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Proven Techniques to IncreaseProspect Response RatesMarch 12, 2012
Proven Techniques to Increase Prospect Response Rates• Cold calls and email blasts used to be a favorite tactic of sales and marketers until only a few years ago• Customers have been tuning out in increasing numbers, instead relying on recommendations from colleagues, peers, and communities when they need to connect• In this session, you’ll learn what makes prospects respond to your calls and which techniques to use for increasing prospect response ratesSLIDE :2
Your • Joanne BlackPresenters – No More Cold Calling®, Founder • Mike Hack – InsideView, Account Executive • Apryl Hanson – Blytheco, Director Customer and Partner Strategy • Brett Gabel – Symplified, Regional Sales Manager
Discussion • Proven Techniques to IncreaseTopics Prospect Response Rates • Why referrals are gold • What it takes to adopt referral selling • Leveraging your connections to get to the right people • Using referrals throughout the sales funnel • Linking InsideView and social media for referrals
Key Takeaways1. The 5 components of your referral business2. Three referral traps to avoid3. Two funnel strategies you hadn’t considered4. Identify new referral partnering opportunities5. The steps to link InsideView with referralsSLIDE :6
No More Cold Calling• Why referrals work• The 5 referral disciplines• What it takesSLIDE :7