“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’
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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 …
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Sales people that have to do “everything” have to
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— 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
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— 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
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So now we are down to about 15% actual selling time per month with actual prospects, after all of the Hunting, Looking and Researching …. –
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80% – 85% of their selling time is wasted doing this every month …
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Are you deeply satisfied and content with that ?
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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 ….
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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
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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
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–They Pre-Qualify the accounts and Hand the Baton to your account manager.
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–> 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’
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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 ?
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“Divide the Labor “
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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 :
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— Click to hear audio — This is one of my ‘surrogates ‘ Aura ripping it up making calls
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— 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
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— 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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