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    Posts Tagged ‘appointment setting’

    It’s Spring 2017 … Time to get your Outbound Hustle On !!!

    Saturday, April 22nd, 2017

    hustle3

     

     

     

     

     

     

     

     

    Getting Tired of your .05% Return on Cold
    Approach 
    E-Mail marketing ?
    ___________________________

    …Getting a lousy response spamming your Corporate Accounts ?

    __________________________________

    … Are you doing Content Marketing and smoking HOPEIUM hoping that primo perfect accounts are going to blow through your door and ‘Chase you for your business ” ?
    _____________________________

     Possibly its time to learn Murray’s Permission
    based 
    Cold Calling 2.0 Techniques and his Cold Approach 
    E-mail Marketing Secrets …?
    ____________________

    After 21 years of building Outbound New Business
    Development and Telesales departments for over 400 companies , in 49 industries , with over 221 Technology companies, SAAS cloud based Apps and Software companies

    ____________________________________

    I started to see a pattern developing with every account I worked on,

    email 2 july 8

     

     

     

     

     

     

     

     

     

    Companies will do Everything on the Planet Earth to “Get Through ” to Corporate Enterprise Accounts 
    — Content marketing , Sales Force , Marketo , Hub Spot
    — Cold Approach E-mail
    — The Social Media cartel
    — Linked-In
    — FaceBook
    _____________________
    ..And these are all fine and Great, BUT to Think you can’t pick up the PHONE and get into a Conversation with someone you have not met , or been referred to , or who has not “raised their hand” , or Opted in is a bunch of “Malarkey”
    _________________________
    ___________________________

    Corporate Enterprise Sales is fuelled by Meaningful Sales conversations that lead into a Sales process and Outbound Sales funnel Sequence
    ________________________________
    I see it everywhere I go Sales professionals are petrified to PICK up The PHONE and REACH- OUT, it seems they have been told –” Just send out 150 e-mails a day” – They’ve turned into E-mail Monkeys or Avatar’s

    ____________________

    Here’s the Ultimate B2B Outbound ‘Hustle ‘
    Script Builder  :

    ______________________________

    Oh hey I know you’re really super busy I was talking with _referral____and she said you were the resident expert in authority I need to talk to
    ________________________

    You deal with all of the ____________and ____________ over there is that right?

    Great
    ______________

     I just wanted to share with you an idea that can
    ( Monster benefit )
    ________________________

    And I was wondering if  you might be open to some
    new ideas or options that can –
    ______________

    — Benefit 1
    _______________

    — Remove problem 2
    ______________

    Offer benefit 3
    _________________

    Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest …
    _________________
    Another option
    __________

    Hey I respect you’re really busy …..and you deal with all the accounting and HR in Accounts Payable over there that’s what  name Drop Told me
    _________________

    I just wanted to share with you an idea, a new option that hundreds of your peer group are using right now
    _______________________

    And was wondering if we have a solution that will
    _______________

    Benefit 1
    _____________

    Remove problem 2
    _______________

    Offer benefit 3
    ________________

    Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest
    _________________

    Or if your super busy could I get 5 minutes on your calendar for Later this week , say Thurs
    @ 1:00 , thanks
    _________________

    Awesome … here’s the Big Idea in 100 words
    _______________
    Another version
    _________

    Hey I just got off the phone with ___name drop___and your name came up as more of the resident expert in authority I need to talk to you…
    _____________

    Did I catch you at an OK time?
    _____________

    I see you’re the _________, do you have a focus her attention on______________ ?
    _____________

    Great.
    _____________

    My company is and we–what we do
    __________________

     I was researching your company and your objectives for 2017-–I was on your LinkedIn profile and really like that post / that slide share- you did on _________________

    And I was wondering if you’d be open to  some new ideas or options on how toMonster Benefit
    _____________

    Here’s a great Flow
    _______________

    I am MW calling with ________ we help companies in this vertical, to  ——— and ———
    ____________________

    Recently we’ve worked with, name drop and name drop  and delivered significant and substantial benefits such as __________ and __________
    _benefit 1_________
    _benefit 2_________

    And as a result they are able to
    ____________________________

    ———

    ———-
    ———–
    ______________________

    And were confident we can deliver the same
    for your company…
    __________________

     Could I ask you just a few quick questions to see if there’s any chance we could help your company as well?

