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Sales Prospecting for Appointments by Email
A few months into the job and Sabrina's cold calling sales prospecting techniques were getting her almost nowhere. She would call CIO's and CTO's all day, and speak to maybe one sales prospect if she was lucky. The gatekeepers and voicemail were screening her out. Sabrina was "following up" her calls with emails, but she rarely if ever heard anything back. Sabrina asked for help to improve her sales prospecting skills. A salesperson for a silicon valley software company, Sabrina was tasked with calling on CIO's in Fortune 1000 companies. Her cold calling skills were a bit rusty, and she was under serious pressure from sales management to produce. After a few weeks of working on these together, I got the following email from Sabrina: "My email script has gotten another F1000 appointment! I sent it to an admin who forwarded it to a Senior Director who had his admin respond in 5 minutes that he wanted an appointment. They are right in our sweet spot so this is a very good thing."If you've done any sales prospecting to big corporations, then you know how great Sabrina felt when she got this appointment. Sabrina has secured numerous VP level appointments using her new email technique. How did Sabrina improve her sales prospecting?First she asked for help. Upon working together, I coached Sabrina to sell only to the sales prospects that were most likely to buy. Sabrina developed a customer profile to guide her sales prospecting efforts. She determined what type of sales prospect would be most likely to buy her product. Next she worked on identifying the pains that motivate her ideal sales prospect to want to buy her product. This took some research. She spoke to other sales reps, marketing management, and most importantly customers to figure out why people buy her product. Sabrina used this to craft a short but specific email message to her best sales prospects. It was real-world due to all of her research and her prospects responded to it. The likely buyers were ones who could feel the pain that the email talked about. Those sales prospects jumped up and asked for an appointment. What can you do to improve your sales prospecting?© 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
Latest News:Site: Yahoo! News Search Results for news Sarah Palin docu wins record ratings for Fox News (Reuters via Yahoo! News) In a week of records surrounding the Republican National Convention, Fox News Channel earned another one with its weekend documentary on vice presidential candidate Sarah Palin. MySpace ad business ahead of target: News Corp (Reuters via Yahoo! News) News Corp's (NWSa.N) MySpace advertising business is operating ahead of expectations and its digital ad business is performing better than the marketplace, the company's chief operating officer said on Tuesday. False bankruptcy item highlights risks in online news (Market Watch) Investors are getting a fresh lesson in the power and perils of lightning-fast news on the Web in an already fast-moving market. Petraeus to Brief FOX News on Final Battlefield Tour (Fox News) Gen David Petraeus, fresh off an announcement that thousands of U.S. troops will be withdrawn from Iraq, will give his final U.S. interview to FOX News Wednesday before handing over control of U.S.-led forces in Iraq to Gen. Raymond Odierno next week. Relief: Cubs get good news on Zambrano, Harden (ESPN) The Cubs received encouraging news on pitchers Rich Harden and Carlos Zambrano on Tuesday. Lesson 6: Broadcasting news (BBC News) Students practise reading the news and produce a news programme adhering to a strict deadline. News Corp. Ad Unit Raided in Probe of Moscow Official (Update1) (Bloomberg.com) Sept. 9 (Bloomberg) -- News Corp. 's Moscow-based outdoor advertising unit said it plans to complain to the General Prosecutor because of damage to its ``business reputation and financial stability'' after raids by state investigators. UPI NewsTrack Quirks in the News (UPI) Car crash knocks woman off toilet ? Woman uses Feng Shui after car hits home ? Mistakenly diagosed man gives away savings ? Wisconsin man eats 23,000 Big Macs ? UPI Quirks in the News. Lesson 5: Ordering news (BBC News) Students order several reports to make a news programme which appeals to a specific audience. Lesson 3: Writing News (BBC News) Students write a news script which is clear, concise and correct - the three Cs of journalism. Site: news - Google News Ballmer touts Windows 7 beta, new deals - CNET News
MORE RESOURCES: Site: Yahoo! News Search Results for email marketing Vivid Seats Leverages the Power of Contactology's API to Streamline Email Marketing Communications (Business Wire via Yahoo! Finance) DURHAM, N.C.----Contactology, a provider of email marketing and online survey technologies, announced that Vivid Seats, a full-service ticket marketplace, has transitioned from an in-house system to its web-based application to automate and enhance its email newsletter distribution service. Maxymiser Launches Email Optimisation Software to Help Marketers Achieve Better ROI From Email Marketing Campaigns (PRWeb via Yahoo! News) UK brand managers and marketers can now respond to customers' online behaviour in 'real-time' by creating relevant and timely email content on the fly using techniques including multivariate testing by using Maxymiser's email optiisation software. Email marketing to grow by 24% in 2008 (e-Consultancy) E-consultancy's latest Email Marketing Platforms Buyers' Guide reveals that the UK market for email platforms and services continue to grow, reaching £274m by the end of the year; an increase of 24% on 2007. Economic conditions may be more difficult at the moment, but email marketing budgets look secure, as more firms use email as a retention tool. M-Theory Solutions Partners With Alterian to Deliver Integrated Marketing Platform to Mid-Market Organizations (PRWeb via Yahoo! News) Partnership provides industry leading database marketing, analytics tools and email services specifically designed for on-premise closed-loop direct marketing. Gold Lasso Releases New White Paper "Integrating Email Campaigns with New & Existing Mediums" (PRWeb) Gold Lasso releases a white paper educating marketers on the importance of integration email with new and existing marketing mediums. The white paper is an overview of the technological hurdles that exist with email integration as well as strategies currently being used with traditional advertising, web analytics, social networking and co-registration. (PRWeb Sep 9, 2008) Read the full story ... Gold Lasso Releases New White Paper "Integrating Email Campaigns with New & Existing Mediums" (PRWeb via Yahoo! News) Gold Lasso releases a white paper educating marketers on the importance of integration email with new and existing marketing mediums. The white paper is an overview of the technological hurdles that exist with email integration as well as strategies currently being used with traditional advertising, web analytics, social networking and co-registration. Beyond Email, Award-Winning Interactive Agency, Changes Name (PRWeb via Yahoo! News) Beyond Email, award winning web-based design, development and interactive marketing company has changed its name to BEM Interactive. Reed Australia Selects SocketLabs' Hurricane Server to Power Email Delivery of its E-newsletters (PRWeb via Yahoo! News) SocketLabs, Inc., the leading provider of on-premise high volume marketing and transactional email delivery solutions for the Microsoft Windows platform, announced today that, Reed Business Information Australia, a Reed Elsevier company, has selected Hurricane Server to deliver its growing volume of publication e-newsletters. The Cure for Email Overload - OtherInbox Launches at TechCrunch50 Conference (PRWeb via Yahoo! News) New Service Brings Transparency and Accountability to Email Marketing Virgin Trains cleared over email gaffe (Mad.co.uk) Virgin Trains has escaped censure from the Advertising Standards Authority following a direct marketing gaffe earlier this year. Site: email marketing - Google News Email Marketing Pro Joins Online Marketing Agency, Blue Moon Works - PR Web (press release)
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