Aftermath of cold calling

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Do you know how much a B2B prospect costs you before entering the meeting room ?

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  • Hi IKO, great slides! thanks for sharing. I’d like add some other great tools: 1- Outreach.io (Paid) - Send follow-up emails; 2- ReplyUp.com (Freemium) - Send follow-ups emails; 3- WhoIsVisiting.com (Paid) - Identify unknown B2B website visitors; 4- Found.ly (Paid - It's us) - Sales prospecting tool on LinkedIn; 5- Attach.io (Paid) - Viewer engagement analytics for presentations; Thanks
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Aftermath of cold calling

  1. 1. the aftermathof cold calling
  2. 2. first, buy and filter a prospecting list
  3. 3. then call the main contact or desk Ouch ! 40% of wrong numbers, bankrupt companies and deceased people... * Source: Sales institute study http://goo.gl/K6v1z
  4. 4. identify the right contact for your product/service With direct phone and email. Be creative and persistent.
  5. 5. do your research on your target The average sales rep spend 1.5 hour/day doing his research on prospects (LinkedIn, Twitter, News clips)* * Source: http://www.bridgegroupinc.com/inside_sales_metrics.html
  6. 6. call, call, call until you reach your target It takes 8.4 calls to reach a prospect (on average) * 18% of sales heroes make 100+ calls a day * * Source: http://www.salesshift.ca/fast-facts-scary-stats/
  7. 7. arrange an appointment 89% of prospects reject the meeting proposal * 80% of decision makers do NOT accept meetings without referrals * * Sources: Study bu the Kenan Flager Business School and http://goo.gl/BwCLY 
  8. 8. do the maths Browse, filter & arrange your 1h prospecting listCall office desks for 20 targets 1.5hResearch your targets (12 good contacts) 2.5hCall your target until he accepts to talk 3h (105 attempts)Arrange ONE SINGLE appointment ok to fix one single 8 ho urs appointment with a qualified prospect
  9. 9. do the maths With an average salary of a sales rep at $100k * This brings the cost of your LEAD to 560$ * Sources: Inside and outside sales survey http://goo.gl/BwCLY 
  10. 10. cherish your clientssell better, sell more Making friends is our business

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