[jsfg_cinti] FW: ColdCalling101 - The marketing and the prospecting territory
- From: "JSFG" <jsfg@xxxxxxxx>
- To: "JSFG listserve" <jsfg_cinti@xxxxxxxxxxxxx>
- Date: Thu, 11 Jun 2009 11:35:27 -0400
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All:
We aren't sure who Bob Howard is but he is offering Webinars for sales
folks. Cold calling seems to be a theme. We are forwarding this for
anyone that might be interested, this is not a JSFG endorsed endeavor as
far as we know.
Ken Fender JSFG volunteer.
-----Original Message-----
From: Bob Howard [mailto:bhoward@xxxxxxxx]
Sent: Wednesday, June 10, 2009 11:14 AM
To: jsfg@xxxxxxxx
Subject: ColdCalling101 - The marketing and the prospecting territory
390282020@23032009-349DJune 10, 2009 Newsletter
This Edition: Your Marketing territory and your Prospecting territory
The Question of this Edition:
"In one of your webinars, you stated that a prospecting territory (those
companies I was going to pursue proactively over the telephone) is a
sub-set of an overall marketing strategy. How do I determine the size
of my prospecting territory and then calculate its value to me? Can I
grow the size and value over time? It seems so theoretical."
Bob's Answer: Let me address the issue of how to calculate the size of
your prospecting territory first. In theory, the size of the
prospecting territory is directly related to the number of Initial
Appointments you could actually go on each year. The number of
companies you need to call to set those appointments would be the size
of your prospecting territory. Any more names than you can honestly
reach out to during the year are actually wasted.
The actual calculation uses the free calculator (see link below). Your
email has also encouraged us to cover this in more detail in one of this
month's Webinars. This calculator recognizes that there are three
metrics that impact performance (and therefore size of territory needed)
- the number of dials needed until you get the right person on the
phone, the number of conversations necessary to set the required number
of appointments, and the time it takes to set those appointments.
As for calculating the value of the prospecting territory to you - it
must be able to generate the required number of Initial Appointments in
order to make your 'new revenue' quota. In the calculations, you
actually start with a 'new revenue' goal and work towards the answer to
the first question of how many names should be in my prospecting
territory. (Bob - this last paragraph doesn't seem to answer the
question in the same detailed manner we're answering the first part.
You might just want to strike it or change it to why would it be
important to know)
Barry's Answer: Yes you can. Growing the value of your prospecting
territory over time is typically the most overlooked strategy for most
sales reps - and unfortunately, not a strong focus of sales management.
Here is the definition of the most valuable names in your prospecting
database: I have spoken with them, they fit my profile of the ideal
prospect and they agreed it was okay for me to call again in the future.
Consider what an hour of 'dialing for dollars' would be like if you
already had a 'phone relationship' (we call it a dialogue bond) with
everyone you're going to call and they are all qualified. Your success
rates would soar.
In our appointment setting methodology called The FormulaT, we stress
the importance of the technique to professionally disengage from a
conversation. We know we will not set an appointment with everyone we
speak with - but, that does not mean they will never see us, it simply
means 'not now'. Therefore, a sales professional should recognize that
when an appointment is not going to happen we should disengage and gain
consent from the target that it is okay to call again later. That's how
we grow the value of our prospecting territory and simultaneously gain
more leverage from the effort we invest in our calls - one call at a
time.
The Calculator:
<http://elog.rttr3.com/eis-cgi-bin/elog2?s=9636&m=081217.1725.0001&e=bho
ward@xxxxxxxx&u=4>
http://coldcalling101.com/MultipleLeadsTargetsROIProspectorsCalculator.x
ls
Ongoing Free Webinars
There will be three Webinar topics for the summer months - click the
link below to access a registration page for all of them. They are all
free.
Topic: The Prospector's Activity Calculator
The old chestnut that sales is a numbers game is certainly true - see
the calculator to model your specific sales methodology. Attend a
review of a calculator that will show you how much time you need to
spend on the phone each day, plus how many people you will need to reach
out to each year to make quota. (This is how you calculate the size of
your prospecting territory.)
