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    Ditch ” Send Me Info” & Just BOOK THE MEETING

    Saturday, March 7th, 2020

    Murray on a Roof 6
    new web site Outbound logo 1

    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….
    New web site average output per day

    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 “

    new web site get the meeting

                                               “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 ….)

    Cut off from history

    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….

    New web site back ground Tavarua

    “ 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 t    o 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?

    new web site tropical heading 1


    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”

    permission based flow

     We’ve literally almost wrote the book on Outbound Sales Development

    Murray's Sales development playbook

    ––  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

     

     


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    Posted in Appointment Setting Tactics, Cold Calling, LIVE B2B COLD CALLS | No Comments »

    Specialist Sales Model VS a Generalist Sales Model , what’s better ?

    Sunday, September 4th, 2016

     

    specialist 1

    “90% of all sales people hate cold calling for new business , the other 10% are lying”
    ____________________________
    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 :

    ________________________

    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

    ____________________________

    — 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

    __________________________________________________

    — 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
    ________________________________

    researching 1

     ___________________________

    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 “

    ________________________________________________________

    –> Gaining 300% more ‘Shots on Net or ‘At Bats’

    ___________________________________________________

     

    aaron ross pic 5

    ___________________________________

    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 “

    ______________________________________________

    aaron ross chart 2 pic

    _________________________________________________________

    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.

    outbound guy

     

    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 

    _____________________________________________________

    — Click to hear audio – Testing script with a Purchasing SAAS cloud based App company financed by Mark Cuban from Shark Tank

    ___________________________________________________

    — Click to hear audio – Here is Melanie ripping with a a Cloud based APP company
    ______________________________________________

    — click to hear audio – Booking meetings with the biggest Commercial Real Estate company in the World.

    _________________________________________________

    — 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

    ________________________________________________________

    — Click to hear audio – Testing the script with a Payment Processing company going after local Main street merchants

    ____________________________________________________

    —Click to hear audio – Here we are working with a Direct Booking Hotel Reservation APP calling Boutique Hotel properties all over the USA markets

    ____________________________________________________

    — Click to hear audio – We are calling into car dealerships across Canada selling a new Sales / Service App for dealers.

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    Posted in Appointment Setting Tactics, Cold Calling, LIVE B2B COLD CALLS | No Comments »

    Summers Over 2016, Time to Scale Up your Outbound Hustle ….

    Saturday, September 3rd, 2016

    As Summer 2016 comes to a close …All B2B Marketers are scrambling to Triple their Sales Pipeline to sell into for Q-4 !!

    summers over 10

     

     

     

     

     

     

     

     

     

     

     

     

     

     

    ___________________________

    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
    _________________________

    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.

    sales specialization 1

     

    In 2007  it took an average of 3.68 call attempts to reach a prospect

    _________________________________________

    ...Today in 2016 it takes 9 attempts

    _____________________________________

    — It’s 300% harder to reach top level Decision Makers for a productive selling conversation

    ___________________________________________

    Average sales person makes 2 attempts to reach a prospect then gives up

    _______________________________________________

    Average sales person makes 8 dials per hour and prospects for 6.25 hours to set one appointment

    ___________________________________________________

    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

    _______________________________________________

    50% of all sales go to the first sales person to contact and have a meaningful sales conversation with the prospect

    ___________________________________________

    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

    __________________________________________

    — 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

    specialize 2

    email 2 july 8

     

     

     

     

     

     

     

     

     

     

     

    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
    ______________________________________

    — Click to hear audio – GPS Fleet tracking and Management App – calling Fleets across Canada

    ______________________________________________________

    — Click to hear audio – Calling into printing and Duplication companies USA market

    __________________________________________________

    — 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.

    summers over 8

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    Posted in Appointment Setting Tactics, Cold Calling, LIVE B2B COLD CALLS | No Comments »

    Why Sales-People shouldn’t Prospect, Present and Close Deals end-to-end

    Sunday, August 21st, 2016

    Outbound 1

               “Lead Generation Grows a Business..
           Not Sales People ” 

    _________________

    Why companies that lump all the sales activities, duties and responsibilities to the sales team get 80% less sales results .

