www.LaunchLeads.com3 Secrets to Get the AppointmentB2B Sales TacticsLaunch LeadsBrandt “Bubba” Page - Founder
www.LaunchLeads.com“53% of sales leads are generated by salespeople, compared to 24% by the marketingteam.”– Source: CSO R...
www.LaunchLeads.comLaunch Leads Wins Best Website in Utah2013 by American Marketing Association1. Gather Targeted Lead Lis...
www.LaunchLeads.com“80% of the average sales person’s day isspent on non-revenue generatingactivities, including not knowi...
www.LaunchLeads.comWho is your decision maker?– What type of company?– What title?– What industry?– What size of company?B...
www.LaunchLeads.comResearch to Gather Data• Off phone vs. On phone research– On Phone:• IVR• Operator• Gatekeeper• Another...
www.LaunchLeads.comHow to Overcome Sales Pressure• Recognize and Diffuse Hidden Pressures• Objections:– Busy– Is this a sa...
www.LaunchLeads.comThe IntroductionSmile and Dial I know you’re busy.Stroke EgoNear a Computer?
www.LaunchLeads.comB2B Email Magic: Rules• Think mobile» (use text & less html)• From field: Make it personal…» From a rea...
www.LaunchLeads.comB2B Email Magic: Rules (continued)• 3 bullet points of Proof & Differentiation» Use statistics, percent...
www.LaunchLeads.comB2B Email Magic: 1st Phone EmailTemplate• From:• brandt.page@launchleads.com• Subject:• Scheduling an A...
www.LaunchLeads.comB2B Email Magic: 1st Phone EmailTemplate (cont.)• 3 points:• We cold call targeted lists of decision ma...
www.LaunchLeads.comB2B Email Magic: 1st Phone EmailTemplate (cont.)• Email SignatureThanks,

BRANDT BUBBA PAGE | 877-466-0...
www.LaunchLeads.comTurn 30 Seconds into 3 Minutes• While onthe phone,send yourEmail• Sometimesit goes tospam…Got it? • Can...
www.LaunchLeads.comScheduling the Appointment• Relaxed• 2 specific days• Then specify exact time• Ask Qualification Questi...
www.LaunchLeads.comDon’t Make This Mistake• “Over 25% of B2B sales cycles take sevenmonths or more to close.”– Source: Har...
www.LaunchLeads.comLaunch Leads Introduction (again)1. Gather Targeted Lead Lists of Decision Makers through proprietary i...
Thank You!www.LaunchLeads.com877-466-0111facebook.launchleads.comtwitter.launchleads.comlinkedin.launchleads.com
Launch Leads: 3 Secrets to Get B2B Sales Appointments - Presentation for the Worlds Largest Inside Sales Virtual Summit- B...
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Launch Leads: 3 Secrets to Get B2B Sales Appointments - Presentation for the Worlds Largest Inside Sales Virtual Summit- Brandt "Bubba" Page

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This session covers three sales secrets for landing an B2B sales appointment, touching on:
1. How to overcome sales pressure on a B2B cold call and how to gather contact data on the phone.
2. Great prospecting includes fantastic emails: "B2B Email Magic" provides a go-to email template that is sure to yield a positive results.
3. Finally, the session will cover how to turn 30 seconds on a cold call into three valuable minutes that converts into a qualified sales appointment.

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  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which utilizes LinkedIn and grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system?
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  • Did you help to start this company? Or how long have you been with the company? I bet you have made a big impact.
  • Launch Leads: 3 Secrets to Get B2B Sales Appointments - Presentation for the Worlds Largest Inside Sales Virtual Summit- Brandt "Bubba" Page

    1. 1. www.LaunchLeads.com3 Secrets to Get the AppointmentB2B Sales TacticsLaunch LeadsBrandt “Bubba” Page - Founder
    2. 2. www.LaunchLeads.com“53% of sales leads are generated by salespeople, compared to 24% by the marketingteam.”– Source: CSO Report 

    3. 3. www.LaunchLeads.comLaunch Leads Wins Best Website in Utah2013 by American Marketing Association1. Gather Targeted Lead Lists of Decision Makers through proprietary in-housetechnology.
2. Qualify Leads through Prospecting Methodologies and Technology to facilitateefficiencies and performance.
3. Schedule Highly Qualified Appointments with Interested Decision Makers.
4. Respond Immediately to our Clients Inbound Web Leads to Verify &Qualify, then warm transfer back or assist with Tradeshow and Webinar followup5. If you want Insidesales.com tech power, but don’t want to manage or hire in-house…we are the outside option. All-American team, experts, & performancedriven.• Brandt "Bubba" Page on Linkedin or @brandtpage on twitter• www.launchleads.com or sales@launchleads.com or 877-466-0111
    4. 4. www.LaunchLeads.com“80% of the average sales person’s day isspent on non-revenue generatingactivities, including not knowing where tofind good prospects or recognizing themonce they find them.”– Source: TeleSmart.com

