Tagged With "call"

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Re: Net New Business "How Do We Do It"?

Art Post ·
nothing????
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Re: Net New Business "How Do We Do It"?

Kitz ·
As a chamber member I was able to get mailing labels for all the main contacts and plan on sending an introductory letter, with a follow-up call. Still looking for a templete of a letter that I could get some ideas from.
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Re: Net New Business "How Do We Do It"?

blackjack ·
Getting involved in the community with non profits is a great way to meet new people.
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Re: Net New Business "How Do We Do It"?

David Whitten ·
40% of my business last year came from Schools or Government. I found a few niche pain points that almost any District or Department would experience and used that as my lead in with the appropriate person. For example, for schools, it was Common Core State Standards. Learning the implications and compliance issues got me lots of appointments and 4 new Districts. We utilize UCC Filing Data as another prospecting tool which works really well for having a leg-up when you walk in the front door...
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Re: Net New Business "How Do We Do It"?

Art Post ·
both threads are awesome. anyone else?
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Re: Net New Business "How Do We Do It"?

Jayjay4535 ·
I personally don't think there is a secret to it - just follow up and be the better rep. My competitors are huge companies; everyone knows who they are. However, their reps are lazy and don't visit their customers. Prospects are amazed when you have been following up with them within the past 3 years or so; meanwhile their current vendor has been through 3 reps already. It really is out of sight, out of mind in this industry.
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Re: Net New Business "How Do We Do It"?

SalesServiceGuy ·
You yourself Art dropped this pearl of wisdom a few days ago "A few days ago, I was going through my "Who's viewed your profile" on Linkedin. I try to connect with all of my second level contacts" I was on a recent sales seminar and believe that the point of Linkedin is to get and communicate with as many second level contacts as possible. LinkedIn is definitely the new sales tool of the last few years. I have been quilty of not using it effectively but now I put at least 30 minutes per week...
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Re: Net New Business "How Do We Do It"?

bandit41076 ·
social media is great. You may like these: https://www.youtube.com/watch?v=VbIG8vd0TbY http://pages2.marketo.com/dg2-social-marketing-ppc.html?source=PPC&comment=PPC_GS_US&ag=SMM%20-%20General&camp=Social%20Media%20Marketing&_kk=41362422627&kw=%2Bsocial%20%2Bmedia%20%2Bmarketing&gclid=CjkKEQjwh7ucBRD9yY_fyZe398gBEiQAAoy4JPyUNQr4Dk5yVdA065dd6XPrIbEqKanmUOpwFJZQsNrw_wcB
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Re: How to Cold Call

Art Post ·
"I started making my calls at 9:15 a.m. that day. For the next 70 minutes, I left 22 voicemails. I was bored out of my mind, trying to keep awake after reciting the same robotic script over and over again." read more here if you want I'm claiming bull****! 1985 and running into 22 voice mails?? No way, no how. Voice mail was not that prevalent then.
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Re: How to Cold Call

Czech ·
"Smart Calling" by Art Sobczak is a great book that taught me how to successfully cold call. You could even say it's the first "social selling" book.
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Re: Telemarketing & The Person with the BAD Attitude!

copyme ·
Right on Art! Perfectly stated.
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Re: Telemarketing & The Person with the BAD Attitude!

txeagle24 ·
I agree to a certain extent, Art, but at the same time, our industry has a deservedly bad reputation for being overly-persistent in efforts to reach prospects. The way in which people evaluate products, services, vendors, etc. has completely changed due to the wealth of information that is available online. Many buyers now want to know what they want (especially in up & down the street accounts) before they ever agree to talk to a salesperson. There are only so many hours in a day, &...
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Re: Ten plus Tips for Cold Calling in the Field

Jason H ·
I have two points I will add that may help him out. First, don't assume anything when it comes to customers and their money. We had a rep who we were working with one day and he drove by a building. I asked him why he wasn't stopping and he said look at that place, there's no way that guy has any money to buy a copier. Turns out this guy was a fairly big developer and that building was his new office. They had not started construction on the project yet. They went in and the office had a...
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Re: Ten plus Tips for Cold Calling in the Field

Jason H ·
I also meant to add that as a newbie its important to know as many people as possible. I have reps who know many different people all the way down to the security guards at big facilities. I, like Art, probably don't prospect enough. I'm lucky to get 25 calls a week compared to my reps who probably do 30-40 a day, but still have about a 600,000 book of revenues each year. Even in a management role I can't get it out of my system to go out and sell. It's taken me close to 10 years but now I...
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Re: Ten plus Tips for Cold Calling in the Field

Czech ·
All great stuff. I'd like to add in a few more points. 1) Never use a cold call to sell, only to gather information. Receptionists and office managers are loaded with information because they are the primary users. Ask if they are having any problems with their copiers and you might be surprised with what you hear. 2) The 4 most important questions you need to answer in every cold call: What do they have? How long have they had it? Who is the decision maker? Who was their previous vendor? 3)...
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Re: Ten plus Tips for Cold Calling in the Field