    _____________________________________
    _______________________________________

     Or was wondering if you could give me 120 seconds on the phone here to see if there could be a fit or a match, I promise I’ll earn the rest .
    _______________________________

    Here are some Live B2B Appointment Setting Calls to Jump-start you into Summer …..
    __________________

    Here’s Murray Warren calling the Top Digital strategy guy for John Elway , famous quarterbacks huge car dealer-ship franchise in Denver
    click to hear live call audio

    ___________________________

    Outbound B2B Prospecting and Cold Calling is Sexy Again…

    Monday, May 18th, 2015

    Outbound and Cold Calling was once in the doghouse for years… Now it’s hotter than ever – minus the brutal cold calling in the raw – because it can Rocket Growth!


    All the buzz for the last 5 years for B2B marketers has been ..Inbound

    Inbound is awesome, we all love inbound leads and people calling us all day. But if you’re dependent on it and waiting for the phone to ring, a referral or an opt-in to blow in through the window, it’s not reliable, consistent to fuel growth

    It doesn’t give your company the ability to profile you’re perfect customer – go out and have conversations with your ideal prospect, build a big dream hit list of people who aren’t calling you. Outbound and Cold Calling 2.0 gives a B2B company  a scalable – consistent – reliable way to grow your business


    Utilizing dedicated outbound lead generation enables very targeted approach to your ideal prospect profile at executive levels.

    In addition a dedicated outbound prospecting division creates a pool, farm team of sorts for the  future closing talent to hire from

    Inbound and Outbound are totally complementary

    –Your inbound strategy is to generate qualified leads for the sales team to follow up on. However it’s not the Holy Grail – especially if you’re selling to the high-level mid-tier markets / The corporate enterprise market

    Many of the inbound leads are too low on the totem pole and have no influence at all,

    With Outbound sales development and using the new Cold Calling 2.0 Super-Power tools like ;

    — Data.com

    — LinkedIn Navigator

    — Predictable Revenue Cold Approach E-mail marketing


    — Sales Loft/ Cadence

    — PRWEB.com


    — YesWare.com

    You can now bring the control back to your driver seat it on your terms it on your agenda, build a dream wish list of accounts and have conversations with them

    With these tools you can now gain incredible market and business intelligence ;

    — Get the decision-makers name,

    —  Their email address,

    — Their direct dial phone #

    — A complete bio on everything about them where they went to school what interest, sports or hobbies they have

    — Trigger Events going in their world

    — Initiatives and Objectives they want to achieve.

    —  Their favorite color skittle’s

    — You can control the  # of employees and staff in the company,

    — The account entry point into the company

    — Get Referred up the “ladder” by Internal Credible Referrals

    — the industries you want to call into, all of the decision-makers names up the supply chain — Create a big pre-researched, prevetted list of potential target accounts.

    I’ve got all the information about the company and of the target accounts I want to have conversations with
    _______________

    “ You can build a Breadcrumb trail of Internal Credible Referrals,  Name Drops & Social Influence…”
    ___________________

    With In-Bound marketing you hope that your content marketing is working that you spread around the social media
    ___________________________


    You hope
    that your SEO and SEM is working
    ____________________


    You hope
    that the right decision makers, in the right companies on your dream wish list will by chance read your content, opt in and subscribe to your lead magnet

    It seems like there’s a lot of Hope going on… And not much control

    It’s undeniable and un-arguable the trade-off you get when you pay $30,000 a year base salary for an outbound dedicated sales developer generating leads and opening the door for your sales team..
    _________________________

    — They will send out 300 to 500 cold outbound referral emails a month
    _______________________

