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    Archive for April, 2013

    “ The 4 most ‘Shocking’ Marketing and Revenue Capture Secrets of Highly successful Technology / High Tech Companies”

    Saturday, April 27th, 2013


    “ If you’re selling to the ‘C’ Suite and doing B-to-B Enterprise Sales and you believe that Cold-Calling Doesn’t Work You are leaving $ Millions of dollars on the table that will cost you dearly in 2013 !

    I read and see so many so called ‘Sales Gurus; saying and spouting off that Cold –Calling doesn’t work in 2013. That only idiots cold-call or Web 2.0 , Social media Google search , Direct mail letters eliminates the need to prospect and cold call

    If you’re cold calling the old way not the ‘Permission based , Fear Free way, I can see their point .

    Just like technology has evolved, the internet , Social Media, Marketing , Video marketing. In 2013 if you/re prospecting and cold calling the ‘Old School’ way , dialing for dollars the “ It’s a numbers Game” way and attempting to cold call Top level decision makers with 70’s, 80’s and even 90’s techniques and tactics, it will be Painful and won’t work any good

    If you’re not using prospecting, cold calling and appointment setting with other integrated tools like ;

    Ø Telephone based NLP strategies

    Ø Negative qualifiers & chill down statements

    Ø Hypnotic triggers to shift focus and perception

    Ø Magnetic Marketing Messages & permission based
    E-mail

    Ø Educational Article Marketing , pain, problem and hurt development

    Ø Nurture and Drip marketing

    Ø Online Interactive Executive Web Briefings with top level decision makers

    If you’re cold calling in the ‘Raw’ and your results suck . I can totally see why you would rather eat glass or bicycle parts than prospect and cold call top decision makers and qualify them for interest and needs in your core business offering

    As a Revenue Acceleration expert that is specialized in Business-to-business ‘Go to market ‘ strategies that has worked with over 389 companies, in over 47 different industries, and been responsible for over $ 733 Million in increased sales revenues for our clients.

    My career for the last 17 years has been to build, design and manage the Telesales & Lead Generation strategies to locate the customers that are ‘Ready to buy ‘ for my clients . I’ve coached and trained over 5,600 sales professionals to — Get through to the top level decision maker and Book meetings and presentations with them

    I have been in and out of 389 companies, of which 172 have been high tech based . Interviewed over 1,500 CEO’s , VP’s of Sales and President’s of companies and honestly it’s not your fault that you don’t know how to prospect and cold call effectively without rejection or negativity

    You have had bad advice given to you

    All of the Sales Gurus , VP’s of Sales and Presidents that I have worked with don’t know how to do this , they suck at it , they hate it and are afraid to do this –So they think it doesn’t work.

    As a result, migrate to passive/ reactive strategies that don’t sustain, give enough sales activity or momentum . Which means feast or famine syndrome in your sales life.

    Remember when you first got hired at your company . They started off with all your training induction.

    Ø Product Knowledge downloads

    Ø Technical information

    Ø Demonstrations of the whiz-bag gadgets

    Ø FAQ’s

    Ø How to make a presentation when in front of a customer

    Ø Possibly even how to overcome their objections , move the sales forward and close the deal.

    If I could ask… how much “Live Cold Call Training” or appointment setting did they give you ?

    It’s kind of like dating – It’s great to know what to do when you’re on a date with a beautiful girl . It’s really helpful to know what to say to intrigue and be interesting and funny with them

    BUT …. How about how to actually “ Get the dates” ?

    How much time did your Sales manager or VP of Sales make live cold calls with you to show you how to book appointments and meetings with top decision makers in your niche?

    I find it quite ironic that all companies focus 98% of their training and coaching on when you get a meeting and the prospect is IN THE SALES FUNNEL

    But maybe only 2% is on HOW TO GET THEM INTO THE SALES FUNNEL.

    This is where the dirty , ugly truth lies.

    As a result,

    Ø 5% of companies are highly successful in any economy

    Ø 15% are doing well

    Ø And 80% are struggling and grappling with lack of sales pipeline activity, deals that don’t close or take wayyyy to long to close and sales person turn-over.

