John Barrows (CEO, jBarrows) - Top Strategies for Maximizing Response Rates from Executives

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John Barrows (CEO, jBarrows) - Top Strategies for Maximizing Response Rates from Executives

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John Barrows (CEO, jBarrows) - Top Strategies for Maximizing Response Rates from Executives

  1. 1. 1 Top Strategies for Maximizing Response Rates From Executives with
  2. 2. 2 Introduction: John Barrows john@jbarrows.com © j.barrows LLC 2013
  3. 3. 3 Sample Client List © j.barrows LLC 2013
  4. 4. 4 Science vs. Art © j.barrows LLC 2013
  5. 5. 5 Know Your Equation $ 3,500 = 2 50% = 4 50% = 8 .5% = 1600 © j.barrows LLC 2013
  6. 6. 6 Know Your Equation © j.barrows LLC 2013
  7. 7. 7 Defining the Target
  8. 8. 8 Your Target Accounts © j.barrows LLC 2013
  9. 9. 9 Your approach Quality Quantity Practice © j.barrows LLC 2013
  10. 10. 10 Quality vs Quantity © j.barrows LLC 2013 Customized Messaging 22% Targeted Messaging 8% Templates 2%
  11. 11. 11 Your Target Contact © j.barrows LLC 2013
  12. 12. 12 APPROACH Less is more Direct, to the point Easy to respond to Referrals Professional persistence Having a reason What Executives DO Respond to CONTENT About them/their business New ideas (challenger) What others like them are doing Speaking their language Results © j.barrows LLC 2013
  13. 13. 13 Our Approach 5 Unique Touches in 30 Days 83% of high performers have a defined strategy and make 4-8 attempts * High performers = 110% of quota and represent less than 25% of respondents * Phone Works – 2011 Inside Sales Metrics © j.barrows LLC 2013
  14. 14. 14 Finding the Reason © j.barrows LLC 2013
  15. 15. 15 Executive quotes about…. Executive priorities Hiring /Growth Promotions New products New Client Awards Mission/Goals/Vision Finding A Reason What? © j.barrows LLC 2013
  16. 16. 16 Messaging Matrix © j.barrows LLC 2013 Quality Quantity
  17. 17. 17 Quote © j.barrows LLC 2013
  18. 18. 18 Acquisition © j.barrows LLC 2013
  19. 19. 19 Alignment © j.barrows LLC 2013
  20. 20. 20 Knowing What Works © j.barrows LLC 2013
  21. 21. 21 Track & Measure © j.barrows LLC 2013
  22. 22. 22 Know Your Equation $ 3,500 = 2 50% = 4 50% = 8 .5% = 1600 © j.barrows LLC 2013 10% = 80
  23. 23. 23 Your Feedback © j.barrows LLC 2013 John Barrows john@jbarrows.com www.jbarrows.com/blog @JohnMBarrows www.SalesFromTheStreets.com Q & A
  24. 24. 24 GO SELL SOMETHING!!!!!

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