increasedrevenues.com blog, vancouver

Are you struggling to build a professional sales team, create a massive sales pipeline in the North American marketplace and close more new business now …
in this tough,
chaotic economy?

“ If You’re searching for a way to get more ‘Face Time’ & meetings with top decision makers in your most desired niche markets, at the same time Expand and Grow your Business & increase your Sales Revenues and you’re fed up with the tough economy and competitive markets”

Then …this could be one of the most important letters & videos you could ever view ;

Experiencing any of these challenges and problems;

Time for a reality check…

“ I’ll show you exactly how I generated $ 733 Million in increased revenues for my 383 B2B Clients and how your company can Increase your Sales Revenues, Triple your Sales Pipeline and get 200% -400% more meetings with any top decision maker in any niche market in
…less than 4 months guaranteed”

One thing I’ve learned after having worked with 383 companies , in over 47 different industries working with them as a ‘Revenue Acceleration expert’ and generating $ 733 million in increased revenues for them …

Nothing much has changed since I started being a salesman in 1979 in Los Angeles. YES – technology has changed , the products have changed. But one thing for sure the purchasers today have got many more options, suppliers and providers than they have ever had

The process hasn’t changed at all .

If you’re marketing and selling any type of B2B product in the Canada or USA markets AND you have to get through to top level ‘ C ‘ suite decision makers across town , across the country or all over the World – you have challenges…

Whether you have an abundance of web in–bound inquiries , from organic search , Pay perclick ,referrals, word-of-mouth, trade show leads, lists from Dunn and Bradstreet, Jigsaw.com, Info USA or from your marketing department , you have to ;

A) Connect with top level decision makers in your most desired niche markets . You need to qualify them or dis-qualify them for interest, needs, time-frame and money –and then set up a meeting with them

B) You need to diffuse the pressure, build up trust –Engage in a Killer presentation with them, find their pains, problems and challenges, magnify the hurt and then heal them with a solution

C) AND then you need to GTM –Get the Money –Close the deal.

“ Want to discover the ‘Shocking Truth’ about how to accelerate your sales revenues, capitalize on new market opportunities in record breaking time and have a consistent and predictable revenue stream for your company? ”

The answer…

Stop relying on your sales team or channel partners to build up a sales pipeline , prospect and cold call for new sales opportunities and set up meetings and presentations with top decision makers of your most desired markets

These are the facts, problems and challenges that every company has ;

It’s a battle to get through to the ‘C’ suite,CEO , CTO , CIO , VP’s , G.M’s mind share for 2 minutes to qualify for interest and needs –let alone 20 minutes to book a meeting with them

• It takes about 7- 14 attempted calls to reach a top level decision maker .

• They are all busy, hiding behind voice mail , secretaries, palace guards , executive assistants, screeners that are holding you back from talking with the right person.

• They are not reading un-solicited E-mail and Direct mail pieces that are sent to them

–It’s socially acceptable for the buyers and admin people not tell you the truth. When they say “ send me something”, it’s typically a brush-off.

• Getting sales appointments and meetings with the ‘Right’ decision maker is notoriously hard to do

• You’re sales team hates prospecting, cold calling and generating new sales opportunities, they are not good at it, don’t have the time to do it so they do it haphazardly

• They don’t “initiate First Contact’ enough . They are waiting for leads to fall on their plate to follow-up on

• Because of this they have an unwillingness or inability to qualify prospects . Most sales people will run out and meet anyone who will meet them ( like Woody Allen once said , describe your perfect date, his response “ One that shows up” )
  
  What does this mean to the company?
  
  A ‘Constipated Sales Funnel” of new sales opportunities that clog the sales pipeline, take way to long to close, that never close or have no intention of ever buying

• Missing out and NOT capitalizing on new market opportunities. You can’t quote on what you’re not even aware of.Competition gaining more market share than your company way faster than you.

• Slow speed into the market

Hot talent leaves for greener pastures –top producers take your market and business intelligence with them

Sales people get swept away reacting to the business they’ve created and consequently stop creating a better, more lucrative business life.

Studies show that in sales time management that only 20% of the time of a sales person’s time is spent on things that actually produce results, sales or closed deals

So if you can shift the focus of your teams time—and get 80% of their time on high results sales producing activities – you can virtually TRIPLE to QUADRUPLE the sales productivity

Relying on your sales team is volatile at best

“ 90% of all sales people say they hate prospecting and cold calling for new business. The other 10% are lying”

If you’re sales team stops hunting and looking for new sales opportunities and prospecting for new business because they’re ‘Too Busy’, the sales pipeline gets dry and stops producing income

“ Most sales people would rather eat glass than pick up the phone and prospect and cold call for new sales opportunities”

Why it’s important to learn how to prospect and cold call & be able to set up appointments with top-level decision makers effortlessly & without rejection or resistance, keeping your ego intact.