Old Glory ·
My thoughts, some of which repeat what others have said, maybe in a different way: I cold call for information, phone call for appointments to a large degree. What I would add to Czech's 4 point list is to ask who they call for maintenance. That usually tells you, not only the company, but the brand, and if the receptionist doesn't know, then they likely don't have many problems. I almost always separate fact find from presentation. Too many reps "get an answer" then "do some selling", "get...
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Cold Calling today

Art Post ·
Rainy day here in NJ, was going to have a full day of knocking on doors, however only got two in.  Thus, today was the first day that I looked to connect with someone that I cold called with LinkedIn.  Sent an inmail, waiting to see if I get...
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How to Cold Call

Art Post ·
At HubSpot, we’ve spent the last nine years demonstrating the power of inbound to improve lead generation and customer acquisition. But the grim reality is that many salespeople don’t have enough inbound leads to fill their pipeline and hit their numbers. Cold calling -- working your way through a purchased list or even the phone book -- seems like the easiest way to compensate. So how do you cold call effectively? Step one: You don’t. Cold calling is hard, has an extremely low connect rate,...
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How to Get a Warm Response to Cold Calling

Art Post ·
It’s a rather daunting prospect: you, a telephone, a potential client and a thousand possible outcomes. Cold-calling is a nerve-racking experience. Everyone has his or her own, unique, style, but a number of common elements can help you to be persuasive and successful when speaking with potential clients. 1. Attitude One of the simplest ways to increase your effectiveness at generating new opportunities on the telephone is to be yourself and smile. You need to have confidence in your...
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The #1 Mistake We Make When Writing Follow-Up Emails

Art Post ·
The #1 Mistake We Make When Writing Follow-Up Emails By Bryan Kreuzberger, May 3, 2017 8:30:00 AM Have you ever walked out of a sales meeting wishing it were always that easy? I’m talking about the kind of call where you're high-fiving after. The client hung on every word, finished your sentences, and didn't flinch at the price .
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The 10 Sales Call Commandments

Art Post ·
by Adam Honig (reading time: 3 minutes) Learning how to make sales calls like a pro takes patience, persistence, and practice. Even the most seasoned sales professionals can still struggle from time to time on the phone. If you want to succeed in sales, not only should you use Spiro, an AI-powered CRM to help you know who to call, but you also need to know what to do and say once you get them on the line. Here are the 10 Sales Call Commandments you must obey: 1. Know Who You Are Calling If...
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The Most Effective Voicemail Script Ever (Plus Tips for Using It)

Art Post ·
First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible...
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Net New Business "How Do We Do It"?

Art Post ·
What are some of the ways that you are finding and capturing new business?  One of mine is just sticking to a plan (my box method) which is email, mail, phone call an not so much of stop ins.  Would like to hear from others. Art
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3 Things Sales Rep Must Use To Avoid Sounding Like Another Sales Monkey On The Phone

Larry Levine ·
Paper shuffling, sweaty palms, time to go to the bathroom, nobody answers the phone; the excuses run rampant inside sales bullpens. Sales monkey business has run amuck inside sales teams of all sizes. Sales suffers' may have no problem communicating face to face, but have difficulty doing so over the telephone. Here we come, walkin' Down the street We get the funniest looks from Ev'ry one we meet Hey, hey, we're the Monkees And people say we monkey around But we're too busy singing To put...
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31 Ways to Close More Sales (#17 of 31)

Art Post ·
I tell you some of the stuff that I'm reading about selling is......stupid!   I agree that selling, and prospecting has changed, but when presented with the opportunity to sign the order...., well we need to get the order signed or not get paid....
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31 Ways to Close More Sales (#7 of 31)

Art Post ·
I always to try to add some type of value for one of these threads that I post for "31 Ways to Close More Sales". A few months ago I had to purchase a new cell phone, the blackberry was crapping out and so were my eyes from staring at that small...
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31 Ways to Close More Sales (#9 of 31)

Art Post ·
I had scheduled the last stop of the day about a mile from my home. For almost three years I've been calling, emailing and dropping off production information for a net new account. Three years with nothing, I was beginning to think that the company...
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Telemarketing & The Person with the BAD Attitude!

Art Post ·
T here was a recent thread on LinkedIn from an Executive from a Major Manufacturer that I took exception to.    In that thread (post), the LinkedIn user was complaining because they had downloaded a white paper from a web site.  In that...
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Ten plus Tips for Cold Calling in the Field

Art Post ·
Good afternoon Art. Had a quick question for you. One of my new reps had asked what information I could give for his review on cold calling tips, instruction, and helps. He is looking for help in running a better cold call in the field. HARVEG  ...
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A Few Reasons Why We Still Need to be a Closers "Part II"

Art Post ·
Years ago, many of us old timers carried testimonial letters from current customers.  Most of the time these testimonials were used when we encountered an objection.  For example, the prospect may state, "How soon can I expect to see a service engineer?".  What's the standard response every rep states?  "Mr. or Mrs. prospect we'll be in there in less than four hours".   Maybe we change to, "Mr. or Mrs. Prospect if we can deliver on-site service in four...
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A Funny Thing Happened while Phone Cold Calling Today

Art Post ·
What a day on the phones today, needed to pick it up a notch. I've got 16 or so opps that I need to move forward and most seem to be stalling out.   So, what do you do?  Simple, you make more phones and or stop ins.  Since, I'm back...
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Fourty Eight Hundred Phone Calls a Year Can Equal a Lot of Dough!

