1. Research
1.1. Web
1.1.1. Front page
1.1.2. News and events
1.1.2.1. Scan dont fead
1.1.2.1.1. Look for quotes
1.1.3. About us
1.1.4. Client list
1.1.5. Partner page
1.2. Template
1.2.1. Subject
1.2.1.1. Your
1.2.2. Body
1.2.2.1. John
1.2.3. In keeping
1.3. Resources
1.3.1. Mail Chimp
1.3.1.1. Shows statistics on click through rates so you can test effectiveness of your "Subject" lines
2. Attitude
2.1. Sales is a process, not an event
2.1.1. But we forget this with cold calling!
2.2. Get dressed for work and on your feet everyday
3. Clear Outcomes
3.1. what's best way to schedule 15mins to discuss further?
3.2. Can you advise who the best person is to talk on this and how I would get 15mins in their diary?
3.3. Can I take some basic details from you?
3.3.1. Tel Number
3.3.2. Email
3.3.3. Social Media
3.4. Can we schedule a face to face meeting to discus further?
4. Voicemail
4.1. No longer than 30 seconds
4.1.1. You're not trying to sell
4.1.2. It's about picqing interest
4.2. Never reference a failed response
4.2.1. Eg "I've tried you 3 times and left a voice message but have not been able to reach you"
4.3. Leave a vpicemail myself
4.3.1. What do i sound like
4.4. 5 cadence approach
4.4.1. This is Steve call me back on xxx
4.4.2. Once again this is syeve from Salesforce, on 0121
4.4.2.1. Reason for my call
4.4.3. xxx
4.4.4. xxxxxx
4.5. Avoid Weak words
4.5.1. I believe
4.5.2. Basically
4.5.3. If
4.5.4. Figure out your own weak words
4.6. Leave contact details until the end
4.7. If screw up can politely hang up the call
5. Telephone Cold Calling
5.1. Examples Of Weak Introductions
5.1.1. How are you today?
5.1.2. Touching base
5.1.3. Is this a bad time?
5.1.4. Is this a good time?
5.2. Best avoid
5.2.1. The reason for my call today is....
5.2.2. Can you help me?
5.2.2.1. Useful sometimes, puts prospect in position of power
5.2.3. Can I ask you a question
5.3. Powerful introductions
5.3.1. Thank you for taking my call
5.3.2. You don't know me so I'll be brief
5.3.2.1. Signals prospect can stop trying to figure out who I am
5.3.3. Christian name only; Surname diffcult to hear/ remenber
5.3.3.1. Steve from the Marketing Cloud
5.3.3.2. John from IBM
5.3.3.3. Ben from Shell
5.3.4. The reason for my call today is .....
5.3.5. Attention Grabbers
5.3.5.1. Response you want to solicit is "how do you do that"? or similar request for additional information
5.3.5.1.1. Follow on Email
5.3.5.1.2. Follow on Email/Video Link
5.3.5.2. You could ask "how do you do that"? retorically
5.4. Thames Valley Training (IFS)
5.4.1. Call To Action
5.4.1.1. send a brochure
5.4.1.2. email links
5.4.1.3. Visit
5.4.1.3.1. requirements review
5.4.1.3.2. demo
5.4.1.4. Webex
5.4.1.4.1. demo
5.4.1.5. follow on call
5.4.1.5.1. deep dive functional call
5.4.1.5.2. Use knowledge gained to speak to the FD or MD
5.4.2. Notes
5.4.2.1. can I ask you a question
5.4.2.2. Why issue an RFP, we can give you hands-on experience
5.4.2.3. We have just completed/just implementing. where the payback/outcome was...
5.4.2.4. Ideal for those with limited budget
5.4.3. Prep
5.4.3.1. Where are they?
5.4.3.1.1. "In the area"
5.4.3.2. What is the outcome I am selling for this customer
5.4.3.3. what customers do we have in this market?