    — which will generate 60 referrals to the right point of contact from the CEO/president
    _____________________________

    —  From these calls and leads you will schedule 20+ demos and high-level discovery calls with top-level decision-makers
    _______________________

    — In addition , your Sales Developer will make about 1200 to 1500 gross amount to Dials a month to have a productive selling conversation with top decision makers
    _______________________________

    From these attempted calls they will produce  another 220 conversations a month – which would book another 20 to 30 appointments and meetings per month

    ______________________________

    There’s a saying I love – “ Do companies really do 80% of their buying research before contacting you?
    ________________________

    Yep
    – along with 9 other vendors and similar suppliers to you !


    Not with Out-Bound …
    ____________________

    We all love it when someone calls us you must also know they’re also calling 5 – 9 other providers they’ve short-listed and researched on Google

    ( like you’re in the hotel bar in Vegas and a really pretty girl comes on to you –)

    You’re really not that special bro….
    ________________________

    My point is that–  with Outbound you can find companies that are not even thinking of change– you can now share some research that’s going on, or trends that are going on in their industry and in their sector …with their exact peer group.
    _____________________________

    Artificially inseminate problems, areas of dissatisfaction, pain and hurt that many other people in their peer group have been experiencing – Engage in some Doubt-Creation — which they may be having as well.
    _________________________


    Share some research and trends that are going on in their World
    , where things are moving to

    And then you say the most effective appointment setting line ever

    “ And hey I don’t want to make any assumptions at this point that there would be a good fit of match .. I was just wondering if you might be Open to some new ideas or options in this area that could –____________________ “

    –Now you can create a vision for them for the future with ideal outcomes that will solve these problems and Take Them to the Promised Land

    “ All with 10 X less competition than inbound leads”

    Cold Approach E-mail Marketing is Back- How to get the Top Executive Officer to refer you to the right ..point of contact .. priceless!!

    Thursday, May 14th, 2015

    Specialized Sales Roles
    +
    Divide the  Labor
    +
    Tripling the Sales Pipeline

    ______________________________
    =  Peace of Mind
    Consistent Revenue Stream

    –Contained here is a copy of the actual e-mail thread with the Biggest Charity in Canada, responding to my clients Cold Approach e-mail referring it to the Referral and CC’ing my client Wayne

    …Also the President and CEO of The United Way responded to my clients cold e-mail in less than 5 minutes

    Cold approach -it worked April 17 2015 click to read E-mail

    And here is the Live Cold Call Followup Booking a Meeting with the Referral — A summer breeze ..

    Click to listen to Live call
    _______________________

    — We have been testing out Aaron Ross’s– Predictable Revenue– Cold Approach E-mail Referral Marketing technique on all of our clients that go after the mid-tier and high tier markets in the US and Canada … and it’s working amazing !
    ______________________

    If you have to reach Out and Cold Call to find interest , needs and-set up Appointments and meetings with Top Decision Makers

    _____________________________________

    Wouldn’t it make sense that if called into a Pool of prospects that we’re Referred to you from the Top Executive Officer at the company….
    _________________________

    –> That you would be able to have more productive selling conversations and Book MORE meetings and  Appointments ?

    ______________________________________

    So now Imagine you have ;
    ________________________

    – 1 or 2 Outbound sales developers and they’re sending out 1,000 Cold Approach emails per month — 2,000 total per month
    ________________________________

    — You’re achieving a 12% Referral rate to the right ‘point of Contact
    _______________________________

    – That totals 240 Referrals per month by the Top Executive Officer to the right person and CCd you in on the email

    ______________________________________

    When you call into the Referrals you can generate a 35% conversion ratio easily — that’s 84 meetings per month .. that you didn’t have to cold call in the raw with … priceless..
    __________________________ 

    Now your Outbound sales Developer is calling into a Highly leveraged list , exploiting the Top CEO or Presidents name with referrals to Book the meeting .. it works like a champ