accounts are going to blow through your door and ‘Chase you for your business ” ?
_____________________________
Possibly its time to learn Murray’s Permission
based Cold Calling 2.0 Techniques and his Cold Approach E-mail Marketing Secrets …?
____________________
After 21 years of building Outbound New Business
Development and Telesales departments for over 400 companies , in 49 industries , with over 221 Technology companies, SAAS cloud based Apps and Software companies
____________________________________
I started to see a pattern developing with every account I worked on,
Companies will do Everything on the Planet Earth to “Get Through ” to Corporate Enterprise Accounts
— Content marketing , Sales Force , Marketo , Hub Spot
— Cold Approach E-mail
— The Social Media cartel
— Linked-In
— FaceBook
_____________________
..And these are all fine and Great, BUT to Think you can’t pick up the PHONE and get into a Conversation with someone you have not met , or been referred to , or who has not “raised their hand” , or Opted in is a bunch of “Malarkey”
_________________________
___________________________
Corporate Enterprise Sales is fuelled by Meaningful Sales conversations that lead into a Sales process and Outbound Sales funnel Sequence
________________________________
I see it everywhere I go Sales professionals are petrified to PICK up The PHONE and REACH- OUT, it seems they have been told –” Just send out 150 e-mails a day” – They’ve turned into E-mail Monkeys or Avatar’s
____________________
Here’s the Ultimate B2B Outbound ‘Hustle ‘
Script Builder :
______________________________
Oh hey I know you’re really super busy I was talking with _referral____and she said you were the resident expert in authority I need to talk to
________________________
You deal with all of the ____________and ____________ over there is that right?
Great
______________
I just wanted to share with you an idea that can
( Monster benefit )
________________________
And I was wondering if you might be open to some
new ideas or options that can –
______________
— Benefit 1
_______________
— Remove problem 2
______________
— Offer benefit 3
_________________
Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest …
_________________
Another option
__________
Hey I respect you’re really busy …..and you deal with all the accounting and HR in Accounts Payable over there that’s what name Drop Told me
_________________
I just wanted to share with you an idea, a new option that hundreds of your peer group are using right now
_______________________
And was wondering if we have a solution that will –
_______________
— Benefit 1
_____________
— Remove problem 2
_______________
— Offer benefit 3
________________
Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest …
_________________
Or if your super busy could I get 5 minutes on your calendar for Later this week , say Thurs
@ 1:00 , thanks
_________________
Awesome … here’s the Big Idea in 100 words …
_______________
Another version
_________
Hey I just got off the phone with ___name drop___and your name came up as more of the resident expert in authority I need to talk to you…
_____________
Did I catch you at an OK time?
_____________
I see you’re the _________, do you have a focus her attention on______________ ?
_____________
Great.…
_____________
My company is and we —–what we do
__________________
I was researching your company and your objectives for 2017-–I was on your LinkedIn profile and really like that post / that slide share-– you did on _________________
And I was wondering if you’d be open to some new ideas or options on how to – Monster Benefit
_____________
Here’s a great Flow
_______________
I am MW calling with ________ we help companies in this vertical, to ——— and ———
____________________
Recently we’ve worked with, name drop and name drop and delivered significant and substantial benefits such as __________ and __________
_benefit 1_________
_benefit 2_________
And as a result they are able to
____________________________
———
———-
———–
______________________
And were confident we can deliver the same
for your company…
__________________
Could I ask you just a few quick questions to see if there’s any chance we could help your company as well?
_____________________________________
_______________________________________
Or was wondering if you could give me 120 seconds on the phone here to see if there could be a fit or a match, I promise I’ll earn the rest .
_______________________________
Here are some Live B2B Appointment Setting Calls to Jump-start you into Summer …..
__________________
– Here’s Murray Warren calling the Top Digital strategy guy for John Elway , famous quarterbacks huge car dealer-ship franchise in Denver
– click to hear live call audio
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Here’s Murray Warren calling Mid Tier companies selling Live CHAT SAAS Software
– click to hear live call audio
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– Here’s Murray Warren testing the script calling for the Biggest B2B Travel Management company in Canada
click to hear live call audio
__________________________________
— Here’s Murray Warren testing a new script with the biggest Wealth Management company in Vancouver. Cold Calling high net worth investors
– click to hear live call audio
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— Here’s Murray Warren calling Top CTO ‘s and IT Directors selling eye tracking, Heat map software SAAS platform.
