1. How to Turn Your Cold Calls HOT #coldcalling

2. #coldcalling Speakers: Steve Richard Founder VorsightBP @srichardv John Hulwick Director of Sales ClearSlide linkedin.com/pub/john- hulwick/22/b09/337 3. Execs Will Meet! @srichardv # 4. @srichardv 5. @srichardv 6. @srichardv 7. Research on Buyer Behavior @srichardv # 3% 40.5% 56.5% Prospects Actively Buying 3% Poised to Begin 40.5% Not Ready 56.5% 8. @srichardv 9. @srichardv 10. Form a Hypothesis @srichardv #1 11. @srichardv Nobody returns my Emails, VMs, SM messages! 12. What Does It Mean? @srichardv 13. Goal of a Voicemail @srichardv #2 14. VM Call Backs to 5.5% The "quick question" voicemail: http://lnkd.in/cgEYPj The "power player" voicemail: http://lnkd.in/ztHKGY @srichardv #3 15. Leave 3 VMs then Stop @srichardv #4 0.00% 2.00% 4.00% 6.00% 8.00% 10.00% 12.00% 14.00% 16.00% 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 ContactRate Dial Attempt With Voicemail Without Voicemail 16. Share This 17. What Do You Do with Emails? @srichardv 1. Delete 2. File for later 3. Mark as unopened / flag 4. Nothing 5. Action item 18. @srichardv #5 I read an article about your work and thought it might make sense to talk Personalized Emails 19. @srichardv #6 Forward Sent Emails Just a brief note to ensure you had a chance to see 20. @srichardv #7 Provocation Emails Herman, Do you have a few moments to speak later this week or next week? Ive been trying to reach you to find time on your calendar to briefly discuss TOPIC. I apologize for my professional persistence; Ive had difficulty reaching you on the phone and thought e-mail may be a better medium for you. Could we carve out 30 minutes for a brief phone call? Kind regards, Steve 21. @srichardv #8 Right Person? Who in your organization is in charge of xyz responsibility? 22. InMail & Messages @srichardv #9 23. Follow & Mention @srichardv #10 24. Call In Between @srichardv #11 25. @srichardv Thanks for sticking with me, Steve. Im very busy and appreciate your persistence! 26. @srichardv #12 Subject Lines 1. Video 2. Ask a question 3. Something about them 4. Intentionally left blank 5. Social connection 27. sales.vorsight.com/public-training Public Training 28. A Day in the Life of a Rep 10 /day /month Average email open rate Break-in emails a month Send break-in emails per day 40 Engaged Prospects 40 200 20% 29. What Impact Would These Insights Have on Your Business? Know WHO the hottest prospects are to call Know WHEN to time a call for the best chance of having your call answered Know WHAT topics to focus on based on customer interest WHO WHEN WHAT 30. Break-in email sent to Mike Smith, VP of Sales at Acme, Inc San Francisco Email Forwarded to Henry Jones, COO of Acme, Inc. Chicago Henry Jones Chicago, IL US (312 area code/Globalcom.com Impact Example #1: Tracking Forwards 31. Impact Example #2: Reviving Dead Opportunities Prospect opens content and views materials Sales rep calls the prospect 20 minutes after the materials are viewed and connects. They are to an in-person meeting Break-in The in-person meeting goes great and all indication are that the deal will move forward. The sales rep sends over a proposal, but the prospect never opens it. Phone Call In-Person Meeting Proposal Sent The prospect suddenly goes silent. The sales rep marks the opportunity as dead. Radio Silence ? OCT 32. Impact Example #2: Reviving Dead Opportunities The sales rep suddenly gets a new viewer alert from the proposal email he sent last October. The prospect spends a lot of time focused on the low cost option. Sales rep calls the prospect- just checking in. Learns that there is now budget and that they are interested in talking through the proposal. View Alert Revised Proposal The rep sends a revised proposal, including more information about the upsell value points. Deal Closed The rep closes the deal at the mid-priced option. Phone Call Revised Proposal Deal Closed JAN 33. Using a personalized video can increase engagement with your email by 44% Source: Sunday Sky 2102 State of Online Video Report Adding Video to the subject line can increase open rates by 5X Source: Embedded email in Video: Exploring its Viability as a Marketing Tactic; The Relevancy Group June, 2013 34. Personalized videos drive engagement with prospects 60% Increase in email open-rate 35. 5 Tip for Improving Prospect Engagement Track email engagement, so you know how to prioritize and time follow-up and if there are other stakeholders involved Measure how prospects engage with your content, so you can probe around areas of interest or concern Gauge how effectively your team is emailing by measuring email open rates. Try using a personalized video to break-in to a new account Make sure you use the word VIDEO in the subject line for higher open rates 36. #coldcalling Questions: Steve Richard Founder VorsightBP John Hulwick Director of Sales ClearSlide sales.vorsight.com/public-training clearslide.com contact