5.4.3.4. Say SAP and S-A-P
5.4.4. Marketing
5.4.4.1. Priortise main gains by strengths of our product
5.4.4.2. Consider segmeting your market by gain/outcome
5.4.5. Thames Valley Manual
6. Gatekeepers
6.1. Be polite & respectful
6.2. Clear reason for the call
6.2.1. Reason for my call today
6.3. Ask for something specific
6.4. No tricks
6.5. Stick to the formula
7. Action
7.1. Calling
7.1.1. Map out 5 people want to touch each weak
7.1.2. 5 unique touches/5 people
7.1.2.1. Talk about 1 thing at atime
7.1.2.1.1. First call sales cloud
7.1.2.1.2. Second call service cloud
7.1.2.2. Very targetted list
7.1.2.3. Schedule them out
7.1.2.4. Don't need to do anymore
7.1.2.5. 25 touches
7.1.3. In 30 days
7.2. Google alerts
8. Email
8.1. "Subject" lines
8.1.1. Example "Your objective at ABC Ltd to triple revenue in 5 years"
8.1.1.1. "Your" - it's about them not you!
8.1.1.2. "triple revenue in 5 years" - references something specific, likely to be forefront of their minds, & demonstrates your research
8.2. "Body" lines
8.2.1. If dont know
8.2.2. Avoid too many embeded web links
8.2.2.1. If put a link make it a video
8.2.2.1.1. But probably 3rd or 4th touch
8.2.2.2. Only signature
8.2.3. No attachments
8.2.3.1. What we ate saying is do your homework and come and talk to u
8.2.3.2. Nobody (sensible) opens an attachment on a "cold" email as security threat
8.2.4. 2 scrolls maximum in length
8.2.4.1. Dont give them reason to go in the no file
8.2.5. Keeping myself updated on your business
8.2.6. "I work on the Sears account team"
8.2.7. Example "I recently read your article in Forbes Magazine how through new innovations you expect to triple your revenue"
8.2.8. Example "For ABC Company we have tripled their revenue"
8.2.9. Don't use html emails
8.2.9.1. You can mass email text, not html
8.2.9.2. html looks weird on blackberry you are giving them reason to delete
8.3. Call To Action
8.3.1. Call back?
8.3.1.1. I hace case study signicant ...call me to discuss
8.3.1.2. Little value if give for free
8.3.2. Meeting?
8.3.3. Referrals?
8.3.3.1. Could you connect me with the best person to speak to about that?
8.3.4. Ask for something specifc
8.3.5. Example "What is best way to get 60 mis on your calendar"
8.3.6. Be direct
8.4. Everybody says "HI"
8.4.1. Try Good Evening
8.4.2. Try Good morning
8.5. Signature
8.5.1. Keep very simple
8.5.2. Long signature files look like spam
8.6. Dont reach out to CEO with CIO message
8.6.1. If get reffered will piy CIO back up
8.6.2. Going behind back
8.7. Principles
8.7.1. Emails should be used as scheduling meeting
8.7.1.1. Not as a meeting itself
8.7.1.2. Emails should drive phone calls
8.7.2. After every conversation with client, send summary email
8.7.2.1. Tell them it's coming
8.7.2.2. Could do me a favour, review and let em know it's accurate
9. Org chart
9.1. Get their Org Chart - Shows power line
9.2. Higher you go higher you stay
9.3. Getting round mid-level blockers
9.3.1. Peer to peer leverage within your own organisatins
9.3.1.1. "My RVP Sales would like to meet Bill"
9.3.2. Behave like you know power will need to be involved
9.3.2.1. "When does Bill need to be involved"
10. Objection Handling
10.1. "send me info"
10.1.1. What, when , why
10.1.2. Schedule 15 mins
10.1.3. "give to get" - Rules of receiprocity
10.1.3.1. Influence
10.2. Before you go any further we are with MS CRM
10.2.1. many of our best customers today were MS customers.They were initially very sceptical that witching would deliver any benefits but
