From the Desk of Steve Staccato

FRONTLINE Selling presents Prospecting Optimization

Posted by Mike Scher

Apr 7, 2014 1:51:00 PM

prospectingoptimization_finalaFRONTLINE Selling is excited to be a gold sponsor of the AA-ISP Leadership Summit in Chicago, April 8-9, 2014.  Don't miss our breakout session on April 8 at 1:00 AM CST as Tom Ryder, VP of Sales, delivers an inspiring presentation focused on prospecting optimization. 

What is prospecting optimization, you ask?  Prospecting optimization is the critical and often unrecognized gap between marketing and sales.  Understanding this space and the impact it could have on your sales in 2014 is an opportunity you don't want to miss.  Want to tell your story more often to decision makers interested in your solutions - join us in our breakout session to find out how.  All attendees will receive a free prospecting assessment.

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Topics: Prospecting Tips

Enter to win AA-ISP Leadership Summit 2014 Conference Pass

Posted by Gretchen Owens

Apr 2, 2014 9:00:00 AM

LS14_Logo-tallAA-ISP Leadership Summit 2014
April 8 - 9, 2014 in Chicago

FRONTLINE Selling is a excited to be a gold sponsor of the AA-ISP Leadership Summit 2014

Enter to win an all conference pass featuring over 40 of today's most recognized Inside Sales Experts -- and discover the latest tips, technologies, and proven best practices for solving today's toughest challenges and issues.

The 2014 Summit will be packed full of innovative topics and practical ideas you can implement immediately. You'll leave revitalized, exhilarated, and armed with knowledge, techniques, and tools to help you improve your Inside Sales organization as well improve your own personal management and leadership skills.  Register to win your FREE conference pass!

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Topics: Events

Top 5 Sales Prospecting Myths Debunked

Posted by Steve Staccato

Mar 26, 2014 10:00:00 AM

sales_prospecting_mythsIf you find yourself dreading sales prospecting calls because of the string of “rejections” you’ll have to endure, help is on the way. You can recover your motivation—and enjoy your work more—by reframing your thoughts about what prospecting really is. Don't fall for sales prospecting myths like these:

Myth #1: Prospecting is selling that often goes badly.

TRUTH: Although many sales professionals unfortunately fall for this myth, it’s really bunk. Prospecting is not selling. In many ways, it narrows the field for sales. Prospecting really bridges the gap between marketing and selling. You're providing enough information through your messaging to help the prospect make a well-informed decision about spending more time with you BECAUSE they have a genuine interest in your product or service.  

Myth #2: Prospecting is a "numbers game."

TRUTH: It depends. If you don't have a proven prospecting process, see if any of this sounds familiar: lists, lists and more lists, hundreds of unreturned calls, emails, voicemails -- with that occasional prospect who actually picks up the phone -- which, by the way, only happens about 5-6% of the time. But, when they do, they're usually busy doing other things, they weren't expecting your call, don't know who you are and didn't wake up this morning wanting to buy your product or service.

Even if you can get them to talk to you -- and you launch into a sales pitch, how do you think that conversation will end up? Most of the time, you won't come out on top. My guess is that this sounds all too familiar. Is this a numbers game? Sounds like it to me. However, if you have a proven, repeatable, measurable prospecting process, it changes everything. Dramatically. You consistently use best practices, you track performance, you talk with decision makers interested in what you sell. In case you're interested, FRONTLINE Selling is the leader in the prospecting optimization space.

Myth #3: Scripts are unnecessary for prospecting.

TRUTH: Salespeople often confuse "scripts" as being too confining. The issue isn't the script, but the person delivering the script. A Grammy Award-winning vocalist sings the exact same song the exact same way every time with the same passion and conviction as they did the first time. An Oscar Award-winning actor is 100% scripted, but embodies that script to live and breathe the character while delivering that script. A football team scripts plays to ensure they execute flawlessly. The same goes for prospecting. Without a defined messaging (a script) that encompasses your value proposition, you're flying by the seat of your pants -- and all the salespeople in your organization are on a different plane! (See Myth #2) 

Myth #4: The gatekeeper is your worst enemy.