Art Post ·
Make the calls and the prospects will be there.  Whether your sending inmails through LinkedIn, sending emails, calling on the phone, or just knocking on doors, if you do the work, the prospects pool will only grow larger.   ...
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Cold Calling and Telemarketing Tips for Multifunctional Copiers

Art Post ·
Since the Giants are getting hammered by the Bronco's, and the fact that they will now be 0-2 leaves with some additional Sunday night time! Thus, I thought I'd bring back this blog from 2010.  Enjoy! How many calls will it take to get...
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Our Top 5 Forum Threads About Cold Calling for Copiers

Art Post ·
I picked up a connection on LinkedIn last week where the person was asking for advise about cold calling for copiers.  Gesh, I thought this is right up my alley!  I contacted that person and had them put the thread here on the forums section...
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5 Reasons Why Cold Calling is NOT Dead

Art Post ·
What exactly does a Cold Call mean?   To me, it's the first contact with a potential prospect by either a phone call or stop in.   Funny, I was looking for some images on google for "cold call" and ninety-nine percent of those images...
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57 Days of Selling "Day 37"

Art Post ·
"When the going gets tough, the tough get going" It's an awesome quote right? Time to dig in and get things done. After stopping for a coffee and a bite to eat this AM, I arrived at the office by 6:45AM and I was working before the clock struck 7. Over the years, I've found that Decembers have been some of my best and worst months of the year. There's no rhyme or reason, you can work your tail off and still end up with a stinker, or everything you touch turns into an order. Me, I hoping on...
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If I Were King of My Sales Department

Art Post ·
Since, I've had so much time in the trenches, I've seen many sales people, and sales managers come and go.  I understand that many Sales Managers are some times handicapped with what they can and can't do.  But, If I were King and I had...
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Letter to Mr. Jones about Sales Reps

Art Post ·
Dear Mr. Jones:   I hope this letter finds you well.  I was doing some research on commercial real estate companies and I happened across your web site. I do business with two of the largest commercial real estate companies in Monmouth...
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Cold_Calling_FINAL.pdf

Art Post ·
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Simple Phone Cold Call Script version 2.pdf

Art Post ·
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Why I Still Cold Call for Copiers after 33 Years

Art Post ·
This is the fourth time I've revised this blog, the original was posted almost three years ago, the last update was about a year ago and just today I added some new content for cold calling. ENJOY! If you'd like to read the previous one please...
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Why I Still Cold Call in Person!

Art Post ·
Last month was excellent!  The prior month was not so excellent, thus with the end of the quarter fast approaching I figured I would venture out on knock on some doors after my first two appointments in the AM.   I had a plan for three...
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7 Ways to Permanently Ruin Your Prospect's Opinion of You on the First Call

Art Post ·
You know that one person that you detest, but everyone else loves? For me, that was Alex. Something about him drove me up a wall -- yet whenever I asked my friends how they felt about him, they couldn’t compliment him enough. It took me a long time to figure out the cause of my distaste. One time, Alex mentioned “the day Maya introduced us,” and I suddenly remembered I’d gotten a bad first impression of him. He’d seemed standoffish and arrogant. read the rest here
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A CEO's response to telemarketing

Art Post ·
Pulled this from the web, it is an answer to a sales blog where the blogger offers up only four questions when making a cold telephone call.  I thought there was some valuable insight from the CEO. Jonathan12/15/2013 2:41:00 PMSo....Aaron...
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Re: Fourty Eight Hundred Phone Calls a Year Can Equal a Lot of Dough!

copyme ·
Great advice! Thank you!
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Re: A Funny Thing Happened while Phone Cold Calling Today

aficio400 ·
Have not sold I years but IT guys like glory. Use the Realestate companies name and linkedin that and look for the person that claims to be IT.
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Re: A Funny Thing Happened while Phone Cold Calling Today

Larry Kirsch ·
Wow. Your the best.
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Re: A Funny Thing Happened while Phone Cold Calling Today

Jason H ·
I love it when people say that. I have pointed it out to people and actually sold them a system after they realized how stupid they sounded saying they didn't accept calls/drop in's from Sales People. I have politely told business owners down to receptionists that I hope their sales reps are not treated the way I was when I walked into their office when they are in the field trying to earn a potential clients business.
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Re: A Funny Thing Happened while Phone Cold Calling Today

Czech ·
If I could make sixty calls in one day I would feel like Superman. What's your secret? My current process is: a) Research the prospect and company b) Write out a potential value proposition c) Contact the customer to schedule an appointment d) Depending on the outcome, follow up with an email or LinkedIn message 4 calls per hour * 6 hours = ~ 24 calls / day
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Re: A Funny Thing Happened while Phone Cold Calling Today

JeffR ·
Art, When I have run into this, I call the sales people. They know how hard it is to find out information and get connected to the right people. They are usually sympathetic and helpful! Haven’t found one yet not to be! JeffR
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