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Prospecting: It is Worth the Time

Posted by Dan McCann

Mar 26, 2015 9:30:00 AM

 

FOR SELLERS AND BUYERS TIME IS MONEY.  ARE YOUR PROSPECTING EFFORTS WORTH THE TIME? (part 1 of 3)

 

In order to sell stuff, salespeople naturally spend a lot of their prospect’s time and their own time.  How can they determine if it is worth it for their prospects and for them?

 

Marketing automation has made a huge impact on a marketing organization’s ability to identify and prioritize prospects worth chasing.  In some cases even creating enough interest for those prospects to initiate the chase. With the value marketing is delivering, sales needs to answer a very important question regarding their follow-up with these leads.  Are they worth the time?

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Before a prospect can decide if your product or service, is worth the money, they also must decide if it is worth the time to find out. Frankly, that is the same question most sophisticated sales organizations are asking themselves about their prospects.  How can we help a prospect determine if we are worth their time and attention – and also assess if they are worth ours?

 

There are many theories, analyses, algorithms and calculations devoted to the subject, but our study of over 2 million prospecting repetitions has revealed that the most efficient and effective way to find out is to simply ask.

 

Yep - just ask.

 

The challenge most sales reps face is how to ask, what to ask, when to ask, who to ask, how often to ask. Do you know?

 

If you would like to know or if you would like to benchmark how your company is doing against prospecting best practices, contact FRONTLINE Selling at 877-726-7871 or www.frontlineselling.com.

 

And watch for part 2 in this series.  We’re going to answer those questions.

 

If you’d like to learn more, download one of our eBooks by clicking here.

  Think Differently eBook  

 

FRONTLINE Selling can help you refine your client communication processes. Contact us today for more information on services that help you prospect more efficiently and close more sales.

Learn more about StaccatoTM

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Topics: Sales Tips, business development

CEO Webinar | Meet the Guest Presenter

Posted by Cherie Stowe

Mar 23, 2015 4:05:00 PM

Chances are your team has asked you these questions:

“When should I follow-up with that lead?”

“How many times should I follow-up?”

“How long should I wait before following up again?”

You want your sales team to be aggressive, but you know they don’t want to be one of those sales people. Want to hear what the experts have to say? Register today for this CEO Webinar on March 26 at 2:00 PM EST.  

Our resident expert, Tom Ryder who is the VP, Director of Sales will be leading this informational webinar.  Tom joined FRONTLINE Selling in 2002 and instantly embraced the company’s innovative and successful approach to prospecting.  Tom brings more than 15 years of sales and business tomryderpicdevelopment experience.  He has been instrumental in helping to manage client relationships and in training and coaching thousands of sales executives to become exponentially more productive in their own prospecting activities. His lead-by-example style, and now famous “live-calling” demonstrations have had a powerful impact on our business success.  Tom continues to lead our sales and business development efforts with his proven track record, regularly exceeding his revenue goals.  

 

 

 

If you’d like to learn more, download one of our eBooks by clicking here.

  Download eBook

 

 

FRONTLINE Selling can help you refine your client communication processes. Contact us today for more information on services that help you prospect more efficiently and close more sales.

Learn more about StaccatoTM

Read More

Topics: Sales Tips, business development

Achieve Sales Goals | Triple Your First Appointments

Posted by Cherie Stowe

Mar 20, 2015 1:05:00 PM

In my role as CMO, I often have the opportunity to talk with our clients about the prospecting and sales challenges they faced prior to engaging with us, and the successes that followed.  I realized that some of these stories might be of interest to you as you look for ways to improve the performance of your own teams.  shutterstock_157788674

I’ll share a few of these stories with you beginning today and in some of our upcoming blogs.  You’ll see the impact of Staccato on businesses large and small.  

 

GLOBAL IT MANAGEMENT COMPANY

One of our global clients offers IT management and services software in North America and Europe.  They reached out to us because they were struggling to reach enough of the right decision makers to build their pipeline.  Their average sales cycle is about 10 months and 95% of the time the decision rests with the CEO. 

It was essential to their success to provide their reps with the skills and knowledge to set up more first appointments at the executive level and maintain a robust pipeline to allow them to manage through their long sales cycles.

In addition, the European team spoke a number of languages, including English, but the manager only spoke English.  Staccato delivered a consistent and uniform process throughout the organization, and provided ongoing management oversight for tracking and coaching.

