increasedrevenues.com blog, vancouver

Are you finalizing your Sales Teams goals for
Q – 2 of 2016 ?

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 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

 

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

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

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…. 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?

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We would love to show this to you..just to get your opinion to see what resonates with you …

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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

30% of prospects are Looking for new Options

 

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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

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Imagine how much more you could sell if you had all that time back ?

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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