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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 »

    How to Overcome & Shift Buyers Beliefs – Looping & Deflecting

    Sunday, September 2nd, 2018

    wolf of wall st

     

     

     

     

     

     

     

    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. 

    New web site Jordan Belfort

     

     

     

     

     

     

    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 )

    New web site Jordan Belfort 2

    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

    New web site Jordan Belfort 3

    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

    New web site Jordan belfort 4

     

     

     

    ” 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
    New web site Jordan belfort 5

    Now we come in for the second loop

    New web site jordan belfort 6

     

    ” 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

    New web site Jordan Belfort 7

     

     

    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 ?

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    Posted in Sales Objection Handling Tips | No Comments »

    Canada Job Grant Training -Outbound Sales Development

    Saturday, March 10th, 2018

    Murray on Roof 2 March 10

    Canada Job Grant – Outbound Sales Development and One-Call Close Web based Demo Training and Coaching program 2018 – 2019 

    Murray's permission based flowchart March 9 2018

     

    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

      App 3 final
      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

     

     

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    Posted in Canada Job Grant Training | No Comments »

    Here’s a great Live Asian/ Chinese SEO & Social Media Cold Approach Appointment setting call.

    Sunday, November 19th, 2017

    chinese rich

    ____________________

    Click to hear live call 

     

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    Posted in LIVE B2B COLD CALLS | No Comments »

    `From Not interested…to Alternate Quote in 2 minutes `

    Saturday, November 18th, 2017

    How to walk your Prospect down the Garden Path of Their Decision Making Process… and have them Choose you .

    garden path 2

    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 :

    1. Agree with them–Not a problem at all, I totally understand

    2. Say , would you mind if I ask How long have you been with
      them ?

      You want to hear …years , over 12 months ..the better

    3. 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 ?

    4. 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 ?

    5. 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 )

    6. 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 …

    7. 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 better

      We 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

    8. 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 …. ?

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    Posted in LIVE B2B COLD CALLS | No Comments »

    It’s Spring 2017 … Time to get your Outbound Hustle On !!!

    Saturday, April 22nd, 2017

    hustle3

     

     

     

     

     

     

     

     

    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,

    email 2 july 8

     

     

     

     

     

     

     

     

     

    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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    Posted in 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 “

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    — 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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