Welcome to the Los Angeles Virtual Chapter Meeting: Cold Calling is NOT Dead,. So How Do We Do It Better?
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1 Welcome to the Los Angeles Virtual Chapter Meeting: Cold Calling is NOT Dead,. So How Do We Do It Better? Learn Network - Share
2 Agenda About the AA-ISP Kevin Gaither, VP of Inside Sales, usamp Cold Calling is Not Dead (New Research Revealed) Kevin Gaither, VP of Inside Sales, usamp Cold Calling Secrets of the Top 20% Mike Brooks, Mr. Inside Sales Cold Calling 2.0 Aaron Ross, CEO of PebbleStorm Cold Calling is Dead? I Don t Buy It! Chad Burmeister, Director of Corporate Sales, ON24 12/18/ Chapter Meeting
3 Kevin Gaither VP, Inside Sales linkedin.com/in/kevingaither/ twitter.com/kevinsgaither 12/18/ Chapter Meeting
4 About the AA-ISP Est. March 2009 Only Association dedicated to Inside Sales 4,000+ Members / 1500 Companies 45 Regional Chapters throughout the US, Canada, UK, India, and Ireland Introduced our Profession s first and only Professional Sales Accreditation 12/18/ Chapter Meeting
5 AA-ISP Vision & Goals Raising the Bar on Professionalism & Performance Unite a Community Developing Individuals & Organizations Centralized Resource (aa-isp.org) 12/18/ Chapter Meeting
6 AA-ISP Chapter Program
7 Association - Upcoming Events - Learn Network - Share
8 Inside Sales Phoenix - Social Selling in 2013 Frontline Series Continues Tuesday, February 5 th Phoenix, AZ /18/ Chapter Meeting
9 Coming in 2013 Senior Executive Retreat February 6 th 8 th, 2013 Radisson Fort McDowell Resort and Casino, AZ Limited to maximum of 60 Executives Address Biggest Challenges Intimate Gathering Workshop Oriented Learn / Share / Network Enjoy Save your seat Pre-register now call AA-ISP
10 Leadership Summit AA-ISP s Flagship Event Monday, Tues. & Wed., April 9 th and 10 th The Palmer House, Chicago, IL Monday, April 8 th Executive Workshop 2:00 5:00 PM Executive Reception 6:00 8:30 PM The ONLY Conference for Inside Sales Leadership! Details online soon.
11 Cold Calling is NOT Dead! (New Research Revealed) Learn Network - Share
12 Is Cold Calling Really Dead? 12/18/ Chapter Presidents Q3 2012
13 The Survey 154 Sales/Biz Dev in US What s your definition of a Cold Call? Is Cold Calling Dead? Here s my definition, is THIS definition dead? 12/18/ Chapter Presidents Q3 2012
14 Their Definition 12/18/ Chapter Presidents Q3 2012
15 My Definition 12/18/ Chapter Presidents Q3 2012
16 Paul Castain of The Sales Playbook wrote: I don't think it s dead... I think it s lonely and in need of other kinds of "touches" to keep it company :) And Trish Bertuzzi of The Bridge Group wrote: Apparently cold calling is alive and well and AMEN to that! BUT it is the cold that is dead not the calling. 12/18/ Chapter Presidents Q3 2012
17 Welcome to today s AA-ISP Event: Cold Calling Secrets of the Top 20% Visit our Website: [email protected]
18 Prospecting Is it Really Necessary? Even in Sales 2.0 You Still Have to Pick up the phone 80% of Sales Reps Still Struggle Why? Because they adlib and are not prepared
19 Top 20% Producers Cold Call Effectively Top 20% Producers Succeed (80% of the sales situations are the same!) Preparation is your key to success Follow these 5 simple rules and you will succeed as well!