    ______________________

    …And why companies that have a “Specialist  Sales model “. Outbound Sales Developers, researching, e-mailing, getting into meaningful sales conversations and Booking Meetings & Demos for the quota carrying Account Managers
    — Gain 300% more REACH &

    — 300% more shots on net

    Outbound 2

    Typically any company that has an average worth of $ 5,000 -$ 10,000 per year of 1 new customer

    ___________

    –Has a Direct Sales approach where they rely on the sales  person ability to get “in Front ‘ of new customers each month and pitch and close new business

    _____________

    You Should be doing Outbound and not relying
    on In-Bound leads to feed the sales team

    _______

    Inbound leads pay the rent, but you can’t scale your business with Inbound – You need a fine tuned “Specialist ” sales model where Openers open the accounts and Closers close new business

    outbound 4

     

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    Posted in Appointment Setting Tactics, Cold Calling | No Comments »

    How to gain a 300% Increase in Sales Pipeline & New Sales Opportunities in less than 59 days

    Sunday, April 17th, 2016

    separate

    Are you finalizing your Sales Teams goals for
    Q – 2 of 2016 ?

    _________

     As our prospects and customers turn their attention to the New year …

    We’ve been hearing a lot of common Objectives  :

    — Shorten Sales cycles

    — Increase Revenues

    — Land New Accounts fast

    — Schedule More Meetings and Demo’s with top decision makers

    time 1

     

    What’s the value of one hour of selling time

    From the Wolf of Wall Street to Boiler room to Glengarry Glen Ross and or the Pursuit of happiness  outbound marketing and Cold Calling has been getting a bad rap….

    Pity the cold call

    39% of marketers identified Outbound as the most effective B2B marketing method more than inbound 27% and Event marketing 17%
    and Social media 5%

     

    B2B inbound is the Cinderella story being talked about everywhere

    HubSpot, Marketo, infusion soft, Salesforce.com talk a great game on the power of inbound

    Just create some content , pay for some ads , get traffic –make money .

    Content marketing and pay per click drive traffic to your website by phone by subscriber, by opt in which generates incredible leads

    And we are to believe that the quality of the leads is all worth it.

    Even though you have to pay for the leads, pay the wages and the manpower for the people to gather the leads, to follow-up , present , demo , answer questions  staffing etc.

    Inbound is Not the Holy Grail Though ….

    B2B Inbound marketing is flooded with problems :

    1 ) 72% of inbound leads are from prospects who have 4 to 7 vendors shortlisted and their shopping around , comparing Prices

    2 ) Over 60% of inbound leads are not the decision-maker nor the champion or influencer it’s typically a guy named Seymour some dude who wants to see more prices and more quotes

    – You end up not having the decision-maker tree going into the company ( Referrals , name drops and nudges )

    –it’s very competitive the buyers are too will educated on Google researching and doing du- diligence

    3)  There is a total lack of control– You can’t scale your business on Inbound , it’s not reliable , predictable –consistent

    You completely Lack control of your sales pipeline that you’re developing, you’re completely relying on passive inbound people calling you

    As opposed to a outbound researched, 3 referral equipped sniper target approach, decision maker Ph # , E-mail , 3 colleagues Social intelligence, Trigger events etc…

     In -Bound relies a lot on Hope…

    ….  Hoping that the right target market and the right size a company and the right decision maker with the right annual sales and the right pain and problems, has budget and wants to buy now –and calls you

    – that’s like hoping you go to the nightclub or bar  in your city and the most beautiful girl ever in a Tesla comes up to you and ask you to go away to the Hamptons with her

    hope

    By Not integrating Outbound into your company’s overall marketing mix you are leaving $ Millions on the table, and growing your Business 200% – 300% Slower….

    There’s 4 to 8 vertical markets that you’ve done business with and you’re doing great in, I would imagine right ?

    I’m sure you’ve got some referenced accounts, testimonials and some Marquis accounts that you could use to broadcast your success with other similar companies / people

    Getting a killer free list of similar researched accounts and calling all of them up with 2 or 3 case studiers is amazing …, with 2 PDF’s to explain and a Web Demo –you are ready to Rocket

    “  hey we just finished working with the company similar to yours they were sort of struggling with problem 1234 and we developed this tool to allow them to benefit 4567

     ________

    …. and “ I don’t know if there would be a good fit or a match, I’m not sure — BUT ….  I was wondering if you might be open to some new ideas or options in this area that could deliver this?

