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Social Selling University - Nigel Edelshain

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Is your calendar chock-full of meetings with well-qualified prospects? Is cold calling working great for you? Are you having a ball making cold calls? If you answered “no” to any of these questions, …

Is your calendar chock-full of meetings with well-qualified prospects? Is cold calling working great for you? Are you having a ball making cold calls? If you answered “no” to any of these questions, you may want to attend this webinar.

You’re now dealing with a super-frazzled and super-distracted "Customer 2.0". The volume cold call is as “dead as a dodo” when dealing with “Customer 2.0”. But smart prospecting is very much alive.

What you will learn
-Why the cold call is dead if it means “smiling and dialing”

-How to use the Who, What & When of prospecting to maximize your chances of getting into your prospect's office

-How you can use Sales 2.0 tools and techniques to increase your cold calling results dramatically, causing an approximately an 8 x improvement.

-Some of the key Sales 2.0 tools for prospecting and how to use them.

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Transcript

  • 1. Nigel Edelshain, Sales 2.0 Social Calling Integrating the Who, What & When of Prospecting
  • 2.  
  • 3. Show Me the Money • Smile and Dial 10 dials x 10 convos = 100:1 => 8 Time Improvement • Social Calling 4 dials x 3 convos = 12:1 Show Me the Money
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  • 8. Real Voice Mail “ Hi Nigel this is John Doe calling from XYZ Company. I wanted to talk to you about our ‘Cool Tool’ our new solution for configuration. I understand you attended our webinar and I’d like to show you some more details on it and how it can be used with how you use your systems. Can you give me a call back at xxx-xxx-xxxx. Thanks.” Real Voice Mail
  • 9. Prospect Hears
    • YOU, YOU, YOU (not ME), blah blah, blah
    • Sounds like a bunch of time wasted
    • Result: DELETE (fast)
    Real Voice Mail
  • 10. Prospect Profile Social Calling
  • 11.  
  • 12. Prospect Lists
  • 13. Trigger Events Prospect Profile Social Calling
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  • 15. Trigger Events
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  • 22. Social Calling Relationships Trigger Events Prospect Profile Social Calling
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  • 24. Relationships Relationships
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  • 31. Relationships Relationships
  • 32. Social Call “ Hi John this is Nigel Edelshain calling. Ben’s friend . Still a good time for 15 mins? I noticed you guys have a relatively new CEO . How is this affecting you? Are there any new initiatives that may impact your area? We’ve seen in other places that a new CEO often….etc.” Social Call
  • 33. Prospect Hears -Ah right, this is Ben’s contact. I better make time for this. -That’s odd this guy has actually done some homework -Hmm I do like to do the talking. I’m an interesting fellow. -Result: advance the sale, minimum objections Social Call
  • 34. Show Me the Money • Smile and Dial 10 dials x 10 convos = 100:1 => 8 Time Improvement • Social Calling 4 dials x 3 convos = 12:1 Show Me the Money
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  • 41. Photo from Flickr user toddalert 70%
  • 42. Not Just for Marketers
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  • 44.
    • Times are a Changing
    • A classic cold call
    • The Social Calling way (including geeky tools)
    • A Social Call
    • Two-Way Street
    • Tending Your Bananas
    Review
  • 45.
    • Nigel Edelshain, Sales 2.0
    • Office: 201-782-9663
    • Email: [email_address]
    • Website & blog: www.sales2.com
    Free Ebook - www.sales2.com Questions