stunningly unused cold calling techniques

Kraig Kleeman / Janelle Johnson

Stunningly Unused Cold Calling Techniques

There’s Only One Way to Talk...

@kraig_kleeman

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Today’s Presenters

Aaron Bolshaw@aaron_bolshaw

Sr. Mgr. Database MarketingAct-On Software

Kraig Kleeman@Kraig_KleemanAuthor, Speaker,

Global Sales Strategist

The Importance of Data

There’s Only One Way...

Scripts / Tactics / Outcomes

External Perspectives

Agenda

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Sting, The Police

#1 Hit on Billboard Hot 100 Chart for 2 Weeks

“Will it go Round in Circles..?”

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“Poor Data, Poor Outcomes”

Paula Chiocchi CEO, Outward MediaOutwardmedia.com

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Ineffective Tactics Tactics that Persuade

Easy Out Professional Authority

Politeness at the Expense of Persuasion

Competence Always Trumps Politeness

Lead with Value Proposition Language

Lead with Fact-Based Research

Ascertain Target’s Buy Cycle and Proceed Accordingly

Disrupt the Targets’ Buy Cycle (Your Terms)

Objection Deference Head-On is Dead-On

Central Focus – Product or Solution

Central Focus – It’s ALL about the Calendar

Central Focus – Product or Solution

Central Focus – Draw Swift Purchase Conclusions

Passive Language Assumptive Language

Revenue Capture Trends and Metrics Report

-Kraig Kleeman.com

Principles for Persuasion

@kraig_kleeman

Value-Proposition Cold Call

Seller This is Joe Smith with Global Enterprise Systems (GES). Do you have a minute? How are you? Is this a good time for

you?

Admin Hello. This is Mr. Williams’ office.

Admin What can I do for you? Seller I’d like to schedule a 30 minute meeting with him. Can you help

me with this ? Admin Maybe. This is Jane his assistant. What is this regarding?

Seller I’d like to introduce him GES. I’d like to introduce him to our agent portal software solution. And I’d like to share with him how we saved Zurich International Insurance Company $1 Million last year.

Sales StenchSales Stench

Value-Prop LanguageValue-Prop Language

Easy OutEasy Out

Sales ResistanceSales Resistance

Results0 / 331

Results0 / 331

Politeness at the Expense of Persuasion

Politeness at the Expense of Persuasion

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Lead with Research Cold Call

Seller Is he in?

Admin Hello. This is Mr. Williams’ office.

Admin No he isn’t.

Seller Do you keep his calendar?

Admin Yes I do.

Seller Oh good. This is Joe Smith with Global Enterprise Systems and I’m calling to schedule his 15-minute analyst-briefing. I plan to accomplish this no later than Friday of next week. I have availability on Tuesday in the morning, or Wednesday in the

afternoon. Which works best for him? Admin What is this regarding?

Seller The topic is Optimizing Agent Retention and Improving

Agent Productivity…

It’s all about the calendar

It’s all about the calendar

Deadlines Really Work

Deadlines Really Work

Appropriate the Alternative Close

Appropriate the Alternative Close

Lead with Research

Lead with Research

Assumptive Based Selling

Assumptive Based Selling

Results• 1,680 Briefings• $30M Forecasted Revenue• $10MM Net New Licensing

Revenue

Results• 1,680 Briefings• $30M Forecasted Revenue• $10MM Net New Licensing

Revenue

Optimizing Agent Retention and Improving Agent Productivity 1,680

Briefings

$30M Forecasted

Revenue

$10M Net New

Licensing Revenue

RESULTS:

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S11

Trends Driving World-Class Finance Organizations

Eliminating Headcount

of 5

Growing Headcou

nt to 30

$679,000 Deal in 90 Days of

Cold Call

Abandoned Trade

Shows, Online

Marketing Spends

RESULTS:

@kraig_kleeman

Trends Driving World-Class MobileWorkforce Management

Smarter Connections

2,460 Briefings

$25M Forecasted

Revenue

$7M Net New Licensing Revenue

RESULTS:

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Optimizing Medical Records to Drive Clinical & Financial Outcomes

4,460 Briefings

$40M Forecasted

Revenue

$12M Net New

Licensing / Services Revenue

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The Must-React Workshop – 3 Days

1 Day Pre-Event Preparation

2 Days Onsite

Thousands of Pages of Resources

Video Lectures / Call Scripts / Research Briefing Example

Subject Line - Act-On Jan 28 workshop@kraigkleeman.com

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S15

The Power of External Perspectives

Global Marketplace

War on Talent

Competition is Fierce

Organizations grow Inward & Stale

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The United Center Venue

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S

Perspective

Passionately Prepared

Invest Time, Money & Energy

Experienced an Outstanding Outcome

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S18

This View...

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Thank You!

Contact Information:

Kraig Kleeman312.405.9937kraig@kraigkleeman.comwww.kraigkleeman.com@kraig_kleeman

@kraig_kleeman

www.act-on.com | @ActOnSoftware | #ActOnSW

How Will Marketing Automation Benefit Me?

Janelle Johnson@janelle_johnson

Director, Demand GenAct-On Software

www.act-on.com | @ActOnSoftware | #ActOnSW

Know Who To Call

Identify prospects with a higher probability of buying

Prioritize leads based on lead score

www.act-on.com | @ActOnSoftware | #ActOnSW

Real-time notifications

• Know when prospects or customers visit the site (or even a key page)

Timely engagement

• Be alerted when prospects are most likely ready for a conversation

Know Who’s Visiting Your Website

www.act-on.com | @ActOnSoftware | #ActOnSW

Gather Intel To Tailor Follow-Up

• Use every engagement opportunity to learn more

• Build a profile that combines demographic and behavior information

• Gathering intelligence will save you time and make you more relevant

www.act-on.com | @ActOnSoftware | #ActOnSW

Stay In Front of “Not Ready” Leads

www.act-on.com | @ActOnSoftware | #ActOnSW

Organizations where marketing

and sales are aligned were 38%

better at winning customers than

those that were not*.

- MarketingProfs Research

Collaborate to Achieve Business Goals Faster

www.act-on.com | @ActOnSoftware | #ActOnSW

Ready to Learn More?

Interested in a demoCall +1 (877) 530-1555Email sales@act-on.comWeb www.act-on.com