     _____________

    We would love to show this to you..just to get your opinion to see what resonates with you …

    __________________________________________________

    Have the outbound sales developer make 1500 attempted calls a month, get into 220 meaningful sales conversations with the right decision maker and book 30 to 50 meetings Discovery calls , demos or presentations for your account executives

    POOF… 

    “ Pipeline Cures ALL Ills “

    And lastly engage in one call close executive web Briefings to gain commitment on the initial call –19%  to 35% of the time

    Shameless plug

    That’s what we do and have done for 20 years, with 400 companies in over 49 industry sectors, of which 214 have been technology based companies, 21% of the fastest-growing high-tech companies in Vancouver

    We help companies build and design their outbound sales development teams and deliver top-flight expert people, outbound Cold Calling 2.0 talk tracks / Scripts, Social Intelligence Research hacks , live cold calling training and coaching featuring Murray’s exclusive Live speakerphone training- customized sales playbook, live calls, MP3 files, video how to’s—and a complete Defined Sales Process for your business model..to Triple the Leads coming into your Business   Increase your Deal size and Sales Revenues in record time..

    Leading companies balance inbound and outbound

    They know that inbound just pays the rent, if you want to scale of business you can’t rely on inbound leads

    70 - 30

    30% of prospects are Looking for new Options

     

    _______

    70% are not Looking but ‘Open ‘to new ideas and options — This is where ALL the action is 

    With outbound you’re reaching out to a high likelihood and high incidence of similar companies having the same pains and problems as the other exact similar companies you’ve worked with ,

    You’re catching them un-aware and planting seeds of doubt into what they’re doing right now because we know of every problem and challenge they’re having and the consequences of it

    —  as a result you can build rapport and bond with people away faster when they know that you know what their deep psychic wound is

    Creating case studies and stories about problems you solved for other companies that were struggling and grappling with the same challenges

    • Reference accounts, Name Drops similar in their industry
    • Solving the same problems they’re having …
    • The Monster Benefits and Gains they’re getting

     

    Then create a vision of what life could be like, Sell the Dream and then take them to the Promised Land

    A good business developer can do this 9 to 17 times a day five days a week it’s explosive the amount of activity that this can generate and it’s everything that you can control

    – Exact niche and vertical that has the problems and would have a huge advantage with the core message you deliver.

    – size of company

    – number of locations

    – social influence referral tree of names , Ph # ‘s and Emails into the company

    “25% of B2B decision-makers are actively or passively looking to switch vendors, yet those that do switch to a competitive offering 70% say they were satisfied with their former provider, product — but switched anyway”

    How to get a 300% increase in sales performance productivity land 300% bigger sized accounts with a 300% bigger sales pipeline for your team to sell into

    The Specialist ‘Hunter’ sales model

     Companies report that 70% of the sales person’s time is made up of no selling activities, researching accounts before they call them, data entry spreadsheets busywork preparation CRM tasks

    ____________________________

    Imagine how much more you could sell if you had all that time back ?

    _______________________________

    Hire Dedicated Outbound Sales Developers who will be able to make 1,500 attempted calls per month , Complete 220 Meaningful Sales Conversations with Top Decision Makers you’d give your eye teeth to ‘Get In Front of “

    ___________________________

    — Let them do all of the preparatory work , Research on the accounts , Get 3 Referrals , gather all the Social Intelligence, Get 4 Names , Internal credible Referral  and Nudges up stream

    — Freeing up your Sales teams time to Have 300% more Discovery Calls

    — 300% more Executive Web Briefings

    — 300% more presentations

     

    Here are some Spring 2016 Live B2B Cold Calling 2.0 Calls to sample —

     

    Click audio to hear live call

    –Here we are testing the script for the biggest Reputation Management company in Canada

    Click audio to hear live call-

    – Here is another Reputation Management call , booking a Demo in the ist 5 minutes 

    Click audio to hear live call-
    – Here we are calling with a High End IT consulting company into the biggest Companies in Vancouver 

    Click audio to hear live call-
    Here we are testing a new script making live calls with a Mobile Inspection/ Mobile Field & facility software APP, in the Oil and Gas, Mining and Mfg sectors.

