sales tips for staffing: cold calling best practices and voice mail strategies
TRANSCRIPT
Sales Tips for Staffing: Cold Calling Best
Practices and Voice Mail Strategies
Dan FisherManaging DirectorMenemsha Group
Carolyn HollowellSenior Director of Marketing
DiscoverOrg
Introductions & Background 20 years sales and sales leadership
experience IT Professional Services
Menemsha Group Founded, 2008 Over 220 IT staffing clients Over 5,000 hours coaching IT sales reps Proprietary sales methodology
www.menemshagroup.com | [email protected]
Agenda1. The Goal of a Cold Call?2. Change Your Mindset3. “Trigger Event” Selling4. Speaking Like a Thought Leader5. “Insight” Selling6. Leaving Voice Mail Messages
www.menemshagroup.com | [email protected]
Poll Question:What is the goal of a cold
call?
What is the goal of a cold call?
Disarm the prospect, make them feel comfortable
Leveraging Triggers Events
Trigger Event Sample
10-K Statement-Risk Factors
“We Must Finance and Integrate Acquired Businesses Wisely”
“A Shortage of Qualified Labor Could Negatively Impact our Business and Materially Reduce Earnings”
“Technology Dependence Could have a Material Negative Impact on our Business Our ability to decrease costs and increase profits,
as well as our ability to serve customers most effectively, depends on the reliability of our technology network. “
The key to gaining credibility and building trust is by demonstrating you understand your customers business and asking intelligent questions.
www.menemshagroup.com | [email protected]
Intelligent Positioning & Lead-In QuestionsSample conversation starter
“In preparing for this call and researching your company I understand you’re planning to extend your Sharepoint and salesforce.com environment to
enhance collaboration. What do you find most concerning about taking on this initiative?
www.menemshagroup.com | [email protected]
Open-ended probing question
Credibility Builder
Insight Selling Conversation Starter “According to Forrester’s BI intelligence report, only 43% of respondents have been successful in improving their decision making capability. “
“What steps are you taking to address this in your organization?” How concerning do you and your team find this within your organization?”
Best in class organizations are addressing this by ____ and _____
“What do you find most concerning about your organizations inability to make collaborative and informed business decisions?”
Speak Like a Thought Leader
One of the trends we’re seeing….
What we have found is….
Our customers are sharing with us
that…
We have plenty of options to consider…
Voice Mail Message Template
Who My Name is Dan Fisher calling from_____ Credibility Builder I’ve been researching you and your company & understand you’re trying to Solve the problem of______ (or) achieve the goal of_______ Value Proposition I’m calling today because we have helped _____ and ____ overcome the Challenge of_____ and as a result they have achieved an increase of ___% or Decrease of ___% WITF I have some ideas to share that may make a difference. I can be reached at…
Contact: Menemsha Group
(617) 398-6190 or (888) 553-3083Email: [email protected]
www.menemshagroup.com
DiscoverOrg(800) 914-1220
Email: [email protected] www.discoverorg.com