TRUTH: This person can actually be your biggest ally. Approached in the right manner, the administrative assistant can help you navigate quickly and directly to key decision-makers. Treat the administrative assistant as your tour guide rather than an obstacle you must defeat, and you'll be surprised at the results.  

Myth #5: The goal of prospecting is to set up as many appointments as possible.

TRUTH: When it comes to prospecting, your goal must be to set up appointments with key decision makers who are genuinely interested in your products and services. Don't ever lose sight of that goal. 

For help getting more first appointments with the right people, contact FRONTLINE Selling today. It could be the most impactful decision you make for your company this year. 

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Topics: Prospecting Tips

Harness the Power of LinkedIn to Reach Decision Makers

Posted by Steve Staccato

Mar 24, 2014 10:30:00 AM

lead_generationIf you’re on a B2B sales team and have yet to use LinkedIn to reach decision makers, it’s time to hop on board. With the right tactics, LinkedIn can be a powerful selling and lead-generating tool. Identify new prospects and industries, stay up-to-date with the latest industry information, remain top-of-mind, and generate sales leads all from a single platform. Here’s how -- go to your LinkedIn account (or go to LinkedIn.com to establish one if you have not done so):

  • Go prospecting: Hover your mouse over “Companies” to the left of the search field near the top of the page and select “Search Companies.” The search box is where prospecting magic happens. Use the criteria categories (e.g., company, relationship, location and industry) to generate lists of prospects. The warmest leads are those listed as first or second degree connections.
  • Go mining: You need to understand your prospects better, so plan to build a quick company profile for your records. Collect facts from the company's LinkedIn profile, including website, company size, headquarters location and anything from the "about us" section you deem important --you can retain the information using your contact management tools. 
  • Get updates: Click “Follow” near the top of your prospect’s page so their latest posts show up right on your home screen. Staying updated helps you create warm, relevant conversations with your prospect.
  • Stay top-of-mind: The easiest and least time-consuming way to stay top-of-mind is to share relevant content that relates to your products and services. Then, when prospects are ready to buy, your company is the first one that comes to mind. With LinkedIn’s “Who’s Viewed Your Updates” analytic, you can focus your attention on prospects that view, like and comment on your posts, allowing for a proactive approach at staying top-of-mind.
  • Attract inbound leads: First, build a better profile page by uploading a professional photo, writing a compelling headline, creating a custom profile URL and filling out every portion of your profile. Second, utilize LinkedIn group analytics to determine which groups to join based on those your prospects are joining. To generate sales leads from the group, strive to interact and add value whenever possible.

To learn more about optimizing your LinkedIn presence download our free eBook:

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Topics: Social Media Tips

I've Been Prospecting for 20 Years -- and You Want Me to Use a Script? Are You Nuts?

Posted by Steve Staccato

Mar 21, 2014 3:15:49 PM

sales_scriptContrary to what some may think, using a sales script isn’t a crutch—it is a sophisticated selling tool. Scripts ensure that your message is complete and powerful, reflecting your value proposition. Scripts keep your sales team “on the same page,” literally. With an ad-lib approach, you can't achieve consistency and selling success. Good salespeople know that the script is key to telling an effective, unified story. Take the guesswork out.

Need more evidence? Read on. Consistent messaging helps you ...

  • Start from a place of power, control and confidence. Don’t stumble along as you attempt to schedule that first sales conversation. Things rarely go up from there. A well-crafted script gives you authority and momentum right out of the starting gate. 
  • Maintain the upper hand with the built-in expectation of success. Your carefully crafted message serves as a foundation for success and gives you and your sales team a confident, consistent delivery. 
  • Stay on track. Your message should be crafted to gain interest, parceling out enough information to help your prospect make a well-considered decision to meet with you.  

 FRONTLINE Selling can help your company understand the value of consistent meassaging. Contact us today. 

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Topics: Prospecting Tips


Meet Steve Staccato

We are excited to introduce Steve Staccato, a very special friend of FRONTLINE Selling. 

He's a little prospecting genius and he'll share some prospecting tips, techniques and trends, not to mention other great information here on our blog.

So, stay tuned . . . you just never know what Steve has up his sleeve.  Oops, you're right.  Steve doesn't have any sleeves!

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