     Click audio to hear live call-
    Calling Gold Corp one of the biggest mining resource companies in Vancouver 

    Click audio to hear live call-
    Here is Larissa one of my students Killing it on a call 

    Click audio to hear live call-
    Here we are testing the Script with a Remote Monitoring by Satellite APP company     going after the Oil and gas – Environmental and Energy markets

    Click audio to hear live call-
    Here we are testing the script with a huge Photo-copier and Printer Business machines supplier, easy breezy stuff here

     

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    End of Summer-Back to Business September 2015 Appointment Setting Tips

    Saturday, August 22nd, 2015

    Here we are at Saturday August 22 — September is fast creeping around the corner , days are getting shorter –However –I was paddle surfing  1 –  3 ft waves on Bowen Island yesterday , it was windy , rough really green water –amazing —
    ______

    Here is my latest September 2015 back to Business Appointment Setting PDF

    – 35 pages of Triple your Meetings and Double your Sales material

    September 2015 -2 Back to Business New Sales Development Playbook ..     click to read or download PDF

    Get Your Outbound On for Back to Business Selling Season 2015 ….

     

    Click to hear audio
    Here we are calling the biggest publicists of top celebrities in the USA market

    Click to hear audio
    Testing the Outbound Script with Sustainability Coordinators of the biggest Universities in North America

    click to hear live audio

    click to hear live audio

    Here I’m testing the script with the Biggest Leasing and Financial Services company in Western Canada

      click to hear live audio
    Here I have horse- shoes up my butt generating a $30,000 ERP Software lead for Aquilon Software

    ” 80% of success in Sales is just showing up”

    Click to hear live audio

    Testing the script with a Design, Build and Outfit Corporate Office Furnishings Company

    click to hear live audio
    Here Murray Warren is making live calls for a huge Safety Products company in front of 9 sales people and the owner

    click to hear audio

    click to hear live audio
    Doing Outbound sales development testing for a GPS Fleet Tracking company .

     click to hear live audio
    Here is a great permission Based 120 approach opening statement…

    Just imagine a Dedicated Outbound Business Developer working for your company ..that can —

    –> Make 1,300 calls per month

    –> Engage in 220 – 250 end to end Productive Selling Conversations

    –> Book 25 – 50 Presentations, Meetings and Demos for your
    Sales team

    Taking the time consuming burden of “Getting in the Door“ off your Sales teams plate.


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    Outbound B2B Prospecting and Cold Calling is Sexy Again…

    Monday, May 18th, 2015

    Outbound and Cold Calling was once in the doghouse for years… Now it’s hotter than ever – minus the brutal cold calling in the raw – because it can Rocket Growth!


    All the buzz for the last 5 years for B2B marketers has been ..Inbound

    Inbound is awesome, we all love inbound leads and people calling us all day. But if you’re dependent on it and waiting for the phone to ring, a referral or an opt-in to blow in through the window, it’s not reliable, consistent to fuel growth

    It doesn’t give your company the ability to profile you’re perfect customer – go out and have conversations with your ideal prospect, build a big dream hit list of people who aren’t calling you. Outbound and Cold Calling 2.0 gives a B2B company  a scalable – consistent – reliable way to grow your business


    Utilizing dedicated outbound lead generation enables very targeted approach to your ideal prospect profile at executive levels.

    In addition a dedicated outbound prospecting division creates a pool, farm team of sorts for the  future closing talent to hire from

    Inbound and Outbound are totally complementary

    –Your inbound strategy is to generate qualified leads for the sales team to follow up on. However it’s not the Holy Grail – especially if you’re selling to the high-level mid-tier markets / The corporate enterprise market

    Many of the inbound leads are too low on the totem pole and have no influence at all,

    With Outbound sales development and using the new Cold Calling 2.0 Super-Power tools like ;

    — Data.com

    — LinkedIn Navigator

    — Predictable Revenue Cold Approach E-mail marketing

    — Sales Loft/ Cadence

    — PRWEB.com

    — YesWare.com

    You can now bring the control back to your driver seat it on your terms it on your agenda, build a dream wish list of accounts and have conversations with them

    With these tools you can now gain incredible market and business intelligence ;

    — Get the decision-makers name,

    —  Their email address,

    — Their direct dial phone #

    — A complete bio on everything about them where they went to school what interest, sports or hobbies they have

    — Trigger Events going in their world

    — Initiatives and Objectives they want to achieve.