    5. 5. www.LaunchLeads.comWho is your decision maker?– What type of company?– What title?– What industry?– What size of company?Build a targeted database of decision makers.Build your foundation first.
    6. 6. www.LaunchLeads.comResearch to Gather Data• Off phone vs. On phone research– On Phone:• IVR• Operator• Gatekeeper• Another department• Referral from inside– Off Phone:• Google, Linkedin, Salesloft, Zoominfo, Insideview
    7. 7. www.LaunchLeads.comHow to Overcome Sales Pressure• Recognize and Diffuse Hidden Pressures• Objections:– Busy– Is this a sales call?– Already got that taken care of– No» What you say» How you say it
    8. 8. www.LaunchLeads.comThe IntroductionSmile and Dial I know you’re busy.Stroke EgoNear a Computer?
    9. 9. www.LaunchLeads.comB2B Email Magic: Rules• Think mobile» (use text & less html)• From field: Make it personal…» From a real persons email• Subject line: Less than 40 Characters» No spammy stuff: FREE, $$, SuCcEsS, CAPS• 2 lines: Intro + purpose
    10. 10. www.LaunchLeads.comB2B Email Magic: Rules (continued)• 3 bullet points of Proof & Differentiation» Use statistics, percentages (%), Numbers (#)• 1 line: Include call to action» Use a link…• Email Signature» wisestamp.com, social icons, number, website
    11. 11. www.LaunchLeads.comB2B Email Magic: 1st Phone EmailTemplate• From:• brandt.page@launchleads.com• Subject:• Scheduling an Appointment• 2 lines: (in a real email, it would be one line)• This is ___ from Launch Leads. I know you arebusy, my CEO, Brandt Page asked me to schedulesome time on the phone between the two of you.
    12. 12. www.LaunchLeads.comB2B Email Magic: 1st Phone EmailTemplate (cont.)• 3 points:• We cold call targeted lists of decision makers andschedule appointments with qualified companies.• Clients see an average return of 600% as apartner with Launch Leads.• We are an All-American team that works withcomplex software/tech companies likeInsidesales.com and Fusion-io.• 1 line: (in a real email, it would be one line)• Take a look at some client video testimonials whohave seen success with us.
    13. 13. www.LaunchLeads.comB2B Email Magic: 1st Phone EmailTemplate (cont.)• Email SignatureThanks,

BRANDT BUBBA PAGE | 877-466-0111 x2014548 S. Atherton Drive Suite 240 I Salt Lake City, UT
    14. 14. www.LaunchLeads.comTurn 30 Seconds into 3 Minutes• While onthe phone,send yourEmail• Sometimesit goes tospam…Got it? • Can youjust checkthe link…Open?• If you couldjust click onthe link…Click? • As you cansee, weprovide…Value!After they see the value you are providing:1. Ask to schedule a time to follow up the next day, give 2 times as options, iftomorrow doesn’t work, try for the next day.2. Remember: Same Week Sets are KEY3. Don’t forget to send the calendar invite, confirm the date and time a coupletimes.4. And ask qualification questions to ensure an opportunity.
    15. 15. www.LaunchLeads.comScheduling the Appointment• Relaxed• 2 specific days• Then specify exact time• Ask Qualification Questions» Typically no more than 4, to help tailor the next call.• Confirm contact information» Get direct # if you don’t already have it.• Send calendar invitation» While on the phone – check if they received it.• Repeat the date and time» Say thanks and invite them to go to the website.
    16. 16. www.LaunchLeads.comDon’t Make This Mistake• “Over 25% of B2B sales cycles take sevenmonths or more to close.”– Source: Harvard University and Gallup• They DON’T ASK:- Ask for an appointment- Ask for an email address- Ask for a direct extension- Ask for the Sale- Ask for a solid follow up date- Ask for a referral- Ask for….
    17. 17. www.LaunchLeads.comLaunch Leads Introduction (again)1. Gather Targeted Lead Lists of Decision Makers through proprietary in-house technology.
2. Qualify Leads through Prospecting Methodologies and Technology tofacilitate efficiencies and performance.
3. Schedule Highly Qualified Appointments with Interested DecisionMakers.
4. Respond Immediately to our Clients Inbound Web Leads to Verify &Qualify, then warm transfer back or assist with Tradeshow and Webinarfollow up5. If you want Insidesales.com tech power, but don’t want to manage or hirein-house…we are the outside option. All-American team, experts, &performance driven.• Brandt "Bubba" Page on Linkedin or @brandtpage on twitter• www.launchleads.com sales@launchleads.com• 877-466-0111
    18. 18. Thank You!www.LaunchLeads.com877-466-0111facebook.launchleads.comtwitter.launchleads.comlinkedin.launchleads.com

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