"90% of all sales people hate cold calling for new business, the other 10% are lying"
The best way to have ZERO Sales productivity for your sales team, is to have your quota carrying sales people do 'Everything'
So let's look at some of the B2B Sales facts here:
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It's takes 9 - 15 attempts to have a meaningful sales conversation with a decision maker on the phone -- 85% of the time it goes to voice mail or in a meeting ...
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Sales people that have to do "everything" have to
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Self Generate Leads , Call In-Bound leads , make Outbound Calls, Hunt and Look for the right decision maker ...and Book Meetings
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Sales People have to research all the accounts before they approach them ; get all of the right names , get their phone #'s , get their email address , find out something about their initiatives or objectives going on in their world -- Trigger Events
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This takes 50% of their selling time per month to do this
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After they have wasted 50% of the month researching new accounts to sell into --Now they proceed to the next stage which is wasting 35% of the rest of the selling time per month sending Out Cold E-mails and Cold Calling new prospects to Book Meetings and Demos
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So now we are down to about 15% actual selling time per month with actual prospects, after all of the Hunting, Looking and Researching....
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80% - 85% of their selling time is wasted doing this every month...
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Are you deeply satisfied and content with that?
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AND the sales statistics that is the most alarming -Sales people spend 50% of their closing time on prospects that DON't Convert as with the new accounts that do ....
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So what this means is -- Only 7.5% - 15% of your sales person's sales time is with prospects that Convert to new customers per month
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An Idea that is growing 15X faster than a traditional Sales model is the 'Specialist Sales Model " Break apart your Sales Roles , hire Outbound New Business Developers who generate qualified leads and Open new accounts and set up
meetings , Appointments and Demos with High Value accounts
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--They Pre-Qualify the accounts and Hand the Baton to your account manager.
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--> Giving your sales people 300% more meetings and Appointments with accounts you'd Dream about 'Getting In Front of "
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--> Gaining 300% more 'Shots on Net or 'At Bats'
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Wouldn't it be much more Productive if you had an Outbound Lead Generation person that did all of this time consuming, non-selling work..and your Account Managers had 200% - 300% MORE Selling time and Face time?
"Divide the Labor"
So now imagine... you had a Top Flight Outbound Sales Developer to take care of the "ground game' back end work and get you 'In the Door" 300% faster.
Here are some more Live B2B Appointment Setting Cold Approach Calls to listen to:
-Click to hear audio-This is one of my 'surrogates ' Aura ripping it up making calls
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-Click to hear audio- Here is Aura ripping it up again
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-Click to hear audio- Testing script with a Purchasing SAAS cloud based App company financed by Mark Cuban from Shark Tank
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-Click to hear audio- Here is Melanie ripping with a a Cloud based APP company
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-Click to hear audio- Booking meetings with the biggest Commercial Real Estate company in the World.
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-Click to hear audio- Testing the script with a new APP in the Online Ordering space with Wholesalers and Distributors.
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-Click to hear audio- Here we are calling Car dealerships across Canada marketing a new Payment solutions App.
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-Click to hear audio- Testing the script with a Payment Processing company going after local Main street merchants.
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-Click to hear audio- Here we are working with a Direct Booking Hotel Reservation APP calling Boutique Hotel properties all over the USA markets.
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-Click to hear audio- We are calling into car dealerships across Canada selling a new Sales / Service App for dealers.
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