www.LaunchLeads.com
3 Secrets to Get the Appointment
B2B Sales Tactics
Launch Leads
Brandt “Bubba” Page - Founder
www.LaunchLeads.com
“53% of sales leads are generated by sales
people, compared to 24% by the marketing
team.”
– Source: C...
www.LaunchLeads.com
Launch Leads Wins Best Website in Utah
2013 by American Marketing Association
1. Gather Targeted Lead ...
www.LaunchLeads.com
“80% of the average sales person’s day is
spent on non-revenue generating
activities, including not kn...
www.LaunchLeads.com
Who is your decision maker?
– What type of company?
– What title?
– What industry?
– What size of comp...
www.LaunchLeads.com
Research to Gather Data
• Off phone vs. On phone research
– On Phone:
• IVR
• Operator
• Gatekeeper
• ...
www.LaunchLeads.com
How to Overcome Sales Pressure
• Recognize and Diffuse Hidden Pressures
• Objections:
– Busy
– Is this...
www.LaunchLeads.com
The Introduction
Smile and Dial 
I know you’re busy.
Stroke Ego
Near a Computer?
www.LaunchLeads.com
B2B Email Magic: Rules
• Think mobile
» (use text & less html)
• From field: Make it personal…
» From ...
www.LaunchLeads.com
B2B Email Magic: Rules (continued)
• 3 bullet points of Proof & Differentiation
» Use statistics, perc...
www.LaunchLeads.com
B2B Email Magic: 1st Phone Email
Template
• From:
• brandt.page@launchleads.com
• Subject:
• Schedulin...
www.LaunchLeads.com
B2B Email Magic: 1st Phone Email
Template (cont.)
• 3 points:
• We cold call targeted lists of decisio...
www.LaunchLeads.com
B2B Email Magic: 1st Phone Email
Template (cont.)
• Email Signature
Thanks,


BRANDT 'BUBBA' PAGE | 87...
www.LaunchLeads.com
Turn 30 Seconds into 3 Minutes
• While on
the
phone, send
your
Email
• Sometimes
it goes to
spam…
Got ...
www.LaunchLeads.com
Scheduling the Appointment
• Relaxed
• 2 specific days
• Then specify exact time
• Ask Qualification Q...
www.LaunchLeads.com
Don’t Make This Mistake
• “Over 25% of B2B sales cycles take seven
months or more to close.”
– Source:...
www.LaunchLeads.com
Launch Leads Introduction (again)
1. Gather Targeted Lead Lists of Decision Makers through proprietary...
Thank You!
www.LaunchLeads.com
877-466-0111
facebook.launchleads.com
twitter.launchleads.com
linkedin.launchleads.com
B2B Sales Tactics: 3 Secrets to Get the Appointment
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B2B Sales Tactics: 3 Secrets to Get the Appointment

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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2

Brandt "Bubba" Page - Founder of http://www.launchleads.com/
LinkedIn: http://www.linkedin.com/in/brandtpage
Twitter: https://twitter.com/brandtpage

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

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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.
  • Transcript of "B2B Sales Tactics: 3 Secrets to Get the Appointment"

    1. 1. www.LaunchLeads.com 3 Secrets to Get the Appointment B2B Sales Tactics Launch Leads Brandt “Bubba” Page - Founder
    2. 2. www.LaunchLeads.com “53% of sales leads are generated by sales people, compared to 24% by the marketing team.” – Source: CSO Report 

    3. 3. www.LaunchLeads.com Launch Leads Wins Best Website in Utah 2013 by American Marketing Association 1. Gather Targeted Lead Lists of Decision Makers through proprietary in-house technology.
 2. Qualify Leads through Prospecting Methodologies and Technology to facilitate efficiencies 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 follow up 5. 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, & performance driven. • 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 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

    5. 5. www.LaunchLeads.com Who 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.com Research 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.com How 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.com The Introduction Smile and Dial  I know you’re busy. Stroke Ego Near a Computer?
    9. 9. www.LaunchLeads.com B2B 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.com B2B 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.com B2B Email Magic: 1st Phone Email Template • 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 are busy, my CEO, Brandt Page asked me to schedule some time on the phone between the two of you.
    12. 12. www.LaunchLeads.com B2B Email Magic: 1st Phone Email Template (cont.) • 3 points: • We cold call targeted lists of decision makers and schedule appointments with qualified companies. • Clients see an average return of 600% as a partner with Launch Leads. • We are an All-American team that works with complex software/tech companies like Insidesales.com and Fusion-io. • 1 line: (in a real email, it would be one line) • Take a look at some client video testimonials who have seen success with us.
    13. 13. www.LaunchLeads.com B2B Email Magic: 1st Phone Email Template (cont.) • Email Signature Thanks,
 
BRANDT 'BUBBA' PAGE | 877-466-0111 x201 4548 S. Atherton Drive Suite 240 I Salt Lake City, UT
    14. 14. www.LaunchLeads.com Turn 30 Seconds into 3 Minutes • While on the phone, send your Email • Sometimes it goes to spam… Got it? • Can you just check the link… Open? • If you could just click on the link… Click? • As you can see, we provide… 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, if tomorrow doesn’t work, try for the next day. 2. Remember: Same Week Sets are KEY 3. Don’t forget to send the calendar invite, confirm the date and time a couple times. 4. And ask qualification questions to ensure an opportunity.
    15. 15. www.LaunchLeads.com Scheduling 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.com Don’t Make This Mistake • “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….
    17. 17. www.LaunchLeads.com Launch Leads Introduction (again) 1. Gather Targeted Lead Lists of Decision Makers through proprietary in- house technology.
 2. Qualify Leads through Prospecting Methodologies and Technology to facilitate efficiencies 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 follow up 5. 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, & 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.com 877-466-0111 facebook.launchleads.com twitter.launchleads.com linkedin.launchleads.com
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