Hope you all had an awesome summer and we’re ‘Livin the Dream”
Was paddle- surfing some great waves here on Bowen Island over
Aug 3 weekend ..2 – 3 ft screamers . We all know Vancouver like
the back of our hands don’t we ..in a few weeks the leaves will be
all falling off , it’s raining and we’re heading into October ,
November doldrums…
Like I have said before ” Pipeline Cures All Ill’s “
IN order to CRUSH your Sales Targets and have your sales team exceed and surpass the outlined End of Year Sales targets for your company
Two things are probably happening :
You have an amazing INBOUND strategy and all your Best Prospects BLOW IN and ask for meetings, demos and Trials ALL day long
You have a high performance inside sales/ Outbound Sales Development team IN-HOUSE Generating 30 – 100 Meetings per month for the sales people to sell into
And if you DON”T have his happening , You have to do all of the Lead Generation and Appointment Setting your self
In addition, all of the new client presentations and introduction all the proposal’s , quotes, follow-up , and CLOSE the deal and run it to the finish line
Whew… that’s a lot of work .
Since we started 22 years ago Building and Managing $ Million
Dollar producing Outbound Sales development teams In-House
We’ve been retained by over 400 companies , in 48 industries over 239 Technology, Software, SAAS & APP companies….
# 1 Rule –Don’t Rely on your Sales Team for Pipeline and New Business
Development
# 2 – Build an In house Outbound Lead Generation / New Business Development team In house, that Books the meetings and Demos for the account executives.
Have them do 100 activities per day into the 4 Quadrants Here -1,500- 2,00 activities per month
POOF… 25 – 50 Appointments Booked per month/ per person.
We have a complete Done-For-You solution to help your company build a $ Million Dollar Producing Outbound Sales Development team in-house at your company
We deliver:
Source and Locate Outbound Superstar Telesales People
SDR and BDM’s to work in house or Virtual for your
company& Book 25 – 60 meetings per month.
Create all the Outbound talk Tracks / Scripts and Objection
Handlers .
Test and De-bug the scripts by making 100 Live Cold
Calls Book meetings and Appointments and record MP 3 Files
for the Sales Playbook
Supply ‘Best Proactive” Cold Calling 2.0 Training and Coaching to “Master the Outbound B2B Hustle”
If you want to learn how we can help you do this 3 X faster and get 5 X better results -call Murray @ 604-307-2431
–Click to hear live call
Calling into huge warehouses to do LED Retrofits of
their interior lighting- In less than 9 months we built
a $ 39 Million Sales Pipeline and closed $ 6 Million in
new business
–Click to hear live call Jane and Murray switching around a client at the
11th hour of the court room steps – High end LED Lighting
–Click to hear live call Testing the new script with the biggest Digital
marketing agency in Vancouver – In less than 5
weeks generated over $ 120,000.00 in MRR.
–Click to hear live call Testing the new script with the biggest Digital
marketing agency in Vancouver –Plumbers Market
–Click to hear live call Testing the new script with a big Loyally , Rewards and Fan Engagement gamification Platformgoing after University Sport teams
–Click to hear live call New client doing Outbound going after the Hotel / Resort market with all-in-one cloud based Property Management system
–Click to hear live call Testing the new script with a big Loyally , Rewards and Fan Engagement gamification Platform going after University Sport teams – call 2
–Click to hear live call Here we are testing the new script with Dental Practices with their New
Hygienist, Certified Dental Assistant App
–Click to hear live call Here’s a really fun, brutally competitive call . Notice how prepared &
ready I am for his objection , anticipation and preparation are the
KEY in any push-back situation
How to walk your Prospect down the Garden Path of Their Decision Making Process… and have them Choose you .
How to get your prospect to walk down the Garden Path of the Decision process they made to get their existing supplier or Vendor .
That they made logical steps to get this vendor and if they did this again .. it could be very worth their while.
____________________
Click audio to hear the 4 Question process to turn around the hardest purchaser to a neutral basis … within 120 seconds
________________________________ This is the # 1 Competitive selling Frame-work
Here’s the “Garden Path” Process :
Agree with them–Not a problem at all, I totally understand
Say , would you mind if I ask How long have you been with
them ?
You want to hear …years , over 12 months ..the better
Then say , “Were you involved with the decision to get this provider back then ?”
YES — Awesome ?
If No – Then say , Do you think the Executive team team at that time …. did any research, comparing or shopping around with other providers to find this excellent provider ?
Hey well , at that time when you got them did you do any research, comparing or shopping around with other providers to find this excellent provider ?