20 Know How to Get Past the Gatekeeper: Hi, could you please connect me with, please? Can I tell them who is calling?
21 You respond with: Yes, please, please tell him with the (your company) is holding please.
22 Stop Using the Wrong Opening Nothing identifies you as a salesperson more than: How are you today?
23 The Top 20% Use the Right Opening How s your Thursday going? Is it raining there, too? Can you hear me OK?
24 Learn How to Build Instant Rapport, we haven t spoken yet. I got your name from..
25 And briefly, I just wanted to see if what we provide might be able to help you (whatever your product or service does ) Let me ask you. Now ask a quick qualifying question
26 Learn the One Response to Handle Initial Resistance This one response will work when you get: I m not interested or, We already have a company
27 Learn the One Response to Handle Initial Resistance I understand, and I m not calling to sell you anything today.
28 The One Response to Handle Initial Resistance Cont. Rather, I m here to see if there might be a fit between our two companies and if there is, then to offer you an additional resource you might be able to use later on.
29 Let me ask you If I could show you a way What would it mean to you if you could. How important is it for you to
30 Get a Commitment for the Next Call Have you set up an appointment or date for your next contact? Have them get their calendar!
31 What s going to happen before then? What has your prospect committed to doing before that next call?
32 Successful Prospecting is Made Up of: Being Prepared in Advance Using the 5 Techniques of the Top 20% on each call! For more tips and word for word scripts, visit:
33 Q&A
34 Create Predictable, Scalable Sales Revenue PredictableRevenue.com 34
35 Award-Winning Bestseller a masterpiece...i'm certain your methods will dominate the way sales organizations operate for the next 10 years." Thomas Kattnigg, SVP Sales, Pipeliner
36 Aaron Ross Created Salesforce.com s $100M+ outbound sales team Helps companies grow 300%+ Father of 3 (+ 1 coming) Limits work to ~25 hours/week
37 The Hot Coals
38 Some Old Rules Double sales by doubling your sales team Everybody prospects How many dials do I need to make a day?
39 Example New Rules Double sales by doubling your qualified leads Salespeople (closers) shouldn t prospect How can I have enough quality conversations a week?
40 3 Lead Types: Seeds, Nets & Spears
41 Why Salespeople Shouldn t Prospect They aren t any good at it They don t like it It s not repeatable Google Why Salespeople Shouldn t Prospect to read & share
42
43
44 Cold s That Get 9% Response Rates Short and sweet iphone-sized Ask simple-to-answer questions Asking for referrals works wonders DON T SELL! Squirrel Feeding
45 Talk To The Right Person Calls Detailed blog post: Google two b2b bottlenecks
46 These Principles Are Proven It is great to read to read the theory, but when you see the actual results coming through, it's incredible. - Paul, CRO Ceros Doubles Salesforce.com s new sales, globally BrightEdge growing $1M to $30M in 3 years 300%+: Digium, HyperQuality, Crunched
47 Summary If you only take one idea from today, it s SPECIALIZE Read Why Salespeople Shouldn t Prospect (just Google it) Details on Talk To The Right Person Calls : Google two b2b bottlenecks
48 Q&A
49 Cold calling is dead, I don t buy it! Chad Burmeister By: Chad Burmeister Director, Corporate Sales ON24 Lead Gen is great! Meetings just show up on my calendar ON24 Sales Rep 2012 ON24, Inc. All Rights Reserved. I ON24, Inc. Confidential.
50 Up to 1000 meetings/quarter! 20/day 100+/day 20/day 80+/day ONWARD AND UPWARD
51 Steps to MASSIVE pipeline! 6 Step Process 1. Clean up your inbound lead flow/process with a Power Dialer 2. Know your target accounts 3. Bring in thousands of contacts for your target accounts (titles that matter) 4. Improve your micro-campaigns (embed video, 3-5X better open rates) 5. Automate marketing campaigns 6. Feed the opens into your inbound lead flow process (make outbound feel like inbound) 12/18/ AA-ISP Chapter Meeting
52 12/18/ AA-ISP Chapter Meeting
53 12/18/ AA-ISP Chapter Meeting
54 Gregg Delpino - 11 dial attempts! 12/18/ AA-ISP Chapter Meeting
55 12/18/ AA-ISP Chapter Meeting
56 Target Account Penetration 12/18/ AA-ISP Chapter Meeting
57 Clean data Target Your Competitors! Target By Industry 12/18/ AA-ISP Chapter Meeting
58 Micro-Campaigns w/video 12/18/ AA-ISP Chapter Meeting
59 Micro-Campaigns w/video 81% open rate! 12/18/ AA-ISP Chapter Meeting
60 Q&A
61 Thank you! 12/18/ Chapter Meeting
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