Topic: The Prospector's Academy
The Academy is the most revolutionary approach to solving the 'dialing
for dollars' challenge every designed. If your challenge is how to get
your sales team in front of more prospects, this webinar is for you.
See how to significantly increase sales productivity in only two weeks.
This webinar is for sales VP's or higher with sales teams of 8 or more.
Topic: The Separate Skills for Appointment Setting and for Working the
Pipeline - why and how they are different?
Just because you can get someone through the Pipeline does not mean you
know how to get them into the Pipeline. Why do so many folks that seem
to have all the right tools to succeed in sales fail? Answer - they
cannot built a pipeline because they lack the skills to succeed in that
step of the sales cycle.
Learn the issues and what to do to fix this piece of your sales
methodology.
To register for any of these events, go to:
http://coldcalling101.com/upcoming-events and then click the date of
the event you would like to attend.
_____
The reason for the meeting doesn't have to be perfect
A blog by Barry
When creating a 'Reason for the Call' for a cold calling script, many of
our <http://coldcalling101.com/> Coldcalling101 students are concerned
about making sure that they've picked exactly the right one that refers
to exactly what they want to sell. This can be a significant challenge
if we've got a lot of solutions to choose from. Here's a tip to help to
choose.
Choose the one (reason for the call) that will provide the easiest path
to the Initial Appointment, not necessarily what is sold most often. We
can all tell stories of how we helped customers when they originally
didn't think we could. The goal is the conversation itself (Initial
Appointment), not a particular topic.
Remember, when they agree to the Initial Appointment, they've agreed to
an open conversation with us, not to purchase what you lead with. Just
don't abuse it.
Visit http://coldcalling101.com/blog/ to read all of the blogs.
Got a question about telephone prospecting or have a challenge we could
help you with? Send us an email to barry@xxxxxxxxxxxxxxxxxxx We will
answer them all and publish our favorite!
That's it for this edition. Thanks for the read and please - attend a
free Webinar.
Barry & Bob
214-483-5800
barry@xxxxxxxxxxxxxxxxxx
www.coldcalling101.com
Our objective with these short emails is to take no more than five
minutes of your time to share information about telephone prospecting.
Cold calling is the toughest form of telephone prospecting - learn to
succeed at cold calling and every other call is a walk in the park.
_____
<http://www.rttr3.com>
ColdCalling101
www.coldcalling101.com
1930 E. Rosemeade Pkwy #206
Carrollton, TX 75007
USA
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<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial;color:navy'>All:<o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial;color:navy'>We aren’t sure who Bob Howard =
is but
he is offering <span class=3DSpellE>Webinars</span> for sales folks. =
Cold calling
seems to be a theme. We are forwarding this for anyone that might be =
interested,
this is not a JSFG endorsed endeavor as far as we =
know.<o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial;color:navy'>Ken Fender JSFG =
volunteer.<o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial;color:navy'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DTahoma><span =
style=3D'font-size:10.0pt;
font-family:Tahoma'>-----Original Message-----<br>
<b><span style=3D'font-weight:bold'>From:</span></b> Bob Howard
[mailto:bhoward@xxxxxxxx] <br>
<b><span style=3D'font-weight:bold'>Sent:</span></b> Wednesday, June 10, =
2009
11:14 AM<br>
<b><span style=3D'font-weight:bold'>To:</span></b> jsfg@xxxxxxxx<br>
<b><span style=3D'font-weight:bold'>Subject:</span></b> ColdCalling101 - =
The
marketing and the prospecting territory</span></font></p>
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v:shapes=3D"Picture_x0020_2"><![endif]><b><font
color=3Dblack face=3DArial><span =
style=3D'font-family:Arial;color:black;font-weight:
bold'>June 10</span></font></b><b><font face=3DArial><span =
style=3D'font-family:
Arial;font-weight:bold'>,<font color=3Dblack><span =
style=3D'color:black'> 2009</span></font><font
color=3D"#1f497d"><span style=3D'color:#1F497D'> =
</span></font><font
color=3Dblack><span style=3D'color:black'>Newsl</span></font>etter =
</span></font></b><i><font
color=3Dblack face=3DArial><span =
style=3D'font-family:Arial;color:black;font-style:
italic'><o:p></o:p></span></font></i></p>
<p class=3DMsoNormal><i><font size=3D3 color=3D"#1f497d" =
face=3DArial><span
style=3D'font-size:12.0pt;font-family:Arial;color:#1F497D;font-style:ital=
