cold call preparation - get it right!
DESCRIPTION
Discoverorg & Vorsight webinar August 22, 2013TRANSCRIPT
#coldcalling#ITSales
@srichardv@discoverorg
Steve Richard@srichardv
Henry Schuck@discoverorg
Cold Call Preparations. Get IT Right.
Webinar series:
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@srichardv
3%
40.5%
56.5%
ProspectsActively Buying 3%Poised to Begin 40.5%Not Ready 56.5%
Research on Buyer Behavior
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@srichardv
Attention
Meeting
Needs ID
Solution
Close
InterestTO
FUB
OFU
Don’t Sell TOFU!
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AGENDA1. Right Accounts2. Right Contacts
3. Right Offers & CTAs4. Right Message
5. Staying Organized
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1Right Accounts
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Prospect Universe
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Commonalities?
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Current Systems
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Vorsight Right Account Criteria
Criteria Sweet Spot
Sales team size 5-500 (sales role we train)
VerticalTech, software, B2B services, telecom, mfg., life sciences
Sales roles Hunters, lead gen, broader/deeper
Open sales jobs Hiring/growing
Invest in training History of hiring 3rd party training
How source opps Belief in prospecting, lead qualification, social selling
Right Account Profile
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2Right Contacts
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Org Chart
Business Unit
Functional Area
Level
Titles vs. Responsibilities
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Buyer Persona
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www.JobChangeAlerts.com
3Right Offers &
CTAs
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Offers & CTAs1. Point me to the right person2. Attend this webinar/live event3. Attend an “executive briefing”4. Meet our CEO at the trade show5. Buy you a beer at the trade show6. Intro you to a peer (your client)7. Watch this on demand webinar8. Download this content piece9. Schedule time with me10. Grab lunch
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Next Steps & Observable Behavior
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4Right Message
Jim, we help you increase revenue and
decrease cost.
Hey Jim, Kevin over at
Schmooz Partners.
Hi Jim, it’s Sarah with Hot Storage. We provide the
best storage solutions on the
market.
Jim – just following up on the white
paper you downloaded
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@srichardv @discoverorg
@srichardv @discoverorg
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Commercial Roofing
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Put Yourself in Their Shoes
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Change Your Spots
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Tell Them a Story
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Now Gather Your Data
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5Staying Organized
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A Prospecting Hot List
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850 IT Vendors use DiscoverOrg
COLD CALL PREPARATIONS. GET IT RIGHT.
#coldcalling #ITSales
@srichardv@discoverorg
www.discoverorg.com www.vorsight.com/dept