    The real question here is “ What does the 20% know that the 80% doesn’t?”


    ” 53% of purchaser’s report that when vendors and suppliers call , it gets them on the vendor list to propose and quote on their business”

    –Digital Sherpa / CSO insights

    As opposed to a spammed e-Mail or direct mail piece.

    What are they doing ?

    What do they know?

    Here are the 4 most shocking Marketing and Revenue Capture secrets that highly successful technology and high tech companies and business leaders do in any economy to consistently increase their sales revenues

    1) They don’t rely on their sales team for Sales Pipeline Development and Sales Funnel development activity

    2) They don’t “ wait for their ship to come in – They swim out to it and if they can’t get on-board, they find a way to “Get Through” and get a meeting any top decision maker.

    3) They control their marketing Destiny –And not wait and smoke “Hopeium” and wait for Google search, web inquiries, referrals, word of mouth or the phone to ring

    4) They develop a “ Dream Buyer” Strategy with persistence, pig-headed discipline & determination target them with Phone calls , E-mails , Faxes , Voice mails , permission based E-mails , Videos , Testimonials , References, Raving fan interviews, Mulch-media presentations problem & dilemma based educational articles , White Papers and PDF’s –- to get in front of them to pitch them on their core business offering

    I will elaborate on all of these a bit later .


    If you ask 1,000 sales professionals that sell into the B2B mid tier and high tier markets all over North America , what is the biggest sales challenge ?

    1) What to say do when in front of a high level decision maker ?

    OR

    2) How to get in front of high-level ultimate decision makers?

    95% of all sales professionals say their biggest
    challenge is

    “ How to get in front of a top decision maker to tell your story to them …”

    If they can get in front of them , they are convinced they can close them.

    Typically they are confident in their ability to move the prospect through the sales pipeline. But, 95% are NOT as confident in their ability to set the needed number of meetings or appointments each week to keep the sales pipeline full .

    The ability to set initial appointments and meetings consistently each week with qualified new buyers is an early and accurate prediction of a sale person’s success

    As a group, professional sales people have a failure rate of over 70% . This is due to the necessity to fill their appointment book with qualified meetings and demos

    Everyone has a per-conditioned mind-set about anything .

    When it comes to high level prospecting and cold calling for new sales opportunities the “Sales Gurus” or even the VP of Sales or Sales manager has per-conditioned mindset about what can be achieved or not achieved

    The VP of Sales or Sales guru was probably terrible at Introductory cold calling and doesn’t know how to do it properly . As a result, they suck at cold calling for new business and sales opportunities; they are horrible at follow-up calls on warm leads and have to find alternatives.

    So it’s the fault of the sales organizations, the management team, the VP of Sales , the Sales Manager and the ‘Sales Guru’s ‘ and authors .

    They are misleading sales people and entrepreneurs into believing that they don’t have to cold call any more

    They are confusing sales people to think that all they have to do is :

    Ø Send out direct mail letters to notoriously busy and hrd to get through to decision makers

    Ø Send out a spam related e-mail to the decision maker without a conversation that has been attached to this

    Ø Set up a Google adwords accounts and all the decision makers are going to float in and call you and/ or subscribe to a form

    Ø Do SEO and get to the top of Google –that this is the ‘Holy Grail ‘ in high level B2B Sales.Hang out on Twitter, Linked-In, Face-Book and You-Tube and prospects will float in and give you orders !!

    Let’s look at some of the “so called” alternatives

    Here’s the scenario .. you have a $ 100,000 Software application that is good fit for mid tier and high tier companies . You need a buy in and need to build a business case with the CFO , Controller ,VP, General Manager and the CTO and the CIO . Oh yeah they are doing about $300 million to $ 3 Billion in business per year

    This account entry, this target is a sophisticated purchaser which is living , eating and breathing a hyper –ADD( attention deficit disorder ) life . Their day-to-day is meetings, Management people, resource issues , target and Sales quota and number issues . These people are “Busy ‘ to say the least . To get their attention for 2 minutes is difficult, let alone 25 minutes for a meeting

    So we are to believe that they have nothing better to do than sit in front of their computer on Google , typing in your exact keywords , float in to your web site , subscribe to a form , call your 1-800# — and then buy your 6 figure solutions .