    —  Their favorite color skittle’s

    — You can control the  # of employees and staff in the company,

    — The account entry point into the company

    — Get Referred up the “ladder” by Internal Credible Referrals

    — the industries you want to call into, all of the decision-makers names up the supply chain — Create a big pre-researched, prevetted list of potential target accounts.

    I’ve got all the information about the company and of the target accounts I want to have conversations with
    _______________

    “ You can build a Breadcrumb trail of Internal Credible Referrals,  Name Drops & Social Influence…”
    ___________________

    With In-Bound marketing you hope that your content marketing is working that you spread around the social media
    ___________________________


    You hope     that your SEO and SEM is working
    ____________________


    — You hope     that the right decision makers, in the right companies on your dream wish list will by chance read your content, opt in and subscribe to your lead magnet

    It seems like there’s a lot of Hope going on… And not much control

    It’s undeniable and un-arguable the trade-off you get when you pay $30,000 a year base salary for an outbound dedicated sales developer generating leads and opening the door for your sales team..
    _________________________

    — They will send out 300 to 500 cold outbound referral emails a month
    _______________________

    — which will generate 60 referrals to the right point of contact from the CEO/president
    _____________________________

    —  From these calls and leads you will schedule 20+ demos and high-level discovery calls with top-level decision-makers
    _______________________

    — In addition , your Sales Developer will make about 1200 to 1500 gross amount to Dials a month to have a productive selling conversation with top decision makers
    _______________________________

    From these attempted calls they will produce  another 220 conversations a month – which would book another 20 to 30 appointments and meetings per month

    ______________________________

    There’s a saying I love – “ Do companies really do 80% of their buying research before contacting you?
    ________________________

    Yep     – along with 9 other vendors and similar suppliers to you !


    – Not with Out-Bound …
    ____________________

    We all love it when someone calls us you must also know they’re also calling 5 – 9 other providers they’ve short-listed and researched on Google

    ( like you’re in the hotel bar in Vegas and a really pretty girl comes on to you –)

    You’re really not that special bro….
    ________________________

    My point is that–  with Outbound you can find companies that are not even thinking of change –– you can now share some research that’s going on, or trends that are going on in their industry and in their sector …with their exact peer group.
    _____________________________

    Artificially inseminate problems, areas of dissatisfaction, pain and hurt that many other people in their peer group have been experiencing – Engage in some Doubt-Creation — which they may be having as well.
    _________________________


    Share some research and trends that are going on in their World     , where things are moving to

    And then you say the most effective appointment setting line ever

    “ And hey I don’t want to make any assumptions at this point that there would be a good fit of match .. I was just wondering if you might be Open to some new ideas or options in this area that could –____________________ “

    –Now you can create a vision for them for the future with ideal outcomes that will solve these problems and Take Them to the Promised Land

    “ All with 10 X less competition than inbound leads”
    —

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    Cold Approach E-mail Marketing is Back- How to get the Top Executive Officer to refer you to the right ..point of contact .. priceless!!

    Thursday, May 14th, 2015

    Specialized Sales Roles
    +
    Divide the  Labor
    +
    Tripling the Sales Pipeline

    ______________________________
    =  Peace of Mind
    Consistent Revenue Stream

    ––Contained here is a copy of the actual e-mail thread with the Biggest Charity in Canada, responding to my clients Cold Approach e-mail referring it to the Referral and CC’ing my client Wayne

    …Also the President and CEO of The United Way responded to my clients cold e-mail in less than 5 minutes

    — Cold approach -it worked April 17 2015 click to read E-mail

    And here is the Live Cold Call Followup –Booking a Meeting with the Referral — A summer breeze ..

