The document provides guidance on using customer examples when cold calling to establish credibility and build interest. It recommends sharing a brief example of a customer that experienced a specific pain point that the product addressed, which helped solve the problem and provided value. An example is given of a software company's sales trainer who was helped by implementing the SMART Sales System, as it made training reps easier and improved the training department.
How to Make Setting B2B Appointments EasySalesScripter
ย
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But donโt worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar โHow to Make Setting B2B Appointments Easyโ and you will also receive an ebook under the same name when you register.
4 Steps to Align Sales & Marketing for Greater ROILevelEleven
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In 4 steps, learn how to get:
- 385% improvement in conversions on PPC leads
- 17x more reviews from customers
- Spikes in marketing ROI around other initiatives, too.
Sell Without Selling - Tips to Rock Sales and ProposalsBrent Bice
ย
This presentation explores what successful salespeople do to differentiate themselves and ultimately win bigger and better projects.
We discuss SPIN selling, positioning statements, scripts, proposal templates and more.
Are you tired of the endless unreturned phone calls/emails and prospects who seem to disappear? In this webinar, you will learn high impact sales strategies for creating new opportunities. This webinar will teach you how to create the most perfect follow-up voice and email messages to speed up sales and win more business.
Trans4m doesn't cost. It pays.
How do you transform your organisation to significantly increase sales?
Trans4m Training & Consulting Solutions aims to bring about organic growth for each individual / organisation that we work with.
We believe that we are best suited to be your partners in progress by working closely with you, in your journey of learning & transformation.
How to Make Setting B2B Appointments EasySalesScripter
ย
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But donโt worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar โHow to Make Setting B2B Appointments Easyโ and you will also receive an ebook under the same name when you register.
4 Steps to Align Sales & Marketing for Greater ROILevelEleven
ย
In 4 steps, learn how to get:
- 385% improvement in conversions on PPC leads
- 17x more reviews from customers
- Spikes in marketing ROI around other initiatives, too.
Sell Without Selling - Tips to Rock Sales and ProposalsBrent Bice
ย
This presentation explores what successful salespeople do to differentiate themselves and ultimately win bigger and better projects.
We discuss SPIN selling, positioning statements, scripts, proposal templates and more.
Are you tired of the endless unreturned phone calls/emails and prospects who seem to disappear? In this webinar, you will learn high impact sales strategies for creating new opportunities. This webinar will teach you how to create the most perfect follow-up voice and email messages to speed up sales and win more business.
Trans4m doesn't cost. It pays.
How do you transform your organisation to significantly increase sales?
Trans4m Training & Consulting Solutions aims to bring about organic growth for each individual / organisation that we work with.
We believe that we are best suited to be your partners in progress by working closely with you, in your journey of learning & transformation.
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๐๐ ๐๐จ๐ฆ๐ฌ (๐๐ ๐๐จ๐ฆ๐ฆ๐ฎ๐ง๐ข๐๐๐ญ๐ข๐จ๐ง๐ฌ) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
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"๐๐ฏ๐๐ซ๐ฒ ๐๐ฏ๐๐ง๐ญ ๐ข๐ฌ ๐ ๐ฌ๐ญ๐จ๐ซ๐ฒ, ๐ ๐ฌ๐ฉ๐๐๐ข๐๐ฅ ๐ฃ๐จ๐ฎ๐ซ๐ง๐๐ฒ. ๐๐ ๐๐ฅ๐ฐ๐๐ฒ๐ฌ ๐๐๐ฅ๐ข๐๐ฏ๐ ๐ญ๐ก๐๐ญ ๐ฌ๐ก๐จ๐ซ๐ญ๐ฅ๐ฒ ๐ฒ๐จ๐ฎ ๐ฐ๐ข๐ฅ๐ฅ ๐๐ ๐ ๐ฉ๐๐ซ๐ญ ๐จ๐ ๐จ๐ฎ๐ซ ๐ฌ๐ญ๐จ๐ซ๐ข๐๐ฌ."
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Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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Business Valuation Principles for EntrepreneursBen Wann
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This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
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This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
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Discover the innovative and creative projects that highlight my journey throughย Full Sail University. Below, youโll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
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Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
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Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
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Putting the SPARK into Virtual Training.pptxCynthia Clay
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This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
2. Why this is helpful:
1. Establish credibility (social proof)
2. Can help explain what you sell
3. Build interest
3. Simply sharing an example of a customer
1. You only have a small amount of time
2. When to squeeze it in
4. โข We worked with a sales trainer at a software company and they were having
difficulty getting their reps to learn the pitch.
