This document outlines sales and buying processes and how to generate qualified leads at lower costs. The sales process involves finding, connecting with, and qualifying leads before proposing, negotiating, and closing deals. The buying process involves awareness, engagement, and action stages where customers may not be actively looking. It then discusses lead generation options like outsourcing to websites or appointment setters that can provide "pre-qualified" leads for $150-800 each. The document proposes a sales ready lead starter kit involving automated emails and calls to pre-qualified leads to obtain warmer calls with higher qualification rates at a lower cost than traditional lead generation methods. It provides steps and pricing for using SalesScripter, SalesNexus, and LeadFer

1. Sales Process
Find - network, cold call
Connect - follow ups
Qualify - needs? budget?
Proposal, demo, evaluate, present
Negotiate
Close

2. Buying Process
Awareness
Engagement
Action
This is where the sales
process begins

3.  I have a problem
 I see an opportunity
I may not be looking for answers or solutions
yet!
Awareness

4.  Aware of your company?
 Aware of what you do?
 Familiar with your sales rep?
Permission to have a dialogue
Engagement

5.  Recognize a need?
 Understand the potential value of a solution?
 Authority to make the investment?
High likelihood of purchase!
Qualification

6. • Hours of networking? Cold calling?
• Thousands $ spent on ads (Pay per click,
Banners, TV, Radio)
• Months invest in Search Engine Optimization?
• Expensive and time consuming trade shows?
Cost of
Engagement

7. • Hours of follow up calls?
• Travel, entertainment, bonding and rapport?
• Multiple meetings?
Cost of
Qualification

8. Lead Generation
Outsourcing
• Websites – buyers guides, etc.
• Appointment Setting Services
Average $150 to $800 per “pre-qualified” lead

9. Sales Ready
Lead Starter Kit
Cost of Engagement?
• 3 or 4 Automated Emails

10. Sales Ready
Lead Starter Kit
Cost of Engagement?
• 3 or 4 Automated Emails
Cost of Qualification?
• Calls to “pre-qualified” leads

11. Sales Ready
Lead Starter Kit
Cost of Engagement?
• 3 or 4 Automated Emails
Cost of Qualification?
• Calls to “pre-qualified” leads
Warm calls
Higher rate of qualification
More sales time spent closing qualified prospects

12. Stephen Knepp
AmerAssist A/R Solutions
4 Emails
Target Contacts from LeadFerret.com
- add target description
Results?

13. Stephen Knepp
AmerAssist A/R Solutions

14. Stephen Knepp
AmerAssist A/R Solutions

15. Jim Brown
Empower Solutions
Craig,
As the leader of SalesNexus, you know simply hiring more sales people doesn‟t always lead to
sales growth.
Hiring and training auto sales reps is tough, time consuming and expensive.
Darling‟s Auto Group, of Brewer Maine, struggled with hiring, training and managing sales
reps. They discovered that the answers to sales improvement are often very counter-intuitive.
Click here to read the story of how Darling‟s Auto Group Grew Sales by$8million and increased
Prospect Close Rate by 5%.
How they accomplished these amazing results will surprise you. It wasn‟t as difficult and it wasn‟t
expensive.
I hope you enjoy this inspiring example of how Auto Dealerships can maximize sales and profits!
All the best,
Jim Brown

16. Jim Brown
Empower Solutions
Craig,
What would the sales team members of SalesNexus call you and your sales managers? A boss
or a coach?
Does it matter?
The difference can be the difference between stagnant sales and growth.
I thought you‟d enjoy this recent article on WardsAuto.com that includes three simple words that
can change your relationship with your team from that of boss to coach and drive sales growth!
Click here to read “Be a Coach More than a Boss and Watch Sales Performance Soar.”
I hope you enjoy this inspiring story of how you can maximize sales and profits!
All the best,
Jim Brown

18. Three Levels of Pain
Technical Pain
• Processes
• Systems
• Employees
Slow, broken, or manual processes
Poor system or employee performance
Lack of reliability
Business Pain
• Revenue
• Costs
• Customers
Low revenue / market share / close rate
High cost of goods sold / labor cost
Poor delivery of services
Personal Pain
• Income
• Career
• Work Environment
Low bonuses, commissions, compensation
No recognition, no promotions / career path
High workload, poor work–life balance

19. Pain > Headline/Title > Subject Line
• Pain 1 = Subject 1
• Pain 2 = Subject 2
• Pain 3 = Subject 3
• Pain 4 = Subject 4
• Pain 5 = Subject 5
Example: 4 Ways to „avoid pain #1
Example: How XYZ Corp. Fixed Pain #3

20. Writing the email…
• Sell the content, not the solution, not your company, not
your product!
• Make them hurt! Make them feel the pain! Remind them
how, when and where it hurts!
• Has this happened to you?
• Is Pain 4 costing you $$$ / time / jobs / customers ?
• Make them click to read the content. Include only “teaser”
amount of content in the email

21. Demonstration
• Submit product, pain and target audience in GTW
• Google search for pain
• Review content found
• Write email

22. LeadFerret
search
• Title
• Revenue
• Employees
• SIC Code
• Location
500 contacts
with emails ea.
month

23. Follow these 5 Steps!
1. Define Your Target
2. Define Your Customers‟ Pains
3. Create or Find Your Content
4. Write the emails
5. Download your list – 500 per month!

24. Making the Calls
1. Time is of the essence! Same day is best.
2. Reference the content they viewed.
3. Be prepared
• What to say – gatekeeper, voicemail,
prospect
• What to ask – qualifying questions

25. In SalesScripter, there was a
mention of a LeadFerret, maybe
that can help with this.

26.  30 day SalesScripter.com subscription
 30 to 45 min. Email Campaign Consultation
 Identify your target prospect
 Review of current content and/or find 3rd party content
 Create 3 emails
 Download 500 LeadFerret contacts
 Start Campaign
 In 30 days, you‟ll have 5 to 20 qualified leads
Sales Ready
Lead Starter Kit

27.  Bonus!
 Use SalesNexus and LeadFerret for 12 months!
 6,000 contacts
 Polished content campaign
 60 to 200 qualified leads!
Sales Ready
Lead Starter Kit

28.  $780
 1 year SalesNexus Complete Subscription
 6,000 contacts with email addresses
 Polished 3 email campaign
 60 to 200 qualified leads
Sales Ready
Lead Starter Kit

29. 1-713-802-2026
info@salesscripter.co
m
1-888-267-3589
support(at)salesnexus.co
m
1-866-535-3960
info@leadferret.com
Go to www.salesscripter.com,
Create Basic Subscription – Cost
$0
Go to www.salesnexus.com
Create 30 Free Trail Account– Cost
$0
Go to www.leadferret.com , open
account and link to SalesNexus to
Get 500 free leads – Cost $0
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