1 12 surefire tactics with research tool to dominate in sales prospecting

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12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting

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Speakers Profile

Clinton RozarioProduct Manager | Software Architect eGrabber Inc.

Rich KumarCustomer Success Manager eGrabber Inc.

Emanuel CarpenterOwner | Cold Call Sensei (www.coldcallsensei.net)Helps Salespeople and Small Biz Owners Become Superheroes.

Speaker

SpeakerModerator

#eGrabberAR |@egrabberAR

3#eGrabberAR |@egrabberAR

12 Surefire Tactics To Dominate In Sales Prospecting

P1P1

#1 Always Start at the Top

• Call CEOs and Presidents first.• Be an Equal. No Mister or Ma'am's.• Get Decision Makers Involved Early• Speak with Assistants on Purpose• Leverage Referrals


# 2 Use Your Voice to Your Advantage

• Don’t read.• Don’t sound like a robot. (Buehler, Buehler…)• Show enthusiasm.• Use emphasis on important words.• Don’t sound like a phony.


# 3 Use Email to Your Advantage

Research email structures before calling.Use attention-grabbing subject lines.Use read receipts on all emails.Create urgency without being pushy.Make your first bullet point worth reading.Remember 2nd emails get more attention than first ones.


# 4 Research but Do It Quickly

Use Yahoo! Finance for Public Companies.Use Company Websites.Use LinkedInUse Hoovers.Use Google.

Use eGrabber.


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• How Append email & Phone works?

• Account-Researcher Pricing

• eGrabber Vs. LinkedIn

• Missing Full Name• Missing Email• Missing Phone• Missing other Social Media links• Will they ‘I-Don't-Know’ my request?


Li Profile



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3rd Degree

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Last Name

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Social links


Li Profile



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3rd Degree

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Discovery Trail


Li Profile



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3rd Degree

Private Profile

Fellow Group Member



• eGrabber Vs. LinkedIn Discovery Trail

Internet

Membership

Directories

FinancialDocumen

ts

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SearchEngines

LinkedInForums,Discussio

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Proprietary

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Patents

Blogs

Social Networks

Found Email Projected Email


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Finde-mail & Phone

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Projected Email Accuracy


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We’ve patented this Email Append Process!We’ve patented this Email Append Process!


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3rd Degree

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Fellow Group Member




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2. How Account-Researcher Can Help You Find Decision Makers in any Company.


Find Decision Maker of Any Company


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• Missing Name • Missing Email• Missing Phone• Missing Company Info• Missing Talking Points

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Need Decision Maker




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Need Decision Maker




Decision Maker List




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Discovery Trail







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Com

pany

Pro

file







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You Have 30 Sec To Impress Your Prospect On A Cold Call Research Your Prospects Effectively

ROIROI = 10x NEW PROSPECTS / MONTH


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• eGrabber Vs LinkedIn



Click here to verify Click here to verify



P4

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Account-Researcher Summary

Grab any LinkedIn Profile & Append E-Mail/Phone.

Find Decision Makers At All Levels in B2B & B2C Companies.

Get Insightful Prospect Information, Conversation Initiators.



12 Surefire Tactics To Dominate In Sales Prospecting

1 Always Start at the Top 2 Use Your Voice to Your Advantage 3 Use Email to Your Advantage 4 Research but Do It Quickly5 Role Play

Continued….

# 5 Role Play

• Use your real script or call outline.• Gather role players in a conference room.• Have the caller call into the conference room.• Create real life scenarios such as the most likely objections.• Build familiarity for real prospecting.• Role play via email as well.


#6 Speak Your Prospect’s Language

• Remember Dr. Leon Fesinger’s Theory of Cognitive Dissonance.• Speak to Prospects Based on What’s Important to Their Title.• Speak About How You’ve Helped Other People with the Same Title.• Speak in Dollars not Percentages.


# 7 Put some tricks up your sleeve.

• Use your cell phone on subsequent calls.• Ask to be transferred when referred.• Leave intriguing first voicemails. (I’ve got a quick question.)• Call after hours for phone directories.• Ask to speak with anyone else and then ask for the transfer.


# 8 Visualize Success

• See yourself reaching your goals.• Plan your goals by year, month, and day.• Post your rewards over your desk.• Tell someone who will keep you accountable about your goals.


# 9 Use Social Media

• Connect through LinkedIn.• Join LinkedIn groups your prospects are most likely to join.• Become a trusted and helpful person by answering questions.• Ask to connect with people you’ve helped.• Prospect to the people you’ve connected with.


# 10 Jump In Early

• Don’t procrastinate on making calls.• Don’t spend too much time on research.• Don’t build up call reluctance.• Face your fears instead of avoiding them.


#11 Overcome Objections

• Expect objections.• Practice overcoming objections through role play.• Know what you’re going to say when the prospect says: vendor in

place, handled internally, no budget, I’m the wrong person, etc.• Overcome objections through email too.


#12 Ask One More Question

• Don’t wimp out when given partial information.• Ask particularly nice people to help you.• Sometimes a no is not no. It can be an excuse to get a referral.


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Rich KumarCustomer Success Manager eGrabber Inc.

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Complimentary email & phone support package

Free Group Training

You Save $335

$25 OFF on Account-Researcher SubscriptionPromo Code: CCAR25 Valid till 16-Aug-2013

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1 12 surefire tactics with research tool to dominate in sales prospecting

Documents

email phone of linkedin

email phone works

use email

email phone social links

accountresearcher slide

egrabberar slide

linkedin use hoovers

linkedin discovery trail