1 12 surefire tactics with research tool to dominate in sales prospecting
TRANSCRIPT
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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
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3#eGrabberAR |@egrabberAR
12 Surefire Tactics To Dominate In Sales Prospecting
P1P1
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#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
#eGrabberAR |@egrabberAR
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# 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.
#eGrabberAR |@egrabberAR
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# 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.
#eGrabberAR |@egrabberAR
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# 4 Research but Do It Quickly
Use Yahoo! Finance for Public Companies.Use Company Websites.Use LinkedInUse Hoovers.Use Google.
Use eGrabber.
#eGrabberAR |@egrabberAR
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1. How Account-Researcher Can Help You Reach The Right People On LinkedIn® With The Right Info.
![Page 9: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/9.jpg)
Find Decision Makerof Any Company
Li Profile
3rd Degree
Private Profile
Fellow Group Member
Find Email / Phoneof LinkedIn / others..
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
• 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?
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Find Decision Makerof Any Company
Li Profile
Find Email / Phoneof LinkedIn / others..
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
3rd Degree
Private Profile
Fellow Group Member
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Click Account-Researcher
![Page 11: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/11.jpg)
Find Decision Makerof Any Company
Li Profile
Find Email / Phoneof LinkedIn / others..
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
3rd Degree
Private Profile
Fellow Group Member
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Last Name
Phone
Social links
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Find Decision Makerof Any Company
Li Profile
Find Email / Phoneof LinkedIn / others..
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
3rd Degree
Private Profile
Fellow Group Member
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Discovery Trail
![Page 13: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/13.jpg)
Find Decision Makerof Any Company
Li Profile
Find Email / Phoneof LinkedIn / others..
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
3rd Degree
Private Profile
Fellow Group Member
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn Discovery Trail
![Page 14: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/14.jpg)
Internet
Membership
Directories
FinancialDocumen
ts
White Papers
CompanyWebsite
SearchEngines
LinkedInForums,Discussio
ns,Chats
Proprietary
Database
News &
Press
Patents
Blogs
Social Networks
Found Email Projected Email
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
Find Decision Makerof Any Company
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Finde-mail & Phone
PatentAccuracy
![Page 15: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/15.jpg)
Internet
Projected Email Accuracy
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
Find Decision Makerof Any Company
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Finde-mail & Phone
Patent
![Page 16: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/16.jpg)
Internet
Found Email Accuracy
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
Find Decision Makerof Any Company
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Finde-mail & Phone
Patent
![Page 17: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/17.jpg)
If Found on the Internet
95%+Hit Rate
Intelligent Statistical Projection
3xmore accurate than guessing
Find all Information on Public InternetFind all Information on Public Internet
Found Email Projected Email
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
• How Append email & Phone works?
Find Email / Phoneof LinkedIn / others..
Find Decision Makerof Any Company
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Patent
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We’ve patented this Email Append Process!We’ve patented this Email Append Process!
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
• How Append email & Phone works?
Find Email / Phoneof LinkedIn / others..
Find Decision Makerof Any Company
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
PatentFound Email Projected Email Accuracy
![Page 19: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/19.jpg)
Find Decision Makerof Any Company
Li Profile
Find Email / Phoneof LinkedIn / others..
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
3rd Degree
Private Profile
Fellow Group Member
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Click Account-Researcher
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2. How Account-Researcher Can Help You Find Decision Makers in any Company.
![Page 21: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/21.jpg)
Find Email / Phoneof LinkedIn / others..
Find Decision Maker of Any Company
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
• Missing Name • Missing Email• Missing Phone• Missing Company Info• Missing Talking Points
Need Decision Maker
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
![Page 22: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/22.jpg)
Find Email / Phoneof LinkedIn / others..
Find Decision Maker of Any Company
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Need Decision Maker
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Input Company Name
click
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Find Email / Phoneof LinkedIn / others..
Find Decision Maker of Any Company
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Need Decision Maker
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Decision Maker List
![Page 24: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/24.jpg)
Find Email / Phoneof LinkedIn / others..
Find Decision Maker of Any Company
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Discovery Trail
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
![Page 25: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/25.jpg)
Find Email / Phoneof LinkedIn / others..
Find Decision Maker of Any Company
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Com
pany
Pro
file
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
![Page 26: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/26.jpg)
Find Email / Phoneof LinkedIn / others..
Find Decision Maker of Any Company
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Com
pany
Pro
file
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
![Page 27: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/27.jpg)
Find Email / Phoneof LinkedIn / others..
Find Decision Maker of Any Company
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
You Have 30 Sec To Impress Your Prospect On A Cold Call Research Your Prospects Effectively
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ROIROI = 10x NEW PROSPECTS / MONTH
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
• eGrabber Vs LinkedIn
Find Email / Phoneof LinkedIn / others..
Find Decision Makerof Any Company
Click here to verify Click here to verify
• How Append email & Phone works?
• Account-Researcher Pricing
P4
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Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Decision Makerof Any Company
Find Email / Phoneof LinkedIn / others..
Missing fields in CRM
Leads in emails
Tradeshow lists
News / Press Releases
Anywhere…
Find Missing
Missing EmailMissing PhoneMissing AddressMissing Other Info
• How Append email & Phone works?
• Account-Researcher Pricing
• eGrabber Vs. LinkedIn
Input Name + Company
Full Business Card
![Page 30: 1 12 Surefire Tactics With Research Tool To Dominate In Sales Prospecting](https://reader033.vdocuments.net/reader033/viewer/2022061305/55143414550346d8488b60fc/html5/thumbnails/30.jpg)
• Account-Researcher Pricing
Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.
BACK NEXTHOME
Find Email / Phoneof LinkedIn / others..
Find Decision Makerof Any Company
Monthly Subscription$79.95/License
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• How Append email & Phone works?
• eGrabber Vs. LinkedIn
$25 OFF on Account-Researcher SubscriptionPromo Code: CCAR25 Valid till 16-Aug-2013
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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.
#eGrabberAR |@egrabberAR
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#eGrabberAR |@egrabberAR
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….
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# 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.
#eGrabberAR |@egrabberAR
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#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.
#eGrabberAR |@egrabberAR
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# 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.
#eGrabberAR |@egrabberAR
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# 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.
#eGrabberAR |@egrabberAR
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# 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.
#eGrabberAR |@egrabberAR
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# 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.
#eGrabberAR |@egrabberAR
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#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.
#eGrabberAR |@egrabberAR
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#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.
#eGrabberAR |@egrabberAR
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Webinar Offer!!: Fully Functional Trial | Discount Coupon
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Rich KumarCustomer Success Manager eGrabber Inc.
Yearly Subscription$795/License2 months Free usage for yearly Subscription
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