Now is the time to make this work , especially in this chaotic , tough soul sucking economy . It’s August 2009 and things still suck in the economy worldwide, signs are showing it’s going to get worse before better. Web search , SEO , Pay per click , direct marketing , referrals and word–of mouth –goodwill is all great –BUT … its’ never enough.

Business is down, it’s slower than it’s ever been –relying on this with out a plan-B revenue stream that works… is like skydiving with one parachute – it makes better sense to have a back-up chute / plan or strategy …

Make sense ?

• Marketing is not getting enough leads to the sales team, the numbers and the ‘quality’ of the leads are low to lousy , with long sales cycles.
• Marketing budgets have been significantly reduced

• Traditional media is down 20% – 40% , print , radio , TV – Search , Google PPClick , Organic search also
• All prospects seem to have ADD –It’s the “Attention Deficit Disorder Age” It’s impossible to grab their attention for 2 minutes to read your unsolicited e-mail or direct mail piece—Let alone 20 minutes to make a presentation with them

For the last 5 years ( probably 10 years) all Sales Teams have been totally spoiled little princesses relying on the Internet for leads , and Pay per click for traffic .Marketing has been funneling leads and prospects to them— They didn’t have to pick up the phone and be “Pro-Active, or prospect and cold call new accounts and book meetings with them.

What’s the problem with this?

• It produces a negative sales productive mindset in the sales professionals brain –Inbound leads were 50% – 300% more abundant over the last 5 years . As a result, this has produced a per-conditioned mindset in the sales professionals to be reactive.

q They have forgotten the ‘Basics’ that made them a Sales Superstar in the first place . They have relied on the Internet for so long or the Marketing department , they don’t know how to be pro-active and“Initiate first Contact.

For example ;

If your sales team has a “Dream Buyer” list of 1,000 potential new customers –

Only 4% of any list, niche or target market is ready to Buy’ right now .

Which means 40 out of the 1,000 will be ready to buy right now

So what ?

The challenge is that in order for your sales team to locate the 40 out 1,000 accounts that are ready to buy now, they have to connect and get through to the 960 that are not ready to buy .

So what ? That’s their job , that’s why I pay them you may be thinking …

q This is a massive waste of their time making Ill-timed calls to companies that are not ready to buy right now

q Your sales team is wasting 75% of their scarce time trying to get through to accounts that don’t qualify and / or not ready tobuy .

q Getting sales appointments with the right decision maker is notoriously hard to do

TIME–is your sales teams most precious asset and the most wasted

Your sales team only has 160 hours per month of selling time. So, if they’re wasting 112 – 120 hours a month trying to locate and get through to decision makers and find the golden 4% that are ready to buy now – you’re only getting 20% of actual selling time and sales performance … at best

Which means to your company, 80% of their month is wasted doing non-selling work

It’s like a garden hose turned on full blast just pouring down the drain of lost sales productivity

• lost time , speed into market
• lost sales ,
• lost sales revenues

Here’s another perspective on this ;

Look at the sales targets and sales quota that your sales team is responsible for

IE: $ 500,000.00 per year in sales quota or$ 40,000. per month

Divide the $500,000.00 in sales target by the # of selling hours per year – 1,920 hours per year

$ 500,000.00 in sales quota

1,920 hours of selling time per year
= $ 260.00 per hour in sales potential

Sales Productivity and Sales Performance are the # 1 Issues with VP’s Of Sales, CEO’s and Presidents.

What this previous example shows is that if you have a sales rep with a $ 500,000.00 per year sales target . You have a $ 260 per hour sales revenue potential sales person that is potentially wasting112 – 120 hours per month, trying to get through and book meetings with top decision makers(Basically doing the job of a $ 14. per hourTelesales , Customer developer )

• You’re not paying your sales team to look for leads on the Internet
• You’re not paying your sales team to prospect and cold call , send e-mails , leave voice mails with un-reachable prospects
• You’re not paying your sales team to call on customers who don’t qualify or are not ready
  to buy

It’s pretty unified with the Sales Managers and Presidents we talk with that — you’re paying your sales people to build relationships with qualified new accounts, make presentations close deals and win new business

The average sales person that has a
$ 500,000.00 – $ 1,000,000.00 sales quota yearly is wasting $ 29,000.00 –
$ 60,000.00 per month in sales
revenue potential

That’s about $ 348,000.00 – $ 720,000.00 per year in lost sales revenue potential, per sales rep.

It’s No wonder sales professionals are not making their numbers and sales targets

The question I ask all my clients is ;

Is what the sales team doing worth their hourly rate ?

What’s their time worth ?

What’s really the best use of their time ?

Could you pay someone significantly less money to locate the prospects that are ‘Ready to buy’ and Open to new ideas and perspectives in your area.