— click to hear live call audio
________________________________________
— Here’s Murray doing another call with the Wealth Management company pitching High Net worth investors
— click to hear live call audio_________________________________________
— Here Murray Warren is testing the new script with the biggest Commercial Real Estate company in the World.
— click to hear live call audio
__________________________________________— Here Murray Warren is testing the script with a Hotel / Hospitality Direct Booking SAAS product , calling Hotels all
over the USA
— click to hear live call audio
___________________________________
— Here’s Murray Warren calling into the small Ma and Pa Kettle retail Main Street market , switching people from their payment Processor company . This is the down & dirty stuff here
— click to hear live call audio
Specialist Sales Model VS a Generalist Sales Model , what’s better ?
September 4th, 2016
“90% of all sales people hate cold calling for new business , the other 10% are lying”
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The best way to have ZERO Sales productivity for your sales team, is to have your quota carrying sales people do ‘Everything’
__________________________________________________
So let’s look at some of the B2B Sales facts here :
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It’s takes 9 – 15 attempts to have a meaningful sales conversation with a decision maker on the phone — 85% of the time it goes to voice mail or in a meeting …
___________________________
Sales people that have to do “everything” have to
_____________________________
— Self Generate Leads , Call In-Bound leads , make Outbound Calls, Hunt and Look for the right decision maker …and Book Meetings
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— Sales People have to research all the accounts before they approach them ; get all of the right names , get their ph #’s , get their email address , find out something about their initiatives or objectives going on in their world — Trigger Events
________________________________
— This takes 50% of their selling time per month to do this
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— After they have wasted 50% of the month researching new accounts to sell into –Now they proceed to the next stage which is wasting 35% of the rest of the selling time per month sending Out Cold E-mails and Cold Calling new prospects to Book Meetings and Demos
________________________________
___________________________
So now we are down to about 15% actual selling time per month with actual prospects, after all of the Hunting, Looking and Researching …. –
__________________________
80% – 85% of their selling time is wasted doing this every month …
__________________________________
Are you deeply satisfied and content with that ?
___________________________
AND the sales statistics that is the most alarming –Sales people spend 50% of their closing time on prospects that DON’t Convert as with the new accounts that do ….
____________________________________________________
So what this means is — Only 7.5% – 15% of your sales person’s sales time is with prospects that Convert to new customers per month
______________________________________________
An Idea that is growing 15X faster than a traditional Sales model is the ‘Specialist Sales Model “ Break apart your Sales Roles , hire Outbound New Business Developers who generate qualified leads and Open new accounts and set up
meetings , Appointments and Demos with High Value accounts
_______________________________
–They Pre-Qualify the accounts and Hand the Baton to your account manager.
_______________________________
–> Giving your sales people 300% more meetings and Appointments with accounts you’d Dream about ‘Getting In Front of “
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–> Gaining 300% more ‘Shots on Net or ‘At Bats’
___________________________________________________
___________________________________
Wouldn’t it be much more Productive if you had an Outbound Lead Generation person that did all of this time consuming, non-selling work ..and your Account Managers had 200% – 300% MORE Selling time and Face time ?
__________________________________________________
“Divide the Labor “
______________________________________________
_________________________________________________________
So now imagine… you had a Top Flight Outbound Sales Developer to take care of the “ground game‘ back end work and get you ‘In the Door” 300% faster.
Here are some more Live B2B Appointment Setting Cold Approach Calls to listen to :
______________________________________________________
— Click to hear audio — This is one of my ‘surrogates ‘ Aura ripping it up making calls
______________________________________________________
— Click to hear audio – Here is Aura ripping it up again
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— Click to hear audio – Testing script with a Purchasing SAAS cloud based App company financed by Mark Cuban from Shark Tank
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— Click to hear audio – Here is Melanie ripping with a a Cloud based APP company
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— click to hear audio – Booking meetings with the biggest Commercial Real Estate company in the World.
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— Click to hear audio – Testing the script with a new APP in the Online Ordering space with Wholesalers and Distributors
_________________________________________________________
— Click to hear audio – Here we are calling Car dealerships across Canada marketing a new Payment solutions App
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— Click to hear audio – Testing the script with a Payment Processing company going after local Main street merchants
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—Click to hear audio – Here we are working with a Direct Booking Hotel Reservation APP calling Boutique Hotel properties all over the USA markets
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— Click to hear audio – We are calling into car dealerships across Canada selling a new Sales / Service App for dealers.
Summers Over 2016, Time to Scale Up your Outbound Hustle ….