10.2.1.1. Link to MS Switch doc
11. Objectives
11.1. Calls
11.1.1. 2, 3 each day
11.1.2. Most salespeople only follow a lead once or twice
11.1.3. Biggestissuenis "nothingbnew to say"
11.1.3.1. Top salesman have defined prospecting that is multiplentouch
11.2. planning
11.2.1. Daily
11.2.2. Weekly
11.2.3. Annual
11.3. Meetings
11.3.1. Always write down objectives
11.4. The numbers
11.4.1. Cold calls
11.4.1.1. Average hit is 5%
11.4.1.2. So how many calls
11.5. Dont sell
11.5.1. Prospecting = attention & interest
12. Other process
12.1. Executives respond
12.1.1. Internal reffereals
12.1.1.1. Obligation
12.1.1.2. Respect for person who gave you referral
12.1.2. External referals
12.1.2.1. Are half as effective
12.2. Exec assistant
12.2.1. I e been trying to reach Kristie I know shevis supe busy
12.3. Does timeing make difference?
12.3.1. Typically VP sales are early
12.3.2. Try sending weekend
12.3.3. Make it easy to respond to
12.4. John would'nt call cell phone without scheduled
12.5. Test for power
12.5.1. Will they sign NDA
12.5.2. Summary, and ask for confirmation by email
12.5.2.1. People below power line have hard time siging up
12.5.2.2. Accountability
13. Preperation
13.1. AIDA
13.2. Bad phrase
13.2.1. "meet with you"
13.2.2. Quantify what your asking for e
13.2.2.1. Sell 15mins
13.3. Hand written cards
13.4. Define approaches
13.4.1. Eg linkedin approach
13.4.2. Competitive approach
13.4.2.1. Your comp
13.4.3. Industry approach
13.4.4. Time approach
13.4.4.1. Morning
13.4.4.2. Afternoon
13.4.5. Approach is my campaigns
13.5. Focus for specific time
13.5.1. Eg Hour
13.5.2. Clear diary for that hour
13.6. Track your results
13.6.1. of manualSee page 62
13.6.2. Measure to know what works
13.6.3. If your hit rate is 1 in 10, don't judge progress until done 10 calls
13.7. WYWYN
13.7.1. Formula
13.7.1.1. Powerful introduction
13.7.1.1.1. Aleays start with "your"
13.7.1.2. Reason for the call
13.7.1.2.1. Whats best way to reach him
13.7.1.3. WYWMN
13.7.1.4. Attention grabber
13.7.2. Why you
13.7.3. Why now
13.7.4. Call to action
13.7.4.1. Is his executive assistant available
13.7.4.2. Needs to be easy to deliever
13.7.4.3. Open ended
13.7.4.3.1. "Who " not "are" you the best person to talk to this
13.7.5. Why you why you now
13.7.6. Signature file
13.7.6.1. Higher you go smaller the file
14. Attention Grabbers
14.1. Elevator Pitch
14.2. Keep it short
14.3. Inpires curiosity
14.3.1. Need a"what" not an "oh"
14.4. Results driven
14.4.1. Are they realistic
14.4.2. What others say about you is better
14.5. Highly charged and passionate
14.6. Focus on listener
14.7. Be unique
15. Nlp
15.1. When prospecting mix up your comunications
15.1.1. Email
15.1.2. Call
15.1.3. Mail
15.2. Ask "whatbis best way to communicate"
15.2.1. You probably get 2000 emails
15.2.2. Anything I can put in subject line?
15.2.3. Will you respond?
15.2.3.1. Asking for verbal commitment
15.2.4. Just out of curiosity will you respond
15.3. When you present touch all 3
15.3.1. Visuals
15.3.1.1. Take slide down now and again otherwise they will just stare at it
15.3.2. Hand stuff out
15.3.3. Get them to do something
15.3.3.1. Pass over control
15.3.4. Over phone
15.3.4.1. Gt them to go to website