    Many authors , self proclaimed Sales Gurus feel that all you have to do is advertise on Google, go to trade shows, do social media marketing , send out a direct mail letter to create interest and demand for their solutions …

    Let me ask you .. who doesn’t do this ?

    I live in Vancouver , British Columbia and this would be the basic lift ticket to get to the top of Whistler Mountain . This is the basic business entry . Duhhhhh…..

    Of course you should be doing this. But how good are you skiing steep and deep moguls the size of Volkswagen beetles ?

    My point here is that … If you don’t add Premeditated, well thought out prospecting and Cold calling the new Permission Based way to your marketing Mix … you will be leaving $ Millions of dollars on the table , that your competitors will just gobble up .

    The best accounts that you want to build a relationship with are NOT calling you .

    The best accounts that you want to build a relationship with are NOT calling you . You must call them and leverage your success, validated business case studies and references with them . You must share with them the problems you solve with your solution to their ‘Peer Group’

    All of your target ‘Dream Buyer ‘ accounts don’t know you , don’t know your reputation , your credibility , your reputation BUT when you send them something that is ‘Not requested’ , they will stop what they are doing and read your stuff

    Fantasy Island stuff …

    Who wouldn’t want this ?

    This is ridiculous marketing advice , it’s sure not valid selling skills advice

    You have to get on the phone and engage them in a tantalizing conversation, overcome their initial fears, uncertainties and doubts , show them you are a true sales professional , that you’ve got ‘Balls’ and that your not some AFC – Average Frustrated chump ( Neil Strauss , The Game)

    It’s like the sales person waiting for the ‘Marketing ‘ department to generate and develop the leads for the sales people . Like baby robins waiting for mother robin to fly in and put worms in their mouths. If this was all there was to be a success in sales , then you would only need a Marketing department

    Why would you need sales-people ?

    The beauty of a Premeditated, well thought out, researched cold calling and permission based requested e-mail marketing solution is that you can CONTROL YOUR OWN DESTINY

    You have fate at you finger-tips . You can control
    everything , Such as ;

    1) The type of company you want pursue . You can research them on Jigsaw.com Get the targets names go to Linkedin , do some research on their company and the individual –

    People like people like them –Building rapport and common ground is everything –You can’t do that in static Email or Direct mail piece , there’s no personality to it

    The magnitude of the opportunity –look at their body of work. How big are they ? What’s going on in their industry that’s really cool and exciting ?

    2) The number employees and annual sales of the company – Make sure it’s not some small, marginal account which is waste of time

    3) When you make the call and have a conversation and he /she is not the right target . You can get referrals and get steered into the right direction – Gathering referrals and name-drops along the way

    n This alone is priceless to use with your Voice mail marketing and Email marketing to drop names within the company

    The Sales Gurus marketing advice is just send out a direct mail piece or an unsolicited e-mail, go to a network function , chill out , don’t be pro-active and take another puff of ‘Hopeium’ the wonder drug of sales professionals

    This is way to ‘Reactive ‘ for me.

    Well I don’t know about you, but growing up in Los Angeles , specifically in Palos Verdes in the South Bay of LA , I didn’t wait for beautiful girls to come up to me and ask me out for a date . ( I’d be still waiting )

    I was pro-active and would approach beautiful girls , get into a conversation with them , make them laugh and have fun teasing them , and then turned this into a gripping, tantalizing conversation and have them do all the talking and then turn that into a date and get their phone number

    I’m also a short dude , I’d be lying if I said I’m 5’6 ( and Looked like Sean Penn in the movie Fast Times at Ridgemont High remember that movie ) . Growing up in L.A, with all of these hot looking, buff surfer dudes was intimidating . However most of them could not get a date if their life depended on it , let alone could they be pro-active


    I guess I’m old school since I’m over 45 but I believe that the Internet is at fault here . It’s made everyone lazy and they have forgotten the basics of Corporate Enterprise Sales

    Ø About meeting and getting dates with girls and

    Ø High Level Business-to-business Sales

    You have to be Pro-Active.