Great , so you subscribe to the idea that it makes good business sense to shop around and review.. cool
..And you’ve been with them a long time , I’m sure they’re serving you well. You did great research back then…( in the day )
So I’m sure you feel researching and comparing other products , other vendors a good thing from time to time , just to keep them on their toes …
You know obviously I called you out of the blue ….
We’ve been talking for a while now and it’s sounding like there could be some synergy or good reason to continue the conversation …
— There’s new features & functionality that have been just released that weren’t even invented ..when you got your solution-everything is so much better , faster, cheaper & more reliable now .. The Costs have decreased significantly – They work a lot 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
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…
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 HOPEIUMhoping that primo perfect accounts are going to blow through your door and ‘Chase you for your business ” ? _____________________________
Possibly its time to learn Murray’s Permission
based Cold Calling 2.0 Techniques and his Cold Approach E-mail Marketing Secrets …?
____________________
After 21 years of building Outbound New Business Development and Telesales departments for over 400 companies , in 49 industries , with over 221 Technology companies, SAAS cloud based Apps and Software companies
____________________________________
I started to see a pattern developing with every account I worked on,
Companies will do Everything on the Planet Earth to “Get Through ” to Corporate Enterprise Accounts — Content marketing , Sales Force , Marketo , Hub Spot — Cold Approach E-mail — The Social Media cartel — Linked-In — FaceBook
_____________________
..And these are all fine and Great, BUT to Think you can’t pick up the PHONE and get into a Conversation with someone you have not met , or been referred to , or who has not “raised their hand” , or Opted in is a bunch of “Malarkey”
_________________________
___________________________
Corporate Enterprise Sales is fuelled by Meaningful Sales conversations that lead into a Sales process and Outbound Sales funnel Sequence ________________________________ I see it everywhere I go Sales professionals are petrified to PICK up The PHONE and REACH- OUT, it seems they have been told –” Just send out 150 e-mails a day” – They’ve turned into E-mail Monkeys or Avatar’s
____________________
Here’s the Ultimate B2B Outbound ‘Hustle ‘
Script Builder :
______________________________
Oh hey I know you’re really super busy I was talking with _referral____and she said you were the resident expert in authority I need to talk to
________________________
You deal with all of the ____________and ____________ over there is that right?
Great ______________
I just wanted to share with you an idea that can ( Monster benefit ) ________________________
And I was wondering if you might be open to some new ideas or options that can – ______________
— Benefit 1 _______________
— Remove problem 2
______________
— Offer benefit 3 _________________
Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest … _________________ Another option
__________
Hey I respect you’re really busy …..and you deal with all the accounting and HR in Accounts Payable over there that’s whatname DropTold me
_________________
I just wanted to share with you an idea, a new option that hundreds ofyour 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 wasresearchingyour company and your objectives for 2017-–I was onyour 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 dropand 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
– click to hear live call audio
_____________________________
– Here’s Murray Warren testing the script calling for the Biggest B2B Travel Management company in Canada
click to hear live call audio
__________________________________
— Here’s Murray Warren testing a new script with the biggest Wealth Management company in Vancouver. Cold Calling high net worth investors
– click to hear live call audio ___________________________________________
— Here’s Murray Warren calling Top CTO ‘s and IT Directors selling eye tracking, Heat map software SAAS platform.
—click to hear live call audio
________________________________________
— Here’s Murray doing another call with the Wealth Management company pitching High Net worth investors —click to hear live call audio
_________________________________________
— Here Murray Warren is testing the new script with the biggest Commercial Real Estate company in the World.
—click to hear live call audio __________________________________________
— Here Murray Warren is testing the script with a Hotel / Hospitality Direct Booking SAAS product , calling Hotels all
over the USA
—click to hear live call audio
___________________________________
— Here’s Murray Warren calling into the small Ma and Pa Kettle retail Main Street market , switching people from their payment Processor company . This is the down & dirty stuff here —click to hear live call audio
“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
________________________________
___________________________
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 “
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 ?
“Lead Generation Grows a Business.. Not Sales People ”
_________________
Why companies that lump all the sales activities, duties and responsibilities to the sales teamget 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
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
Forbes claim that 80% of callers sent to voicemail do not leave messagesbecause they don’t think they’ll be heard. InsideSales.com research shows they’re dead wrong
61% of executives say they are likely to respond to voicemail at work, according to a 2014 InsideSales.com study .
— 80% of calls go to voicemail,
— and 90% of first-time voicemails are never returned. •
— The average voicemail response rate is 4.8%.
The Referral Template
Hi {Prospect’s Name}, this is {Your Name} with {Your Company}.