โข We helped to solve that by implementing our SMART Sales System.
โข This not only made it easier to teach reps what to say, but ultimately it helped
to make the training department look a lot better.
Key: Customer | Pain Point | Product sold | Value Point
5. Cold Call Process
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
6.
7. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Hello, [Contactโs Name]. This is [Your Name] with [Your Company]. Have I caught you in the
middle of anything?
8. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that:
โข We worked with a sales trainer at a software company and they were having difficulty
getting their reps to learn the pitch.
โข We helped to solve that by implementing our SMART Sales System.
โข This not only made it easier to teach reps what to say, but ultimately it helped to make
the training department look a lot better.
Key: Customer | Pain Point | Product sold | Value Point
9. Based on what you have shared, it might make sense to talk more because as I
mentioned, I am with [Company] and we provide a web-based app called
SalesScripter:
โข Sales message builder
โข Sales playbook
โข CRM and email automation
Some ways we differ are:
โข We are the only platform that helps salespeople know what to say and ask
โข We are the only software platform that generates call scripts and email
templates
Some impacts from not doing anything in this area are:
โข It can be difficult to teach sales reps what to say and ask when talking with
prospects
โข It can often take a long time to get reps ramped up and producing sales
results
โข It can be costly to have to let reps go due to sales performance
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
10. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Customer Example
โข We worked with a sales trainer at a software company and they were having
difficulty getting their reps to learn the pitch.
โข We helped to solve that by implementing our SMART Sales System.
โข This not only made it easier to teach reps what to say, but ultimately it helped
to make the training department look a lot better.
Key: Customer | Pain Point | Product sold | Value Point
11. OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
But I have called you out of the blue and I am not sure if this is the best time to
discuss this.
Are you interested in discussing this a little more?
Are you available for a brief 15 to 20-minute call where I can share some
examples of how we have helped other small businesses to:
โข Increase the revenue generated through their website
โข improve website conversion rates
โข Increase website traffic
Are you available on Tuesday or Thursday morning? Or are you available to
continue talking about this now?
12. PRODUCT
PRODUCT TARGET
TARGET BUYER TYPE
sales trainers
โข SMART Sales System
โข Sales message builder
โข Sales scripts
โข CRM and email automation
โข Sales consulting
โข Sales training
13. sales trainers
PRODUCT VALUE POINTS
PRODUCT TARGET VALUE
โข Make something work better
โข Make something easier
โข Decrease time
โข Increase revenue
โข Decrease costs
โข Decrease risk
โข Improve visibility
โข Easier to teach reps what to say
โข Shorten the new hire ramp up time
โข Improve how reps perform
โข Make training department look great
TARGET BUYER TYPE
โข SMART Sales System
โข Sales message builder
โข Sales scripts
โข CRM and email automation
โข Sales consulting
โข Sales training
14. VALUE POINTS PAIN POINTS
PRODUCT TARGET VALUE PAIN
โข Easier to teach reps what to say
โข Shorten the new hire ramp up time
โข Improve how reps perform
โข Make training department look great
What problems does the
improvement solve?
What is the opposite of that
improvement?
sales trainers
TARGET BUYER TYPE
โข Difficult to get reps to know what to say
โข Takes a lot of time to ramp up reps
โข Not enough reps performing well
โข Training department does not get enough credit
15. CUSTOMER โข sales trainer at a software company
โข Implemented our SMART Sales System
CUSTOMER EXAMPLE
โข Difficult to get reps to know what to say
PRODUCT
PAIN POINT
VALUE POINT โข Easier to teach reps what to say
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
VALUE POINT โข Make training department look great
16. Customer Example
โข We worked with a sales trainer at a software company and they were having
difficulty getting their reps to learn the pitch.
โข We helped to solve that by implementing our SMART Sales System.
โข This not only made it easier to teach reps what to say, but ultimately it helped
to make the training department look a lot better.
Key: Customer | Pain Point | Product sold | Value Point
17. Hello [Prospect Name], this is [Your Name] and I am with [Your Company].
The reason for my call is that:
โข We worked with a sales trainer at a software company and they were having difficulty getting their reps
to learn the pitch.
โข We helped to solve that by implementing our SMART Sales System.
โข This not only made it easier to teach reps what to say, but ultimately it helped to make the training
department look a lot better.
I don't know if we can help you in the same way and that is why I am reaching out.
I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number].
Again, this is [Your Name] calling from [Your Company], [Your Number Again].
Thank you and I look forward to talking with you soon.