How to Keep SalesMomentum Going
Endlessunreturnedphone calls& emails
Disappearing into the blackProspects who disappear into the black hole                  hole
Time isTime is running   running                  out                  out!
Busy womanEvERyDAy  ChAOS
• Increased  expectations• Shorter  time frames• Reduced  resources
Priorities Flip Overnight
Gracious     Hi Eric. My name is Jill Konrath and I’m             the account executive for LeapfrogNon-Salesy   Strategie...
Good afternoon, Eric. As the VP of Sales, I’m sure you’re always           looking for ways to drive more revenue. The rea...
SNAP Factors    Simple                            ComplexNvaluablei                                     Ordinary    Aligne...
Your Product/Service is Just a Tool
What’s their goal?       Launch a campaign
Is it worth it?
Jolt them out of complacency
Hi Eric. Jill Konrath. In know you’re   Revisedunder lots of pressure to meet yoursales forecast — which is really        ...
Keeping in touch is insufficient!       Keep in touch
What are the sticking points? Can’t       Concern     Getting    Decision      RisksJustify     re: Impact   Buy-in    Ins...
Education-based contact
Invaluable Information•   Top problems they’re facing•   Key obstacles to goal achievement•   Results they can get from ch...
Possible Resources                 Industry TrendsE xamples      Articles  Reports        Case Studies                    ...
No MarketingCollateral
As I mentioned in my call to you    Follow-Upyesterday, I know how tough it isfor your salespeople to set up      Emailmee...
Another     With today’s volatile economy, salesFollow-Up   cycles are getting longer and more            complex. And, it...
When we talked a few weeks ago, you     Anothermentioned how important it was to get   Follow-Upmore prospects in your pip...
Hold an EventHold an event   You’re invited …
What are the sticking points? Can’t       Concern     Getting    Decision      RisksJustify     re: Impact   Buy-in    Ins...
No magic here. Real    strategies
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How to Keep Sales Momentum Going

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Are you tired of the endless unreturned phone calls/emails and prospects who seem to disappear? In this webinar, you will learn high impact sales strategies for creating new opportunities. This webinar will teach you how to create the most perfect follow-up voice and email messages to speed up sales and win more business.

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How to Keep Sales Momentum Going

  1. 1. How to Keep SalesMomentum Going
  2. 2. Endlessunreturnedphone calls& emails
  3. 3. Disappearing into the blackProspects who disappear into the black hole hole
  4. 4. Time isTime is running running out out!
  5. 5. Busy womanEvERyDAy ChAOS
  6. 6. • Increased expectations• Shorter time frames• Reduced resources
  7. 7. Priorities Flip Overnight
  8. 8. Gracious Hi Eric. My name is Jill Konrath and I’m the account executive for LeapfrogNon-Salesy Strategies. We specialize in offering a full range of sales training programs for business-to-business salespeople.Message The reason I’m calling is that I’d love to find out how your company is currently handling your sales training needs and share with you a little about our programs. I know you’re busy so I’d be glad to meet at your earliest convenience. My number is 651-429-1922. Have a great day!
  9. 9. Good afternoon, Eric. As the VP of Sales, I’m sure you’re always looking for ways to drive more revenue. The reason I’m writing isNice that I’d like to introduce you to the Leapfrog Strategies comprehensive line of sales training programs. We’ve been servingCompany the high tech market since 1986 and our clients include companies like IBM, Microsoft and Oracle, as well as numerous growingOverview technology firms.Email Our most requested programs are listed below. I invite you to click on the links to learn more about each of them. • Selling to Crazy-Busy Prospects • The New Rules of Selling • Secrets of Email Prospecting • Selling to the C-Suite • Speeding Up Your Sale • Selling in a Volatile Economy All the above sessions are available in full day and half day sessions, plus they can also be delivered as a keynote presentation if you have an upcoming sales meeting. I would love to set up a time to talk with you about each of these programs in more detail and learn how they might fit in your own sales development plans. I look forward to setting up a meeting with you at your earliest convenience. Please let me know when that might be.
  10. 10. SNAP Factors Simple ComplexNvaluablei Ordinary Aligned Irrelevant Priority Nicety Snapping Point
  11. 11. Your Product/Service is Just a Tool
  12. 12. What’s their goal? Launch a campaign
  13. 13. Is it worth it?
  14. 14. Jolt them out of complacency
  15. 15. Hi Eric. Jill Konrath. In know you’re Revisedunder lots of pressure to meet yoursales forecast — which is really Messagetough to do when your salespeoplecan’t even set up meetings withdecision makers.I’ve got some ideas on how youcan speed up your sales cycle andget more prospects in yourpipeline.Let’s set up a time to talk. Mynumber is 651-429-1922.
  16. 16. Keeping in touch is insufficient! Keep in touch
  17. 17. What are the sticking points? Can’t Concern Getting Decision RisksJustify re: Impact Buy-in Insecurity Involved
  18. 18. Education-based contact
  19. 19. Invaluable Information• Top problems they’re facing• Key obstacles to goal achievement• Results they can get from changing• How other companies are doing things• Fresh ways of looking at existing issues• Pulling together the buying team• Questions they should be asking themselves• How to determine best solution• Industry trends impacting business
  20. 20. Possible Resources Industry TrendsE xamples Articles Reports Case Studies White P a p e rs ROI Calculators
  21. 21. No MarketingCollateral
  22. 22. As I mentioned in my call to you Follow-Upyesterday, I know how tough it isfor your salespeople to set up Emailmeetings with today’s crazy- Messagebusy prospects.Recently, in working withanother high tech firm, wehelped 87% of their sales repsland initial meetings with theirtop targeted accounts in just twomonths.If you’d like to find out how wedid this, let’s set up a time totalk. Would next Tuesday at 2pmET work for you?
  23. 23. Another With today’s volatile economy, salesFollow-Up cycles are getting longer and more complex. And, it’s a real challenge toMessage meet your numbers when that’s happening to your reps. I thought you might be interested in this study on what’s working best in today’s business environment. www.example.com Also, I’ve got some ideas on how to help your reps speed up their sales. Would you have 15 minutes for a quick conversation next Thursday?
  24. 24. When we talked a few weeks ago, you Anothermentioned how important it was to get Follow-Upmore prospects in your pipeline. MessageThat’s why I thought you might beinterested in our upcoming webinar onFriday. We’ll be covering:• Critical mistakes that cause hot prospects to disappear• Strategies your salespeople can use to prevent that from happening. I hope you can join us.
  25. 25. Hold an EventHold an event You’re invited …
  26. 26. What are the sticking points? Can’t Concern Getting Decision RisksJustify re: Impact Buy-in Insecurity Involved
  27. 27. No magic here. Real strategies

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