I was speaking with {Referral Name} over at {Referral’s Company Name} regarding how we helped him/her reduce {common pain/concern} and he/she mentioned that I should give you a call to get your opinion on this strategy. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}. Thanks {Prospect’s Name}
Hi Warren, this is __________ with Accounting XYZ. I was speaking with Jim Green over at TWorks3 regarding how we helped him reduce costs associated with Sarbox compliance and he mentioned I should give you a call to get your opinion. I can be reached at 888-123-4567.
Again, this is _______________ and my number is 888-123-4567. Thanks Warren.
The Competition Template
Hi {Prospect’s Name}, this is {Your Name} with {Your Company}. We recently helped {Competitor 1}, {Competitor 2} and {Competitor 3} avoid {common pain} while at the sametime {desired benefit} and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at {Your Number}. Again,my name is {Your Name}, with {Your Company} at {Your Number
Hi Susan, this is ____________ with ___________. We recently helped
MedNow, DocOnCall and FixYouUp eliminate the stress of slammed office schedules by mobilely optimizing their paperwork process, and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at 888-123-4567. Again, this is ____________ with __________and my number is 888-123-4567. Thanks Susan.
Decision-makers are more likely to open an email with the subject line “voicemail” because they want to be sure they didn’t miss anything. The most effective “voicemail” email templates will follow the lead of the voicemails. For example, if you are
The Cold Call Template
Hi {Prospect’s Name} this is {Your Name} with {Your Company}. I’m calling because I havean idea on how to possibly help you avoid {specifics of common pain} and wanted to seeif it would make sense for us to have a quick conversation to find out more. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}.
Thanks {Prospect’s Name}.
The “ Guaranteed” 70% return callback Voice –Mail
Hi There, its’ ________ , I wonder if you could help me out for a second….
I’m doing some research on / in the area of _________ and I believe the
you’re the resident expert and authority in this area — I have a quick
question that I need an answer to …If you could call me back at _________.
I would be very grateful . Thanks so much
( try it exactly like this )
3 step Opening Statement Formula
1)Identity / Benefit Statement upfront
“ Hi Mr Jones this is _________ of _company name_ We help companies similar to yours to Benefit 1 , Benefit 2 , Benefit 3
2)Reason Benefit Statement
Recently we’ve worked with ___________ and delivered significant and
substantial ( growth , success , reduction etc.. ) over a period of 6 months
with a number of our solutions / ideas .
And as result, they were able to eliminate problem’s and challenges
such as ______ and ______ and _______
3)The Request
“ And…we are confident we can do the same for you . Could I ask you
a few quick questions to see if there’s any chance we could help your
company as well ?
Or
“ And… was wondering if you could give me another 120 seconds on the phone here to see if there could be a possible fit in the future , I promise I’ll earn the rest .
The Power to Persuade meets Predictable Revenues =
Increased Revenues
The Master Jill Conrath ( selling to big companies ) on how to create an
elevator speech opening statement guide;
1) Who do you work with?
— “ We work with manufactures and distributors of hard goods”
2) What are they challenged with?
— “ That are challenged with problem 1, problem 2, problem 3 ”
3) what do you do for them ?
— “ We’ve shown them how they can benefit 1, benefit 2,
benefit 3
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
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
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
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.
Hi my name is _________, I’m calling some Architects in the area to find out if they are a good fit for our unique Design, Build, Construction, Furnishings services and products
# 2
Hi my name is ________, I’m calling some manufactures and Distribution companies in the area to find out if they are a good fit for a beta program were running for Sage ERP users ….
What we do in a sentence is — _____________________________
______________________________________________________
Does that in general sound interesting to you ?
Awesome …
What we do is work with your exact peer group and help them with challenges and problems such as ________ and solve them with our proven formula / solution / process / products / platform ….
The benefits we deliver are ;
–__________________
–__________________
–__________________
Our track record is _________________.
I wanted to get a better sense of your situation over there ..
1) Question # 1
2) Question # 2
3) Question # 3
Test Close
When would you in the future be looking at doing something like this?
In addition to yourself… who else helps you make decisions in this
area ?
Next Steps
Great sounds like there could be a good fit or a match here , We’d love to introduce ourselves and capabilities to you , let me send over an electronic brochure of our portfolio, some references and 2 quick videos , and schedule a time next week to discuss all your questions
"If you're serious about Tripling your sales meetings & appointments with top decision makers in your most desired niche markets ?" then click here to learn more
Youre about to discover the Insider Secrets to Permissio Basedintroductory Cold Calling &B2B Appointment Setting, which will Double to Tripleyour Sales Revenues in 12months flat...Guaranteed
We will Prove to You How we Can:
Double even Triple your Sales Pipeline in less than 4 months!Get 100% - 300% more meetings and appointments with Top Decision makers in your most desired niche markets!How to make effective, killer web based demos in virtual sales.