We deployed Staccato in 2013 and launched a two-day training class for them. Before the end of their second day, they had already scheduled 7 appointments. 

And, within 90 days of deploying Staccato, they had tripled the number of first appointments and were well on their way to achieving their goals.   By following the Staccato process, they also uncovered active opportunities in the marketplace that they hadn’t even known were occurring around them.

Our solid partnership continues to build success stories for them each and every day.  

If you’d like to learn more, download one of our eBooks by clicking here.

  Download eBook

 

 

FRONTLINE Selling can help you refine your client communication processes. Contact us today for more information on services that help you prospect more efficiently and close more sales.

Learn more about StaccatoTM

Read More

Topics: Sales Tips, business development

CEO Webinar | 3 Rules for the Optimal Follow-up Strategy

Posted by Gretchen Owens

Mar 19, 2015 2:30:00 PM

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When your sales team asks you, “What is our follow-up strategy?”

What do you say?

3 Rules for the Optimal Follow-up Strategy                                      

March 26 | 2:00 PM - 2:30 PM EST

Chances are your team has asked you these questions: “When should I follow-up with that lead?” “How many times should I follow-up?” “How long should I wait before following up again?” You want your sales team to be aggressive, but you know they don’t want to be one of those sales people. Want to hear what the experts have to say? Register today for this CEO Webinar!

FRONTLINE Selling can help you refine your client communication processes. Contact us today for more information on services that help you prospect more efficiently and close more sales.

Learn more about StaccatoTM

Read More

Topics: Sales Tips, business development

Email: Does Anybody Ever Respond?

Posted by Mike Scher

Mar 16, 2015 12:13:00 PM

5 ways to get responses to your emails

Email is a big part of our business development toolbox.  We all send a lot of emails and we receive a whole lot more. I suspect I am not much different than the people you are reaching out to.  I get more than 150 emails per day.  My biggest challenge is making sure I don’t miss any that require an urgent response.  5-ways-to-get-response-from-email

The problem in getting the attention of a key player is they too get 150+ emails a day asking them to attend webinars, provide directions to the right person, attend meetings and everything in between.  We are all busy and the “urgency of now” makes it difficult to break through the noise.

At FRONTLINE Selling, we help sales people turn leads into first appointments. In fact, we built a software solution to do just that. Thirteen years ago we began a study of 1.8 million outreach efforts to see what worked and what did not.  One of the things we looked at was the role that email plays in getting positive responses. 

The study revealed certain practices that will dramatically increase the effectiveness of your emails. 

  1. Feature your call to action - The first paragraph of your email should have your request/call to action featured.  If that happens to be an appointment, registration for a webinar or a return phone call, make sure that request isn’t buried in the body of your email.   When emails initially talk about other things (like the company, an industry study, etc.), the reader often stops reading before they get to your request.

 

  1. Re-send your emails - When you follow-up with a prospect that did not respond, go into your “sent” folder and re-send that email with a short note featuring your call to action.  An example:  “John, I know you are busy with a number of initiatives, but wanted to see if Monday or Tuesday at 10AM or 2PM would work best to set up a meeting to discuss…….”  Doing so will remind the prospect that you have reached out before.

 

  1. Send with permission - This is something many know to be true, but often fail to do. If you did an A/B test where you sent 100 emails all with permission from the key player or the admin; and you sent 100 emails where you did not have permission; you all could guess which group of emails will have a higher response rate.   The difference is significant.

 

  1. Combine emails with voice mail – Again, this is something you know to be true, but may fail to do. Combining emails with phone calls drives greater response rates from the emails.  Even though the phone calls often end up in a voice mailbox, these voice messages make your emails more effective -- and vice versa.

 

  1. Be truthful – When you send emails, don’t make statements that are not true.  If you didn’t previously send an email or if you weren’t really referred from the CFO’s office, do not say you were.  Any goodwill that you build up within the account or with the key player will instantly be destroyed.  People want to do business with people they respect and trust.

By incorporating these elements into your outreach efforts, you will drive greater outcomes from each and every email you send.

 

If you’d like to learn more, download one of our eBooks by clicking here.

  Download eBook

 

 

FRONTLINE Selling can help you refine your client communication processes. Contact us today for more information on services that help you prospect more efficiently and close more sales.

Learn more about StaccatoTM

Read More

Topics: Sales Tips, business development

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