The document discusses how to build an effective "Cold Calling 2.0" outbound sales development team. It outlines establishing a repeatable prospecting process, developing people on the team, leveraging tools to accelerate qualified opportunities, and how marketing can work with the outbound team, such as through joint campaigns at trade shows. The goal is to transform cold calling into a major source of new customer revenue through a dedicated outbound team and proven prospecting methodology.

1. Cold Calling 2.0 Aaron Ross PebbleStorm’s CEOFlow: “Grow revenue through enjoyment” [email_address] Part 2 of 2 And how marketing can leverage an outbound sales development team

2. Part 1 Review

5. Who this is intended for (Although there are principles here anyone can appreciate) Companies with direct sales (or use channel partners with direct sales models) selling a product worth more than $10,000 in value.

6. The big picture

7. The B2B leadgen problem $100M Defense Contract Boeing Lobbyist $100 Sale Timex Watches Google, eBay $100,000 Order Salesforce.com, Saas… Many Buyers Few Buyers Specificity of Product (Can I easily specify what I want?) HIGH Low $1,000,000 Order Oracle Apps, SAP Gartner/Accenture Low Avg Sale Price High ?

8. Too much noise, too little time Print Ads Webinars Online News LinkedIn Twitter Radio Microsite Campaigns Telemarketing Wikis Cold Calls Mail Email Campaigns Blogs RSS feeds Phone TV Texting

9. The business issue How can your programs and company break through the noise to generate measurable results?

10. Where you are 97% Other 3% Cold calling Sources of new customer revenue

11. Where you want to be 75% Other 25%+ Cold Calling 2.0 Sources of new customer revenue

13. The irony of Cold Calling 2.0 is that it should never involve making ‘cold calls’

15. Who are these guys? We created, from scratch, a “Cold Calling 2.0” sales development team that has sourced $100 million in recurring revenue for salesforce.com (that’s an extra $1 Billion in market capitalization)

18. Cold Calling 2.0 1.0

22. What’s your true potential?

25. 1. Smart targeting Ideal industries Ideal companies Research functional teams Find influence Business Issues Fit?

26. Separate the core functions www.CEOFlow.com “ Outbound” Account Management Sales Frontline Sales Organic & Marketing Leads “ Inbound” Qualified Opportunities New Customers

27. 3. Develop your people Product-pitching “ Salesperson” Selling Product, Doing Deals Presentations Problem-solving “ Person Who Can Sell” Build Trust Through Transparency, Honesty Conversations

35. Now, how can marketing leverage a cold calling team?

43. Now light the fuse!

45. Appendix

49. Example prospecting waterfall Add Target Accounts Add Contacts __ Call Connects __ New Opportunities __ Closed Deals Prepare Prospect Begin Sales Cycle Work Responses (9% Response Rate) __ Demos/Appointments Define Ideal Target Profile Send __ Cold Emails / Make __ Mapping Calls