    # 1 KEY to Overcoming & Diffusing every B2B Objection that comes up.

    Saturday, April 27th, 2013

    Murray Warren from Bowen Island writes –Having built, designed and managed over 392 pro-active Outbound Telesales / Lead Generation , New Business Development departments in over 47 different industries , of which over182 have been technology based, spanning 17 years– — I have run into every objection on the Planet Earth

    I’m all about diffusing the pressure and building trust with prospects over the phone

    Every company I have consulted with has a D. R. A. B a dominant reason to avoid buying — You have to know WHY they are objecting to your core business offering ?

    What are your companies 3 objections and/or stalls you get all the time ?

    1) ____________________________________

    2) ____________________________________

    3) ____________________________________

    For example , let’s say they “are happy with what they are presently using ”

    — What is their perception of being happy ?

    This is the ‘Permission based B2B Telesales
    Appointment Setting Formula
    I use and train and coach my clients

    1) AGREE with them

    — You’re absolutely right

    — That’s not a problem at all

    –That’s totally cool that you don’t want to explore what we do

    2) VALIDATE What they just said

    — So as I understand it –you have a great solution / system in place and you don’t see any reason to explore or learn what’s ahead of the curve in _________ ?

    Is that right ?

    –Would that be an accurate snapshot ?

    — That makes total sense, I mean why would you without any concrete numbers to compare or review I totally understand you responding that way -if there is no reason to switch or change?

    3) DIFFUSE the PRESSURE

    — Honestly I wouldn’t want to make any assumptions at this stage that there would even be a good fit or a match ay all –I don’t want to claim we have some miracle cure

    ( I would need my day in court to prove that )

    Sidebar — Just by Validating their objection and diffusing the pressure here makes you 95% different than all of the other jockeys that have been there before –Purchasers have heard it all before –You have to be authentic and genuine –this makes them feel that you CARE

    4) GROUP Them together with all of the other people in their / TRIBE--PEER GROUP that initially felt the same way.

    Sidebar — This is where your ‘Natural Vibing and Customer Story-Telling really comes in

    Just like the best actors Sean Penn, Pacino, Deniro , Jolie they have read their script 400X and have it down –They have their script so natural and smooth

    Sorry , for the rant –I’m just passionate .Anyways , you need to develop your rebuttal/ comeback stories

    Find stories to tell like this A customer like you who was very skeptical and indifferent about getting
    involved ..and had the same initial fears , doubts and concerns as you do , took a leap of faith and now are raking it in ..

    Say this — ” Honestly I wouldn’t want to make any assumptions at this stage that there would even be a good fit or a match at all

    I’m talking with and doing research every day with your PEER GROUP on SUBJECT and almost 95% of the people we talk with initially feel the same way as you, they have a system or a solution that they’re happy with and don’t see a reason to change.

    Most of the PEER GROUP on SUBJECT think it makes good business sense to always be OPEN to NEW IDEAS and OPTIONS and always be on the lookout and keep their ear to the ground for new methods and processes to improve performance and productivity. output / profits — I’m sure that’s the same for you …
    ( say what-ever critical business issue they want to solve here )

    5) Entice and SEDUCE with BENEFITS

    What we’ve been told by other companies that have this / do it this way / doing this process —- that they grapple and struggle with problems such as:

    –> problem #1

    –> problem #2

    With many of these companies and VP’s C-suite decision makers they kind felt unified , in the same way / perspective and viewpoint on things —

    That it makes good business sense , to keep your ‘ear to the ground’ and always be on the lookout and ahead of the curve for new Ideas or Options that can ( improve , add value , increase , speed up , streamline etc… their business flow , sales process , what-ever they are doing to do things faster , better , cheaper and/ or easier )

    I’m sure that’s the same for you …. ( you have to say this )

