Top Secrets to Engaging Decision   Makers -- B2B Sales Tactics            Launch Leads              Brandt Page           ...
About Brandt Page• Brandt Page is the founder and CEO of Launch Leads.• Brandt was named the Emerging Executive of the Yea...
About Launch Leads1. Launch fills client sales pipelines withqualified leads and scheduled salesappointments. B2B Prospect...
Top 5 Secrets to Engage Decision Makers• Know who your target is: Who is the Decision  Maker?• The Gatekeeper: Secrets of ...
Know who your target is: Who is theDecision Maker? Who do you need to work with? 1.   What is the title of the person 2.  ...
The Gatekeeper: Gain Access or Info     Talk like you would a friend     • Be friendly. Also, you may sound like the boss’...
Start With a Dialogue, Not a Presentation• Weve all been trained to try to push prospects into a  "yes" response on the fi...
The IntroductionSmile and Dial   I know you’re busy.     Stroke Ego       Near a Computer?                          www.L...
Here Are 6 Sample Questions to Ask toGet to the Decision Maker:1. Who else will be a part of your evaluation process?”2. “...
Email Secrets• State simply and clearly why you are  reaching out – one sentence, then bullet  points• Offer credibility (...
Turn 30 Seconds into 3 Minutes• While on                  Got it?     • Can you                                           ...
What “NO” Really Means• I didn’t listen long enough to know who you  are and what you are offering• Not now, but in the fu...
The BIGGEST Mistake Sales People Make      • “Over 25% of B2B sales cycles take seven                months or more to clo...
Create your own luck, by DOING • “53% of sales leads are generated by sales people,       compared to 24% by the marketing...
Thank You!www.LaunchLeads.com    877-466-0111   facebook.launchleads.com   twitter.launchleads.com   linkedin.launchleads....
Launch Leads -  B2B Lead Generation, Cold Calling, Prospecting, as Presented at the UTAH business summit - b2b sales tactics
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Launch Leads - B2B Lead Generation, Cold Calling, Prospecting, as Presented at the UTAH business summit - b2b sales tactics

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Brandt Page is the founder and CEO of Launch Leads, an outsourced B2B sales company that fills their client's sales pipeline by providing lead generation, qualification, and appointment setting services.

In addition, Launch helps companies with inbound web leads by responding immediately with a phone call to verify, then qualify the lead before transferring it back to our clients' sales team.

What we do for our clients:

1. Gather Targeted Lead Lists of Decision Makers
2. Qualify Leads through Prospecting and Technology
3. Set Highly Qualified Appointments with Interested Decision Makers
4. Immediately respond to inbound web leads to increase response rates 21x

Now you can let your sales team focus on closing more qualified prospects.

www.launchleads.com

Contact us at sales@launchleads.com or call 877-466-0111.

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Launch Leads - B2B Lead Generation, Cold Calling, Prospecting, as Presented at the UTAH business summit - b2b sales tactics