September 3rd, 2016As Summer 2016 comes to a close …All B2B Marketers are scrambling to Triple their Sales Pipeline to sell into for Q-4 !!
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Here’s a great Swipe-file of the best Converting Opening statements & Transition and Bridge statements … which are the sleight of hand of Outbound Tele-prospecting , refocus attention ..somewhere else
__________________________________
Here is the best “send me info” line ever
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No problem what’s your email?
_____________________________________
Great, before I go let me ask you a question to help me tailor the information to your specific needs and circumstances …
______________________________________
How do you currently blah blah blah ?
____________________________________
In addition to yourself who else hope to make the decisions in this area
Great thanks
_____________________________________
Leveraging the referral and the competition in your opening statement
_________________________________
Hey I was speaking with __name drop__________, over at, regarding common problem challenge or key business issue, and he mentioned I should give you a call to get your feedback and opinion
______________________________________________
We recently helped __________, Company 2 and Company 3 to avoid major huge problem disaster, while at the same time get– monster huge benefits
_____________________-_____________
And wanted to see if this might be something you’d possibly be interested in also ?
_______________________________
And wanted to see if this might be something you would possibly be interested in knowing a little more about as well ?
______________________________________
Can you give me another 120 seconds on the phone here to see if there’s some synergy or common ground , I promise I’ll earn the rest ..?
____________________________________________
Some great cold email approach subject lines
Your article in ________
Your post on _______
Your video about
________________________________
It’s time to crank up your Outbound Hustle , and you can’t expect your sales team to prospect and cold call 300% more and load up the ‘Top of the Sales Funnel ‘
___________________________________
Create a “Specialist” Sales model where – Prospectors and Junior Inside Sales reps reach out and do all the research , prospecting and meaningful sales conversations & Book meetings and appointments for the sales team .
_______________________________________________
…And then hand-off ‘Open” leads, Discovery Calls , Snap-shot Web Demos and Meetings to the the sales team.
In 2007 it took an average of 3.68 call attempts to reach a prospect
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...Today in 2016 it takes 9 attempts
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— It’s 300% harder to reach top level Decision Makers for a productive selling conversation
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Average sales person makes 2 attempts to reach a prospect then gives up
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Average sales person makes 8 dials per hour and prospects for 6.25 hours to set one appointment
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Average sales person spends 93 hours to 120 hours a month on the phone trying to get through to set up 12 appointments a month
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50% of all sales go to the first sales person to contact and have a meaningful sales conversation with the prospect
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70% of all purchasers that switched to the new supplier said that 100% of them were initially satisfied and happy with their solution when they were approached ..before they switched
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— So the questions begs, is the Bottom 70% of the market that’s not Looking or not interested worth going after ?
–> I think so ….
_______________________________
So just imagine for a moment …. Your sales people over at your company , imagine they didn’t have to waste 80% of their selling time to do all of these selling steps …
___________________________________________
Imagine…. you had an In-house Outbound Sales Development team / person , They did all the research, reaching out and made 1,500 calls per month, sent out 400 cold approach referral emails , got 36 – 65 referrals, got into 220 meaningful sales conversations per month with the right decision makers and Booked 25 – 50 appointments and meetings for the sales team
Here’s a great opening statement formula
________________________
We created a unique approach to ____________, that will –
( eliminate pain challenge and hurt )– and the purpose of my call today is to see if there might be some synergy or common ground on what you’re looking for in the area of _______ and what we’ve created for your peer group..
________________________________________________
Can you give me another 120 seconds on the phone here to see if there might be some common ground or synergy .. I promise I’ll earn the rest ?
________________________________
Okay here are some Fall 2016 Back to Business Live B2B Appointment Setting Cold Calls to get you jump started for Q-4 2016 … cheers !!
_________________________
— click to hear audio –-Here we are calling Printing and Duplication companies all over the USA
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— Click to hear audio – GPS Fleet tracking and Management App – calling Fleets across Canada
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— Click to hear audio – Calling into printing and Duplication companies USA market
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— Click to hear audio – Calling into the mobile , remote Ordering , Inspection App Market with Utilities all over the USA
________________________________________________
— Click to hear audio – Testing the script with a huge Freight Forwarding , Cross Border shipping company
________________________________________________
— Click to hear audio – Testing the outbound talk talk with a huge SAGE Partner with an E-Commerce App
_______________________________________________________
Good Bye Summer of 2016 , I’ll miss the warm days of paddle surfing 2- 4 ft shore break on Bowen Island.
