5 Key Steps To More Sales Appointments - Brandt Page - Sales Training

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Sales Training specifically covering key principals to get more sales appointments to build your sales pipeline. Follow these simple tactical steps and get better results.
Brandt Page is CEO of Launch Sales and Marketing (http://launchsalesandmarketing.com) specializing in lead generation, lead qualification, and appointment setting for b2b companies. 877-466-0111

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5 Key Steps To More Sales Appointments - Brandt Page - Sales Training

  1. 1. Brandt Page <br />Launch Sales and Marketing<br />Sales Training<br />“5 key steps to MoreSales Appointments”<br />
  2. 2. Brandt Page’s Bio<br />Brandt Page is the founder and CEO of Launch Sales and Marketing, an outsourced sales company specializing in B2B sales pipeline creation for their clients by providing lead generation, qualification, and appointment setting services. <br />Emerging Executive of the Year 2009 by the Utah Technology Council. <br />American Express selected him to advise their national OPEN Forum Pulse on Twitter, was nominated for the "INC 30 Under 30" award in 2010, <br />Elected into the 2010 vSpring Capital Top 100 Venture Entrepreneurs. The “v100”<br />Launch was recently featured in the Utah CEO magazine as the 6th fastest growing student founded company in Utah. <br />Along with speaking at several events, Brandt was the keynote speaker at the Utah Governor’s Student Business Summit. <br />A mentor for the Community Foundation of Utah and works with at-risk youth in Salt Lake City. <br />He been on numerous panels and has judged business competitions. <br />
  3. 3. Nothing Happens w/out an appointment<br />All phases of sales cycle are important<br />Appointments are necessary<br />How do you currently get your leads and appointments? <br />How much time do you spend prospecting?<br />
  4. 4. Today’s Outline: 6 key steps<br />1. Shift your cold calling hours<br />2. Use voice mail to get more appointments<br />3. Preparing for the call will improve results<br />4. Leverage what they are telling you<br />5. Use email to connect with prospects<br />Create your own luck, by DOING<br />The Gatekeeper<br />Turn 30 Seconds into 3 minutes<br />
  5. 5. 1. Shift your cold calling hours<br />Don’t just…get it out of the way…<br />Best times are industry specific. <br />When are your prospects most likely there? <br />Keep track, use historical data to support.<br />
  6. 6. 2. Use voice mail to get more appointments<br />It takes 5-7 touches for a response<br />People DO return calls from voice mails<br />If no info is left, no impression is made<br />The goal of the voicemail is for a call back<br />Most people listen to the entire voice mail<br />
  7. 7. 3. Preparing for the call will improve results<br />Most hate to prospect, so they don’t prepare<br />Use a CRM: Touch, Contact, Engage (status)<br />No deep preparation. Just be prepared with: <br />Calling list- name, title, phone #<br />Potential value statements<br />References<br />Potential voice mail/email templates<br />Ability to anticipate and deal with objections<br />
  8. 8. 4. Leverage what they are telling you<br />Not every call turns into an appointment<br />Utilize the secretary, ask questions<br />Learn the buzzwords, jargon from each call<br />Recycle leads. A no today, might mean a yes tomorrow. <br />Use Drip Campaigns: ELF (Electronic Labor Force)<br />
  9. 9. 5. Use email to connect with prospects<br />Make it Blackberry ready 2 x 2.5 inch screen<br />Use templates to save time<br />Downside: they can delete without reading<br />Use a strong, relevant, Subject Line<br />The goal of an email is to get a response. <br />
  10. 10. Create your own luck, by DOING<br />Inaction is not an option<br />The #1 reason for low sales, is lack of effort<br />Most reps find anything else to do besides prospecting. They avoid it!<br />People do not like to cold call for fear of rejection.<br />Master the cold call – people like what they are good at. <br />Just get on the phone…and DO IT!<br />
  11. 11. The Gatekeeper<br />
  12. 12. Turn 30 seconds to 3 minutes<br />
  13. 13. www.LaunchSalesandMarketing.com<br />Brandt@LaunchSalesandMarketing.com<br />877-466-0111 x201 <br />Twitter.com/BrandtPage<br />Twitter.com/LaunchSales<br />Linkedin.com/Brandtpage<br />“5 key steps to MoreSales Appointments”<br />

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