ic'><o:p> </o:p></span></font></i></p>
<p class=3DMsoNormal><b><font size=3D2 color=3D"#1f497d" =
face=3DCalibri><span
style=3D'font-size:11.0pt;font-family:Calibri;color:#1F497D;font-weight:b=
old'><o:p> </o:p></span></font></b></p>
<p class=3DMsoNormal><b><font size=3D2 color=3D"#1f497d" =
face=3DCalibri><span
style=3D'font-size:11.0pt;font-family:Calibri;color:#1F497D;font-weight:b=
old'><o:p> </o:p></span></font></b></p>
<div style=3D'border:none;border-top:solid gray 1.5pt;padding:1.0pt 0in =
0in 0in'>
<div style=3D'border:none;border-top:solid gray 1.5pt;padding:1.0pt 0in =
0in 0in'>
<p class=3DMsoNormal><b><font size=3D3 color=3Dblack face=3DArial><span
style=3D'font-size:12.0pt;font-family:Arial;color:black;font-weight:bold'=
><o:p> </o:p></span></font></b></p>
<p class=3DMsoNormal><b><font size=3D3 color=3Dblack face=3DArial><span
style=3D'font-size:12.0pt;font-family:Arial;color:black;font-weight:bold'=
>This
Edition: Your Marketing territory and your Prospecting =
territory<i><span
style=3D'font-style:italic'><o:p></o:p></span></i></span></font></b></p>
</div>
</div>
<p class=3DMsoNormal><i><font size=3D1 color=3Dblack face=3DArial><span
style=3D'font-size:9.0pt;font-family:Arial;color:black;font-style:italic'=
><o:p> </o:p></span></font></i></p>
<div style=3D'border:none;border-top:solid gray 1.5pt;padding:1.0pt 0in =
0in 0in'>
<div style=3D'border:none;border-top:solid gray 1.5pt;padding:1.0pt 0in =
0in 0in'>
<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
11.0pt;font-family:Arial;color:navy'><o:p> </o:p></span></font></p>
</div>
</div>
<p class=3DMsoNormal><b><font size=3D4 color=3D"#333399" =
face=3DArial><span
style=3D'font-size:14.0pt;font-family:Arial;color:#333399;font-weight:bol=
d'>The
Question of this Edition: <o:p></o:p></span></font></b></p>
<p class=3DMsoNormal><b><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial;font-weight:bold'><o:p> </o:p></span></font></b></=
p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.5in;margin-bottom:.0001pt'><i><font size=3D3 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:12.0pt;font-family:Arial;color:black;
font-style:italic'>“In one of your webinars, you stated that a
prospecting territory (those companies I was going to pursue proactively =
over
the telephone) is a sub-set of an overall marketing strategy. How =
do I
determine the size of my prospecting territory and then calculate its =
value to
me? Can I grow the size and value over time? It seems so
theoretical.”</span></font></i><font size=3D2 color=3Dblack =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial;color:black'> <o:p></o:p=
></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.5in;margin-bottom:.0001pt'><font size=3D4 color=3Dblack
face=3DArial><span =
style=3D'font-size:14.0pt;font-family:Arial;color:black'><o:p> </o:p=
></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><i><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black;
font-style:italic'><br>
<b><span style=3D'font-weight:bold'>Bob’s =
Answer</span></b></span></font></i><font
size=3D2 color=3Dblack face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:black'>: Let me address the issue of how to calculate the =
size of
your prospecting territory first. In theory, the size =
of the
prospecting territory is directly related to the number of Initial =
Appointments
you could actually go on each year. The number of companies you =
need to
call to set those appointments would be the size of your prospecting
territory. Any more names than you can honestly reach out to =
during the
year are actually wasted.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'><o:p> </o:p=
></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'>The
actual calculation uses the free calculator (see link below). Your =
email
has also encouraged us to cover this in more detail in one of this
month’s Webinars. This calculator recognizes that there are =
three
metrics that impact performance (and therefore size of territory needed) =
- the
number of dials needed until you get the right person on the phone, the =
number
of conversations necessary to set the required number of appointments, =
and the
time it takes to set those appointments.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'><o:p> </o:p=
></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'>As for
calculating the value of the prospecting territory to you – it =
must be
able to generate the required number of Initial Appointments in order to =
make
your ‘new revenue’ quota. In the calculations, you =
actually
start with a ‘new revenue’ goal and work towards the answer =
to the
first question of how many names should be in my prospecting territory.