    I was just wondering if you might be OPEN to some new IDEAS or OPTIONS around getting rid of PROBLEMS 1 & 2 and gaining BENEFIT 3 &

    Wrap it UP…


    We’ve prepared a 15 minute Executive web Briefing the that will outline an Overview of our Value proposition


    — The Investment, ROI and Payback – Exactly how long it takes to get your investment back –then pure profit – At this meeting you will get the exact methods and strategies we have used to make billions for our clients for free –

    If nothing else we will give you a condensed knowledge of the hottest , most amazing new break-through solutions on how to _________ ( biggest benefit they are looking for) for free the 4 simple secrets How you can ___-____ better, fasten , easier, cheaper –than you can imagine ( some kind of great ethical BRIBE )


    Then say “ Seriously, you will have Multiple Holy crap I had no idea that was possible moments”
    ____________________________

    check out my blog for tons of FREE tips, strategies and techniques for amazing B2B Teles-Sales and Appointment Setting Information get in the door with any company you desire , remove the Pain and Awkwardness and learn the Permission Based approach

    –…http://www.increased-revenues.com/

    # 1 Key to ‘Crack the code’ to get Meetings with anybody

    Saturday, April 27th, 2013

    # 1 key to getting appointments with any
    Decision Maker

    Murray Warren from Increased-Revenues.com writes –You have to be able to communicate value that they are going to get at the meeting –NOT the value so much of when they buy , or the ownership experience

    The prospect has to feel that if they grant you the meeting, that they are going to get more VALUE at this meeting–even if they don’t buy a thingThis is the # 1 KEY to the vault of meetings booked

    It’s the perceived VALUE at the meeting – It’s almost like they are going to get all of this great information and value for FREE at the meeting that will solve all of their problems , critical business issues and it won’t cost them a thing

    A Telesales candidate that I’ve been training started with this magic phrase that on Friday Feb 13 2013 got him 5 meetings booked

    Oh yeah , by the way over the last 6 months he has been running a 73% show up ratio, they are all Fortune 500 companies and top decision makers like CTO’s and CIO’s — 73 % of the prospects show up for the web based demo

    This is how he did it ;

    Anthony wove into his credibility / benefits statement , specific results achieved . NOT general but specific resultsGET SPECIFIC find specific results to share . Then he transitioned into asking for the meeting with this line …

    I‘d like to introduce myself and share `some specific strategies & methods used to accomplish these results … if you think of us in the future , down the line that would be great … would you have some time in the next week or two ?

    Figure out how you can create the perception of intense value “At the meeting’ and you can increase your meetings booked effortlessly by 200% – 400%

    The 70% ‘Call-Back’ Voice Mail technique.

    Saturday, April 27th, 2013

    Don’t you just love Voice Mail?

    Murray Warren from Increased-Revenues.com writes Read these over a few times and customize for your Niche ,  this will get rid of your Voice Mail jail , and voice mail no call back blues..

    The 70% Call-Back Voice Mail Techniques with any decision maker.

    ” Hi Mr. Jones , I need your help with some research I’m doing on ( subject, Industry ) and I was told by your colleagues ( name drop 1 , name drop 2 , name drop3 – names you’ve collected from Jigsaw ) that you’re the resident expert and authority in this area –If you could call me back at _________ , I would be really grateful .______________________________________


    Version # 2

    ” Hi Mr Jones, it’s Murray calling I was on your website doing some research on ( industry / niche they’re in ) and I read that you are going in this direction and have initiatives and objectives such as -( what they want to do- their objectives -stuff their grappling with..) )  And I was told by Name drop ,and Name drop that you would be the resident expert and authority I’m looking for or could steer me in the right direction . I just have a quick question for you and I’d be so grateful if you could help me out –My number is _______ , thanks so much .
    ____________________________________

    I use these all the time in different companies and industries constantly and I get call-backs from almost every company and every industry

    It’s almost impossible to get through to a Top Decision maker on the initial call ( or 21 calls ) .You have spent the time to research this target account , the time and effort to call them –Spend 45 more seconds  to drop this type of Voice mail — and you will have these high level prospects calling you back