#LEADS to SALES tweet Book01

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#LEADS to SALEStweetBook01Creating Qualified Business Leads in the 21st Century

Book Excerpt

Subset o the book brought to you by THiNKaha

By Jim McAvoy

Foreword by Richard Whiteley

E-mail: [email protected]

20660 Stevens Creek Blvd., Suite 210,

Cupertino, CA 95014


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Creating Qualified Business Leads in the 21st Century

BOOK EXCERPT Table of Contents (included here)


Section I: Introduction/Context

Section II: Lay Out Your Plan

Section III: Evaluate Your Prospects

Section VIII: Conclusion and Path Forward

Appendix B: Favorite Quotation

About the Author


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3#LEADS to SALES tweet Book01

ContentsThis is the Table o Contents (TOC) rom the book or your

reerence. The eBook TOC (below) dif ers in page count

rom the tradebook TOC.

Foreword by Richard Whiteley 13

Section I

Introduction/Context 17

Section II

Lay Out Your Plan 29

Section III

Evaluate Your Prospects 37

Section IV-A

Approach the Gatekeeper 53

Section IV-BApproach the Executive 69


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Section V

Dialogue with Your Contact 83

Section VISuccessully Collaborate 107

Section VII

Campaigns 113

Section VIII

Conclusion and Path Forward 119

Appendix A

Principles Are Important 123

Appendix B

Favorite Quotation 133

About the Author 135


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#LEADS to SALES tweet Book01 5

Have you ever stopped to consider?

Creating highly qualified sales leads is one o the mostcritical core competencies o any business. Not doing this

always leads to ailure.

One o the greatest wastes in selling is an accomplishedsales person not getting maximum ace time with

prospects or lack o enough leads.

An even worse waste is when that sales person actuallymakes the ace-to-ace call only to find the lead is

unqualifieda complete bust!

In the hands o a talented sales orce, qualified leads willensure a companys ability to set and meet aggressive

growth targets.

Face-to-ace skills win business rom your prospects.Good admin skills help you find them. Discover ways to

maximize one and minimize the other.

What is the ratio o your ace-to-ace time to your preptime? What should it be?

Foreword byRichard Whiteley


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#LEADS to SALES Tweetdeals with these critical leadgeneration issues and ofers 140 tips that can be adapted tovirtually any sales situation.

Jim McAvoy understands these issues better than anyoneI know. He has made qualified lead generation the core

expertise o his practice.

I have known Jim since he was creating leads in mycompany almost 20 years ago. Since then this has becomeboth his love and his tur.

You will find the wisdom Jim has gained over the years andpresented in sound bite orm to be practical, powerul, andprofitable.

Enjoy the book and make it work for you.

Richard Whiteley

Entrepreneur

Award-winning Author, The Customer-Driven Company

and Co-Author, Customer-Centered Growth

Co-Founder, The Forum Corporation

Principal, The Whiteley Group



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Question: What do gargling

bleach, crawling over broken

glass, and having a root canal

done without Novocain all havein common?

Answer: These are all activities

that high-perorming sales

proessionals have claimed they

would do rather than spend time

cold-calling and ocusing on lead

generationrelated activities.

Section IIntroduction/Context


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Companies o all sizes, in allsectors, consistently grapple with

top-line and bottom-line growth.

1

Highly paid sales proessionals

are hired to advance relationships,

close deals, and bring in revenue.

2



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Sales proessionals

consistently

acknowledge that the

initial step in most sales

processes is prospecting.

3


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Section IILay Out Your Plan

The contracting phase introducestools that help provide clarity and

ocus to your universe o available

prospects. Laying out the plan helps

you advance your strategy and

understand the associated trade-ofs

involved when selecting specific

prospects you choose to pursue.


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Basic data should include a

potential clients industry,location, and size in terms o

revenue or number o employees.

Typically, there are multiple buying

centers within each firm. Consider

approaching many o them.

18

19



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20The sales unnel o probability

shapes the volume o prospects

needed to hit desired revenue targets.

Identiy 200 qualified names

contacts that are potential buyers.

21


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Take time to make sure that all

o your inormation is correct.It shows that you put time and

efort into knowing about the

prospects company and their

business issues. The Master

Database is introduced and

serves as a pivotal tool in

collecting and managing data.

Section IIIEvaluate Your Prospects


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Preliminary research

and evaluation orm

the undamental

basis o knowledge

o the prospect.

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Baseline data includes the

companys contact inormation(telephone and e-mail), physical

address, and website address.

30

It is important to visit the firms

website or specific contact

data or individual decision-

makers and their titles.

31


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Feel confident. Form a plan o

action and stick to it. This will

lead you on the road to success.

Section VIIIConclusion and Path

Forward


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With a well-executed lead-generation

strategy, the painul days o cold-calling can be greatly reduced, i not

eliminated completely.

138

The old sales approach is being

superseded by a more productive,

upront plan o action.

139



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You may now

move orward more

confidently with a

renewed attitude and

strategy, which will

allow you to exceed

your revenue goals.

140


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Appendix B: Favorite Quotation


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Nothing in the world can take the

place o persistence. Talent will

not; nothing is more common than

unsuccessul men with talent. Genius

will not; unrewarded genius is almost

a proverb. Education will not; the

world is ull o educated derelicts.

Persistence and determination aloneare omnipotent. The slogan Press

On has solved and always will solve

the problems o the human race.

Calvin Coolidge

30th President of the United States

(1872 - 1933)

Appendix BFavorite Quotation


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About the Author


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About the Author

Jim McAvoy, ounder and president o JWMcAvoy & Company Ltd., hasalmost twenty-five years o experience maximizing sales results or clients

in a wide range o industries rom boutique firms to Fortune 500 companies.

He has helped his clients secure $60 million o incremental revenue to date

using his proven L.E.A.D.S. process or lead creation.

McAvoy holds a BA in Economics and History rom the College o William

& Mary. He also attained the Certified Employee Benefits Specialist (CEBS)

designation, which is conerred by a partnership o the International

Foundation o Employee Benefit Plans and the Wharton School o the

University o Pennsylvania. Mr. McAvoy can be contacted at 610-374-2443 or

[email protected]


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#LEADS to SALES tweet Book01 can be purchased as an eBook or $14.95 or

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http://www.happyabout.com/thinkaha/leadstosalestweet01.php or

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