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    Archive for September, 2016

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

    Sunday, September 4th, 2016

     

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    90% of all sales people hate cold calling for new business , the other 10% are lying”
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    The best way to have ZERO Sales productivity for your sales team, is to have your quota carrying sales people do ‘Everything’

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    So let’s look at some of the B2B Sales facts here :

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    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

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    Sales people that have to do “everything” have to

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    Self Generate Leads , Call In-Bound leads , make Outbound Calls, Hunt and Look for the right decision maker …and Book Meetings

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    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

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    This takes 50% of their selling time per month to do this

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    — 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
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    So now we are down to about 15% actual selling time per month with actual prospects, after all of the Hunting, Looking and Researching ….

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    80% – 85% of their selling time is wasted doing this every month …
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    Are you deeply satisfied and content with that ?
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    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 ….

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    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 

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    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

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    –They Pre-Qualify the accounts and Hand the Baton to your account manager.
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    –> Giving your sales people 300% more meetings and Appointments with accounts you’d Dream about ‘Getting In Front of “

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    –> Gaining 300% more ‘Shots on Net or ‘At Bats’

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    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 ?

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                                  “Divide the Labor “

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    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.

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    Here are some more Live B2B Appointment Setting Cold Approach Calls to listen to :

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    Click to hear audio —  This is one of my ‘surrogates ‘ Aura ripping it up making calls

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    — Click to hear audio – Here is Aura ripping it up again 

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    Click to hear audio – Testing script with a Purchasing SAAS cloud based App company financed by Mark Cuban from Shark Tank

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    Click to hear audio – Here is Melanie ripping with a a Cloud based APP company
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    click to hear audio – Booking meetings with the biggest Commercial Real Estate company in the World.

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    Click to hear audio – Testing the script with a new APP in the Online Ordering space with Wholesalers and Distributors

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    Click to hear audio – Here we are calling Car dealerships across Canada marketing a new Payment solutions App

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    Click to hear audio – Testing the script with a Payment Processing company going after local Main street merchants

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    Click to hear audio – Here we are working with a Direct Booking Hotel Reservation APP calling Boutique Hotel properties all over the USA markets

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    Click to hear audio – We are calling into car dealerships across Canada selling a new Sales / Service App for dealers.

    Summers Over 2016 , Time to Scale Up your Outbound Hustle ….

    Saturday, September 3rd, 2016

    As Summer 2016 comes to a close …All B2B Marketers are scrambling to Triple their Sales Pipeline to sell into for Q-4 !!

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    Here’s a great Swipe-file of the best Converting Opening statements & Transition and Bridge statements … which are the sleight of hand of Outbound Tele-prospecting , refocus attention ..somewhere else

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    Here is the best “send me info” line ever
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    No problem what’s your email?

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    Great, before I go let me ask you a question to help me tailor the information to your specific needs and circumstances …
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    How do you currently blah blah blah ?

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    In addition to yourself who else hope to make the decisions in this area

    Great thanks

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    Leveraging the referral and the competition in your opening statement

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    Hey I was speaking with __name drop__________, over at, regarding common problem challenge or key business issue, and he mentioned I should give you a call to get your feedback and opinion
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    We recently helped __________, Company 2 and Company 3 to avoid major huge problem disaster, while at the same time get–  monster huge benefits
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     And wanted to see if this might be something you’d possibly be interested in also ?
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    And wanted to see if this might be something you would possibly be interested in knowing a little more about as well ?

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    Can you give me another 120 seconds on the phone here to see if there’s some synergy or common ground , I promise I’ll earn the rest ..?

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    Some great cold email approach subject lines

     

    Your article in ________

     

    Your post on _______

     

    Your video about

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    It’s time to crank up your Outbound Hustle , and you can’t expect your sales team to prospect and cold call 300% more and load up the ‘Top of the Sales Funnel ‘

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    Create a “Specialist” Sales model where – Prospectors and Junior Inside Sales reps reach out and do all the research , prospecting and meaningful sales conversations & Book meetings and appointments for the sales team .

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    And then hand-off ‘Open” leads, Discovery Calls , Snap-shot Web Demos and Meetings to the the sales team.

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    In 2007  it took an average of 3.68 call attempts to reach a prospect

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    ...Today in 2016 it takes 9 attempts

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    — It’s 300% harder to reach top level Decision Makers for a productive selling conversation

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    Average sales person makes 2 attempts to reach a prospect then gives up

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    Average sales person makes 8 dials per hour and prospects for 6.25 hours to set one appointment

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    Average sales person spends 93 hours to 120 hours a month on the phone trying to get through to set up 12  appointments a month

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    50% of all sales go to the first sales person to contact and have a meaningful sales conversation with the prospect

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    70% of all purchasers that switched to the new supplier said that 100% of them were initially satisfied and happy with their solution when they were approached ..before they switched

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    — So the questions begs,  is the Bottom 70% of the market that’s not Looking or not interested worth going after ?
    –> I think so ….
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    So just imagine for a moment …. Your sales people over at your company , imagine they didn’t have to waste 80% of their selling time to do all of these selling steps …

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    Imagine…. you had an In-house Outbound Sales Development team / person , They did all the research, reaching out and made 1,500 calls per month, sent out 400 cold approach referral emails , got 36 – 65 referrals, got into 220 meaningful sales conversations per month with the right decision makers and Booked 25 – 50 appointments and meetings for the sales team

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    email 2 july 8

     

     

     

     

     

     

     

     

     

     

     

    Here’s a great opening statement formula
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    We created a unique approach to ____________, that will –
    ( eliminate pain challenge and hurt )– and the purpose of my call today is to see if there might be some synergy or common ground on what you’re looking for in the area of _______ and what we’ve created for your peer group..

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    Can you give me another 120 seconds on the phone here to see if there might be some common ground or synergy .. I promise I’ll earn the rest ?

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    Okay here are some Fall 2016 Back to Business Live B2B Appointment Setting Cold Calls to get you jump started for Q-4 2016 … cheers !!
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    click to hear audio –-Here we are calling Printing and Duplication companies all over the USA
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    Click to hear audio – GPS Fleet tracking and Management App – calling Fleets across Canada

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    Click to hear audio – Calling into printing and Duplication companies USA market

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    Click to hear audio – Calling into the mobile , remote Ordering , Inspection App Market with Utilities all over the USA

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    Click to hear audio – Testing the script with a huge Freight Forwarding , Cross Border shipping company

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    Click to hear audio – Testing the outbound talk talk with a huge SAGE Partner with an E-Commerce App

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    Good Bye Summer of 2016 , I’ll miss the warm days of paddle surfing 2- 4 ft shore break on Bowen Island.

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