www.LaunchLeads.com

Top Secrets to Engaging Decision Makers -- B2B Sales Tactics

Launch LeadsBrandt Page

www.LaunchLeads.com

About Brandt Page• Brandt Page is the founder and CEO of Launch Leads.

• Brandt was named the Emerging Executive of the Year 2009 by the Utah Technology Council.

• American Express selected him to advise their national OPEN Forum Pulse on Twitter and his Twitter @BrandtPage and @LaunchSales were selected as a Top 40 sales people to follow.

• Brandt was nominated for the "INC 30 Under 30" award in 2010, was elected into the 2010 vSpring Capital Top 100 Venture Entrepreneurs, was also named the CrowdPitch Winner from Funding Universe, and was a Utah Start-up of the Year finalist 2010.

• • He is a mentor for the Community Foundation of Utah and works

with at-risk youth in Salt Lake City.

www.LaunchLeads.com

About Launch Leads1. Launch fills client sales pipelines with qualified leads and scheduled sales appointments. B2B Prospecting.

2. Launch generates targeted lead lists, qualifies each lead, and schedules sales opportunities on behalf of its clients.

3. Launch connects inbound web leads within 5 minutes of a submission, typically while the prospect is still on your site. Then, qualifies the lead and schedules a sales appointment for your team.

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Top 5 Secrets to Engage Decision Makers

• Know who your target is: Who is the Decision Maker?

• The Gatekeeper: Secrets of Success

• Phone Magic: Turn "30 Seconds into 3 Minutes" with the Decision Maker

• What "No" Really Means

• The Biggest Mistake Sales People Make

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Who do you need to work with?

1. What is the title of the person2. What are they responsible for3. What type of company do you want to work with4. What industry or vertical5. What size of company is best

Understanding your targeted prospect will be one of the MOST IMPORTANT keys to success.

“80% of the average sales person’s day is spent on non-revenue generating activities, including not knowing where to find good

prospects or recognizing them once they find them.”Source: TeleSmart.com

Know who your target is: Who is the Decision Maker?

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The Gatekeeper: Gain Access or Info

• Be friendly. Also, you may sound like the boss’s friend.

Talk like you would a friend

• Most are willing to share key information with you.

Just ask – email, number, time

• Simply asking will get you through many times.

If difficult, ask what’s the best way

• It will help them feel like you are one of them.

You are just calling to set up an appt for…

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Start With a Dialogue, Not a Presentation

• We've all been trained to try to push prospects into a "yes" response on the first call, but that creates sales pressure.

• Make it a natural conversation, see if it is a fit for both parties.

• Recognize and diffuse hidden pressures

• Don’t take it personally & prepare for it

• Always confirm contact information.

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The Introduction

Smile and Dial

I know you’re busy.

Stroke Ego

Near a Computer?

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Here Are 6 Sample Questions to Ask to Get to the Decision Maker:

1. Who else will be a part of your evaluation process?”

2. “Are there other stake holders in your organization who are part of your research process whom I can send information to?”

3. “May I ask who will be making the final decision on this purchase?”

4. “To be as efficient as possible, may I include others on your team on the call?”

5. “I understand that Joe Smith is the leader of your IT department, should I also send some information to him, and will she be involved in this decision?”

6. “I have found with my other clients that the head of marketing likes to be involved in these kinds of decisions. If that is the case in your organization, and if so, may I include them in our correspondence?”

• By asking the right questions in a respectful way, you can turn gatekeepers into your internal champions that will help facilitate your sale. (www.wheelhouse.com)

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Email Secrets

• State simply and clearly why you are reaching out – one sentence, then bullet points

• Offer credibility (case studies, clients)

• Use Links, not attachments

• Make it easy to read and respond to on their phone. (use text & less html)

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Turn 30 Seconds into 3 Minutes

• While on the phone, send your

Email

• Sometimes it goes to spam…

Got it? • Can you just check if it…

Open?

• If you could just…

Click? • As you can see, we provide…

Value!

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What “NO” Really Means

• I didn’t listen long enough to know who you are and what you are offering

• Not now, but in the future I could be interested

• I am running out of the office or to a meeting and don’t have time

• This is the 10th call I have received today

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The BIGGEST Mistake Sales People Make

• “Over 25% of B2B sales cycles take seven months or more to close.”

• Source: Harvard University and Gallup

• They DON’T ask:

- Ask for an appointment- Ask for an email address- Ask for a direct extension - Ask for the SALE- Ask for a solid follow up date- Ask for a referral- Ask for….

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Create your own luck, by DOING

• “53% of sales leads are generated by sales people, compared to 24% by the marketing team.”

Source: CSO Report

• No action is not an option

• The #1 reason for low sales is lack of effort

• Most reps find anything else to do besides prospecting. They avoid it!

• People do not like to cold call for fear of rejection.

Thank You!

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Brandt Page, CEO Launch Leadssales@launchleads.comwww.launchleads.com877-466-0111Twitter: @brandtpageLinked In: www.linkedin.com/in/brandtpage