AND then… set up qualified meetings , Online Executive Web briefings and presentations for your sales team members

If you can isolate activities that could be done by other people to create scale and leverage and create activities that have leverage built in. The idea is to focus on functions that create the best advantage for your business

Having your sales people do the prospecting and cold calling for new sales opportunities does not give you the best advantage for your business

“ There’s a Better, Easier, Faster and way more Cost Effective way to locate the golden 4% of your target market that is ready to buy now, expand your market audience, create a Massive Sales Pipeline… and get 300% more ‘Face Time’ and meetings booked with top level decision makers in your most desired niche markets”

If you’re managing a sales team or driving the sales for your company or your own a business, I’d like to help you to ;

“ Double to Triple your Sales Revenues in less than 6 months flat… Guaranteed”

We have developed a proven , step-by- step turn key proven system that produces ‘real’ measurable and tangible results . Spanning the last 14 years we have worked with over 383 companies in over 37 different industries –of which 153 have been high tech and technology based.

Our strategies, tips, techniques and methods have generated over$ 733 Million in Increased Sales Revenues for our clients.

Our New Business Development solution integrates leading edge processes and ‘Best Practices’ like;

• Telesales , Pro-active outbound Tele-Prospecting
• Lead Generation using Sales Force.com
• Web 2.0 properties like Linkedin.com and Social media marketing like Jigsaw.com and SPOKE.com
• Permission based E-mail Marketing solutions
• And , Online Executive Web Briefings and Virtual sales presentations with prospects.

We can ;

• Show you how to get your “ Dream Clients ”

• Triple your Sales Pipeline in less than
  4 months .

• Locate the customers that are ready to buy
  now, and Nurture the ones that aren’t

• And, How to Get meetings and Executive Web briefings with any Top level Decision maker

Here’s a brief outline of what we can do to help your company to accelerate your sales in record time ;

1) We would hire ‘Hunter’ New Business Developers / Project Identifiers for your company – They would work in-house at your company and be part of your business development team, Helping your sales people make more sales, open more doors, generate more leads, set up more meetings and presentations with decision makers , and gain more opportunities to close more sales

2) Your Inside Sales / Telesales Appointment Setting Center – How this will make you money ;

• Get through and qualify 300 top decision makers per month and qualify them for interest and needs for your core business offerings

• They will generate 30 –60 meetings per month for your sales team

• They will be able to capture critical business and market intelligence on 3,600 – 4,000 companies per year on where the business is and when it’s going down .

• And have all of this intelligence in your in-house CRM solutions for future business and Nurture marketing possibilities with e-mail

3) We will help you develop your ‘Magnetic Marketing Message’ , your audio logo, your elevator speech that will be sexy, tantalizing and compelling to the ears and brains of top level decision makers in your most desired niche

We will help build your ‘Core Story’ with tons of bad news. Exactly how to build high impact research and educational based Free Reports and White Papers to give away to your prime niche and vertical markets…………………….

Build out 3 or 4 core problems you’re niche is experiencing by NOT using your product or services. You have to have knowledge that is of value to your niche market

So whether it’s an e-mail, a direct mail piece , a voice mail or a conversation on the phone your target market will want to hear more. It will hit their “psychic wound’ and get them aroused and interested and wanting to take the next step. They will be calling you back across town or across the country

You become a problem solver in your field. Instead of pitching companies on the value of using you, you educate them on the trends about their industry,–you diffuse the pressure and build up the trust with surprising data about success and failure, as well as trends that could cost them dearly, that they would be crazy not to view and read this information—This will enable you to get appointments and meetings with anybody

4) Voice Mail techniques and strategies that generate a 70% return call response rate from top decision makers of any company in North. America–Voice mail is the hottest KEY to success to an Outbound Pro-active program

• Exactly how to , step by step to create a voice mail message that will have your top decision makers calling you back 70% of the time .
• 3 simple “Insider Secrets “ on how to structure 5 different variations of Voice mail –Get out of voice mail jail.
• AND get call backs from all over North America effortlessly from any top decision maker in any niche

5) Permission Based E-mail Marketing tips and strategies — How to implement proven tested permission based e-mail over-views and introductions to decision makers after you have had a conversation with them

• Rich Media , video and audio based emails
• How to implement a Nurture marketing systems to nurture the accounts that aren’t ready to buy yet.. As a result, 1 new business developer have a conversation with 4,000 top decision makers in any niche , per year.
• The “insider secrets” to permission based e-mail marketing . How to implement a “Stay in touch’ program with your back-end data-bases of hot prospects . Be able to send theme-mails with PDF’s or white papers to download, Newsletters, E-Zines, videos to view , audio to listen to, links to click on and be able to track what they are reading , what they clicking on , how long they are reading your e-mails . Monitor their behavior and actions and rank and score them as to when they are “ ready to buy”