    – Click to listen to Live call
    _______________________

    — We have been testing out Aaron Ross’s– Predictable Revenue– Cold Approach E-mail Referral Marketing technique on all of our clients that go after the mid-tier and high tier markets in the US and Canada … and it’s working amazing !
    ______________________

    If you have to reach Out and Cold Call to find interest , needs and-set up Appointments and meetings with Top Decision Makers

    _____________________________________

    Wouldn’t it make sense that if called into a Pool of prospects that we’re Referred to you from the Top Executive Officer at the company….
    _________________________

    –> That you would be able to have more productive selling conversations and Book MORE meetings and  Appointments ?

    ______________________________________

    So now Imagine you have ;
    ________________________

    –– 1 or 2 Outbound sales developers and they’re sending out 1,000 Cold Approach emails per month — 2,000 total per month
    ________________________________

    — You’re achieving a 12% Referral rate to the right ‘point of Contact
    _______________________________

    –– That totals 240 Referrals per month by the Top Executive Officer to the right person and CCd you in on the email

    ______________________________________

    — When you call into the Referrals you can generate a 35% conversion ratio easily — that’s 84 meetings per month .. that you didn’t have to cold call in the raw with … priceless..
    __________________________ 

    — Now your Outbound sales Developer is calling into a Highly leveraged list , exploiting the Top CEO or Presidents name with referrals to Book the meeting .. it works like a champ


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    Spring 2015 live B2B Cold Calls

    Sunday, April 12th, 2015

    Spring is in the air  ( even though it’s still freezing in Vancouver) Flowers are popping up all over , I’ve been paddle – surfing great waves in Tofino –what a fantastic time to sharpen your Skills with Prospecting for New Business & Cold Calling 2.0 techniques to build a bigger Sales Funnel to Sell into before the summer doldrums kicks in…

    click to hear audio

    Here we are calling  Oil and gas markets using the permission based
    problem centric approach

    click to hear audio

    Creating the Sales Playbook for a Fleet tracking GPS company

    click to hear audio

    Making some live test calls with a Reputation Management Company

    Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

    Using a solid Problem centric approach opening, getting push back…almost fell off then –poof, booked DEMO — with huge Charities and Non-profits

    click to hear audio

    This is the ‘Geico’ Competitive call with a SAAS cloud based app company
    involved with time and attendance and Payroll
    — Listen for the pinnacle ‘turn-around moment from No to  … OK.

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    Top 10 best Cold Calling 2.0 Opening Phrases to Command Attention with prospects over the phone…

    Sunday, April 12th, 2015

    Cold calling 2.0 opening phrases


    My company is ___________we work with __niche/ vertical___– and we just recently helped them to __monster benefit______
    — remove problem 1
    — remove problem 2

    And ultimately gain benefit 3 _____________

    And hey I’m not certain of your situation, but if you’re open to some new ideas or options that would _______________

    Would you be flexible for a brisk, informative  10 minute  online Executive Web briefing on the latest breakthrough solutions in ________?

    Right after your opening statement, say this

    Oren Klaff style

    And Mr. Jones… That’s why were in just crazy demand right now and at this point in time I’m really not certain about your exact needs or if there’s a fit or a match for our solution. What I would like to do is ask if you a few quick questions and get a feel of your company and see if there might be a way for you your company to

    — benefit 1

    — and benefit 2
    ——-–——

    Right after your opening statement, say this

    ….And John believe me I know a company of your size and Caliber can get this stuff you anywhere and you get a lot of calls like this , and most likely you’re satisfied with what you’re using

    _____________________

    … But we really do things differently with added value benefits of _______ and ________ and ________ .