  1. 1. Top Secrets to Engaging Decision Makers -- B2B Sales Tactics Launch Leads Brandt Page www.LaunchLeads.com
  2. 2. About Brandt Page• Brandt Page is the founder and CEO of Launch Leads.• Brandt was named the Emerging Executive of the Year 2009 by the Utah Technology Council.• American Express selected him to advise their national OPEN Forum Pulse on Twitter and his Twitter @BrandtPage and @LaunchSales were selected as a Top 40 sales people to follow.• Brandt was nominated for the "INC 30 Under 30" award in 2010, was elected into the 2010 vSpring Capital Top 100 Venture Entrepreneurs, was also named the CrowdPitch Winner from Funding Universe, and was a Utah Start-up of the Year finalist 2010.•• He is a mentor for the Community Foundation of Utah and works with at-risk youth in Salt Lake City. www.LaunchLeads.com
  3. 3. About Launch Leads1. Launch fills client sales pipelines withqualified leads and scheduled salesappointments. B2B Prospecting.2. Launch generates targeted leadlists, qualifies each lead, and schedules salesopportunities on behalf of its clients.3. Launch connects inbound web leads within 5minutes of a submission, typically while theprospect is still on your site. Then, qualifies thelead and schedules a sales appointment foryour team. www.LaunchLeads.com
  4. 4. Top 5 Secrets to Engage Decision Makers• Know who your target is: Who is the Decision Maker?• The Gatekeeper: Secrets of Success• Phone Magic: Turn "30 Seconds into 3 Minutes" with the Decision Maker• What "No" Really Means• The Biggest Mistake Sales People Make www.LaunchLeads.com
  5. 5. Know who your target is: Who is theDecision Maker? Who do you need to work with? 1. What is the title of the person 2. What are they responsible for 3. What type of company do you want to work with 4. What industry or vertical 5. What size of company is best Understanding your targeted prospect will be one of the MOST IMPORTANT keys to success. “80% of the average sales person’s day is spent on non- revenue generating activities, including not knowing where to find good prospects or recognizing them once they find them.” Source: TeleSmart.com
 www.LaunchLeads.com
  6. 6. The Gatekeeper: Gain Access or Info Talk like you would a friend • Be friendly. Also, you may sound like the boss’s friend. Just ask – email, number, time • Most are willing to share key information with you. If difficult, ask what’s the best way • Simply asking will get you through many times. You are just calling to set up an appt for… • It will help them feel like you are one of them. www.LaunchLeads.com
  7. 7. Start With a Dialogue, Not a Presentation• Weve all been trained to try to push prospects into a "yes" response on the first call, but that creates sales pressure.• Make it a natural conversation, see if it is a fit for both parties.• Recognize and diffuse hidden pressures• Don’t take it personally & prepare for it• Always confirm contact information. www.LaunchLeads.com
  8. 8. The IntroductionSmile and Dial  I know you’re busy. Stroke Ego Near a Computer? www.LaunchLeads.com
  9. 9. Here Are 6 Sample Questions to Ask toGet to the Decision Maker:1. Who else will be a part of your evaluation process?”2. “Are there other stake holders in your organization who are part of your research process whom I can send information to?”3. “May I ask who will be making the final decision on this purchase?”4. “To be as efficient as possible, may I include others on your team on the call?”5. “I understand that Joe Smith is the leader of your IT department, should I also send some information to him, and will she be involved in this decision?”6. “I have found with my other clients that the head of marketing likes to be involved in these kinds of decisions. If that is the case in your organization, and if so, may I include them in our correspondence?”• By asking the right questions in a respectful way, you can turn gatekeepers into your internal champions that will help facilitate your sale. (www.wheelhouse.com) www.LaunchLeads.com
  10. 10. Email Secrets• State simply and clearly why you are reaching out – one sentence, then bullet points• Offer credibility (case studies, clients)• Use Links, not attachments• Make it easy to read and respond to on their phone. (use text & less html) www.LaunchLeads.com
  11. 11. Turn 30 Seconds into 3 Minutes• While on Got it? • Can you Click? • As you can the phone, • Sometimes just check • If you could see, we send your it goes to if it… just… provide… spam… Email Open? Value! www.LaunchLeads.com
  12. 12. What “NO” Really Means• I didn’t listen long enough to know who you are and what you are offering• Not now, but in the future I could be interested• I am running out of the office or to a meeting and don’t have time• This is the 10th call I have received today www.LaunchLeads.com
  13. 13. The BIGGEST Mistake Sales People Make • “Over 25% of B2B sales cycles take seven months 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…. www.LaunchLeads.com
  14. 14. Create your own luck, by DOING • “53% of sales leads are generated by sales people, compared to 24% by the marketing team.” Source: CSO Report 
• No action is not an option• The #1 reason for low sales is lack of effort• Most reps find anything else to do besides prospecting. They avoid it!• People do not like to cold call for fear of rejection. www.LaunchLeads.com
  15. 15. Thank You!www.LaunchLeads.com 877-466-0111 facebook.launchleads.com twitter.launchleads.com linkedin.launchleads.com Brandt Page, CEO Launch Leads sales@launchleads.com www.launchleads.com 877-466-0111 Twitter: @brandtpage Linked In: www.linkedin.com/in/brandtpage
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