• Categories

  • 45 Minute Opt In IncreasedRevenues.com

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

     

    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.

    Be Sociable, Share!

    Tags: , , , , , , ,



    Leave a Reply