    And hey I’m not certain if our solution would be a good fit for your company or would apply to your situation, I wanted to ask you 3 quick questions to determine if we might be able to
    — benefit 1
    — benefit 2
    — benefit 3
    For You guys over there
    —–—————-
    Right after your opening statement say this


    Get the prospect to tell you why they would good to work with …
    … And by the way at this point this is why we’re getting so much attention activity and business right now from your peer group.  Since I’ve taken some time to show you our big idea I’m wondering if you could give me a few minutes and explain why you guys would be a good company to work with?
    __________________________

    Hey it’s ___________  calling I just got off the phone with Jack ( their colleague)  and he said you were the resident expert in authority in the area of_______?
    ____________________

    I was just hoping to get 40 seconds of your time to explain why I’m calling…
    How much focus or attention do you have on __________?
    Great
    If our solution can;

    Great 40 second Intro Opening statement

    — remove problem 1
    — get rid of pain in the butt 2
    — give your company benefits of 3 and 4

    Would I be getting any of your attention whatsoever?

    Does this in general… Interest you at all?

    Would you want more information on this?
    __________________________

    Oh great… Assuming we solve problems and challenges with :
    – problem 1
    – issue 2
    – concern 3

    And deliver the benefits of :
    — benefit 1
    — benefit 2

    Would you be paying any attention to me what-so-ever?

    Awesome… Can you give me another 120 seconds of your time on the phone right now to see if there’s some synergy or common ground?

    ( See how this works so well , 2 steps of customer permission , The customer feels they are in CONTROL of the selling situation , they don’t feel that that they are being manipulated )



    The Richard Dreyfuss Permission 60 second opening

    Hey—— it’s __________ calling I was just on your website researching your company and noticed an awesome press release about some 2015 / 2016 initiatives and objectives that you guys are doing — such as _________ & _________ ..

    …. In the last 12 months we’ve helped over 9 companies accomplish those exact initiatives and goals —  and if you’re open I have some new ideas and options that could help your company accomplish these things easier, 40% – 80% faster and for way less money  ….

    I’m wondering if you’re not too busy if you could give me another 120 seconds on the phone here to see if there could be some synergy or common ground ?

    … If you could just give me 120 seconds on the phone here, I promise I’ll
    earn the rest
    ( isn’t that a beautiful line .. )

    “ We’re fine with what we have”

    That’s not a problem at all, probably 90% of all of our clients in the last 20 years when we approached them initially said the exact same thing…

    We don’t mind being second at all….

    This is just an exploratory call and quite honestly I don’t know if there could be a good fit or a good match at this point– It’s not a sales call , I never get it right the first time — I just wanted to ask you 3 quick questions to determine if there could be a fit
    ___________________________

    Fantastic Gatekeeper Dracula turn around

    “ Why are you calling, what’s the purpose of your call?”

    To be honest I don’t have all the details, I was told to catch up with your IT expert Chuck, something to do with challenges with problem 1 &  problem 2 …

    I was just calling to see what the problem is…  if any and see what we can do to help, hey could you put me through to Charles thanks
    ______________________

    Great 60 second opening leveraging internal credible referrals gathered ;

    Oh hi I was just speaking with – Jackie on how we’ve helped, ABC Co & DEF Co, reduce, avoid, increase, and he mentioned that I should give you a call to get your feedback and opinion on this

    ….. Hi Mr. Jones it’s ________ with, we recently helped ABC Co. and DEF Co avoid huge monster problem, while at the same time get desired benefit /  results 300% faster, and wanted to see if this might be something you would possibly be interested in knowing a little bit more about as well ?

    I’m wondering if you’re not too busy if you could give me another 120 seconds on the phone here to see if there could be some synergy or common ground ?

    Fabulous 30 Second introductory style

    Hi Mr. Jones, could I share with you a solution involved with automated safety management,  Data collections and Field reporting –A new idea and option that’s used by over 300 other manufactures like yours and oil and gas companies
    that can —
    — benefit 1
    — benefit 2

    ———

    Great instant brush off objection handler

    Hey no problem at all, I’m not sure if there’s a need or fit either at this point…

    I was just wondering though—-  if we could definitely show you a solution … Which is used by over 300 oil and gas and manufactures similar yours… that can
    — benefit 1
    — benefit 2
    — benefit 3

    Would you be willing to just give me 120 seconds on the phone here to see if there could be a good fit or some common ground?

    ———
    Or

    Not a problem at all, I didn’t expect you to be interested since you don’t know enough about this yet… you haven’t even heard any of the killer benefits yet

    What if just supposing we could really show you how you could –_____________

    Would that get your attention what-so-ever ?

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