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Want the secret to being 8 times more effective at cold calling? Want to meet the guy who INVENTED the phrase Sales 2.0? We talk to Nigel Edelshain about Social Calling and Sales 2.0.
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Want to close more sales? Then you better do a better job at the FRONT end of the sales cycle. Learn how to get more decision makers on the phone with Steve Richard of Vorsight. Take a 3-minute web survey for a chance to win an iPad 2 or Kindle Fire: www.bridgegroupinc.com 01:00 Ice To Eskimos? 02:00 Steve Richard’s work history, including a role as a CNBC contributor 02:30 Why does Steve focus on the front-end of the sales funnel? 03:30 There is a lot of junk in the pipeline prohibiting velocity 04:00 The philosophy of a sales cylinder versus a sales funnel 04:30 Knowing your client’s profile, how to find those contacts and then determine the influencers and their direct lines. 05:15 Kevin is intrigued by the 3×3 Research Approach 07:00 3×3 Research creates possibilities for engagement with a lead 09:00 If you can double your direct lines you can triple your results. 10:00 Steve navigates the gatekeeper live on the air. 12:00 Star – Pound – Four on Cisco works a miracle. 13:00 Putting the extra effort into every single phone call. 16:00 DEPT = DNA Environment Performance Technology 18:00 Tips for sales managers: go look at your job openings! Would you want this job? 19:00 Steve’s Call To Action: Download the Vorsight Sales Prospecting Training Curriculum www.tinyurl.com/7wuvlrs 21:00 Take a 3-minute web survey for a chance to win an iPad 2 or Kindle Fire: www.bridgegroupinc.com 22:00 The struggles of retention for a new generation of sales professionals
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Joanne Black, author of No More Cold Calling, joins us to talk about the interaction between social media and sales: it’s not all LinkedIn and Twitter! 01:00 Joanne’s Nightmare Social Media Story 02:15 Kevin introduces Joanne Black, author of No More Cold Calling 03:30 Joanne defines social media for sales professionals. 04:15 Defining referrals as a warm introduction. 05:15 How do referrals and LinkedIn complement each other? 06:00 Social media is never a place to sell, it is a place to communicate and build relationships. 07:00 People do business with people , not technology. 08:00 Allow some of your personality to show through in social media. 10:00 Put a smile on your social media profile. 10:30 Keys to operating on LinkedIn: professional photos, personalize your introduction, and avoiding automated referral suggestions. 15:00 Should sales reps avoid selling on social media sites, especially if you are selling lists? 16:15 There is power in being genuine and helpful within social media. 17:15 Paring down your network within LinkedIn 18:30 Make a priority out of turning online connections into offline relationships. 19:30 March 7th, 1876: telephones do not crash! 20:00 Hiding behind the technology curtain. 21:15 The addiction of technology. 22:00 The broader definition of social media: do not forget email. 25:00 Best practices: determine your social media strategy and correlate to your business strategy, have a social media ambassador, create sticky metrics, manage the …
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BrandPersonalization.com FREE 30 Day Video Marketing Course! Daily Sept Video Posted! Follow Along In Real Time! In This FREE Course You Will Learn ✔ How to setup YouTube the right way ✔ How to get Thousands of Followers ✔ How to get Thousands of Friends ✔ How to get Thousands of Views ✔ How to get the most out of Insites ✔ How to help your videos go Viral ✔ How to Engage your Viewers ✔ Common Questions Answered ✔ Common Myths Exposed ✔ Updated Everyday for 30 Days ✔ Monthly Followups with Stats ✔ Monthly Followups with Latest News ✔ Published by Brand Personalization ✔ Created/Taught By Dustin Salmons ✔ Follow along in Real Time ✔ Um, oh yea, and it’s FREE! Day 1 – How To Setup A YouTube Account www.youtube.com Day 2 – How To Make Friends On YouTube www.youtube.com Day 3 – How To SEO Your YouTube Videos www.youtube.com Day 4 – How To Collaborate With Other Users www.youtube.com Day 5 – How To SEO Your YouTube Channel www.youtube.com Day 6 – How To Syndicate Your YouTube Videos www.youtube.com Day 7 – How To Embed Your YouTube Videos www.youtube.com Day 8 – How To Monetize Your YouTube Videos www.youtube.com Day 9 – How To Get YouTube Subscribers www.youtube.com Day 10 – How To Interact The RIGHT Way www.youtube.com Day 11 – How To Deal With Negative Comments www.youtube.com Day 12 – How To Add Annotations To Videos www.youtube.com Day 13 – How To Add Subscribe Annotations www.youtube.com Day 14 – How To Add Multi-Subscribe Annotations www.youtube.com Day …
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Joanne Black, author of No More Cold Calling, talks about the power of referral selling and why you should NEVER make another cold call again. 01:00 Joanne’s Nightmare Sales Job 02:30 Joanne Black, Founder of No More Cold Calling & leading authority on referral selling. 03:15 “What do you have against cold calling?” 04:00 Sales is about the right kind of activity. 05:00 Defining cold calls. 05:30 “I only want to make hot calls.” 06:15 Having an introduction is the definition of a referral call. 08:00 Joanne talks about developing No More Cold Calling. 09:00 Referrals establish credibility, especially in a down economy. 10:00 Most sales teams do not have a systematic method for establishing a referral-based strategy 10:30 Kevin discusses his experience with the Brooks Group 11:30 Why aren’t referrals part of the common metrics used to monitor sales performance? 13:00 Joanne gives several examples of referral metrics. 13:45 Referral deals are typically larger and close quicker. 14:15 The key to getting comfortable with asking for a referral is practice. 18:00 Kevin asks “Can we ask anyone for a referral?” 19:00 The power of working through a list of clients 21:00 Be specific about who you want an introduction to, rather than “anyone who…” 24:00 “Referrals get rid of the awkward first date.” 25:30 Advice for young sales professionals: “You don’t know who other people know until you ask.” 27:00 Five lunches, four breakfasts each week. No one wants to get breakfast Monday …
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Vince Thompson joins host Kevin Gaither to talk about The Big Umbrella: how do you hone your sales strategy as a revenue chief within a sales team? 00:00 Cold Open 01:05 Vince’s Nightmare Sales Call 02:30 A world-class sales professional resume 04:00 The Big Umbrella: talking sales strategy 06:00 How do you hone your sales strategy as a revenue chief within a sales team? Do you detail tactics after setting strategy? 08:00 Vince advocates taking a tactical role within your team 08:45 Essential components of a sales strategy 10:00 “Plans Are Nothing, Planning Is Everything” 11:30 “Relationship selling is complete bullshit” 12:30 Delivering value is the most important job for a sales professional 14:00 The peculiarities of small talk as a sales professional 15:30 Setting goals and managing challenge as a CEO or sales leader 18:30 Coaching your team when things go wrong 19:15 The basics work when you’re using them regularly 21:00 Setting clear comp plans for your sales team 22:30 Incentivizing for behavior as well as financial 29:00 Viewer question: how do I give a first-time sales pitch via voice mail
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Glen Brink
Webmaster
http://SharingProfitStrategies.com
my blog – Sharing Profit Strategies
> http://blog.SharingProfitStrategies.com
How to magnetically sponsor new prospects
> http://bba.magneticsponsoringonline.com
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> http://BrinksEdge.com
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