(Bob – this last paragraph doesn’t seem to =
answer the
question in the same detailed manner we’re answering the first
part. You might just want to strike it or change it to why would =
it be
important to know)<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:.5in;margin-bottom:.0001pt'><font size=3D2 color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'><o:p> </o:p=
></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><b><i><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black;
font-weight:bold;font-style:italic'>Barry’s =
Answer</span></font></i></b><font
size=3D2 color=3Dblack face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:black'>: Yes you can. Growing the value of your
prospecting territory over time is typically the most overlooked =
strategy for
most sales reps – and unfortunately, not a strong focus of sales
management. Here is the definition of the most valuable =
names in
your prospecting database: I have spoken with them, they fit my =
profile
of the ideal prospect and they agreed it was okay for me to call again =
in the
future. Consider what an hour of ‘dialing for =
dollars’
would be like if you already had a ‘phone relationship’ (we =
call it
a dialogue bond) with everyone you’re going to call and they are =
all
qualified. Your success rates would =
soar.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'><o:p> </o:p=
></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'>In our
appointment setting methodology called <b><i><span =
style=3D'font-weight:bold;
font-style:italic'>The Formula™</span></i></b>, we stress the =
importance
of the technique to professionally disengage from a conversation. =
We know
we will not set an appointment with everyone we speak with – but, =
that
does not mean they will never see us, it simply means ‘not =
now’.
Therefore, a sales professional should recognize that when an =
appointment is
not going to happen we should disengage and gain consent from the target =
that
it is okay to call again later. That’s how we grow the value =
of our
prospecting territory <b><i><span =
style=3D'font-weight:bold;font-style:italic'>and</span></i></b>
simultaneously gain more leverage from the effort we invest in our calls =
- one
call at a time. <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'><o:p> </o:p=
></span></font></p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D2
color=3Dblack face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:black'>The Calculator: <a
href=3D"http://elog.rttr3.com/eis-cgi-bin/elog2?s=3D9636&m=3D081217.1=
725.0001&e=3Dbhoward@xxxxxxxx&u=3D4"><font
color=3Dblack><span =
style=3D'color:black'>http://coldcalling101.com/MultipleLeadsTargetsROIPr=
ospectorsCalculator.xls</span></font></a><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.75in;margin-bottom:
0in;margin-left:1.0in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'> </span></font><font =
size=3D2
face=3DArial><span style=3D'font-size:10.0pt;font-family:Arial'> =
<o:p></o:p></span></font></p>
<div style=3D'border:none;border-top:solid gray 2.25pt;padding:1.0pt 0in =
0in 0in'>
<div style=3D'border:none;border-top:solid gray 2.25pt;padding:1.0pt 0in =
0in 0in'>
<p class=3DMsoNormal><b><font size=3D4 color=3D"#333399" =
face=3DArial><span
style=3D'font-size:14.0pt;font-family:Arial;color:#333399;font-weight:bol=
d'><o:p> </o:p></span></font></b></p>
</div>
</div>
<p class=3DMsoNormal style=3D'mso-margin-top-alt:3.0pt'><b><font =
size=3D4
color=3D"#333399" face=3DArial><span =
style=3D'font-size:14.0pt;font-family:Arial;
color:#333399;font-weight:bold'>Ongoing Free =
Webinars</span></font></b><b><font
size=3D4 color=3Dblack face=3DArial><span =
style=3D'font-size:14.0pt;font-family:Arial;
color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 color=3Dblack face=3DArial><span =
style=3D'font-size:
11.0pt;font-family:Arial;color:black'>There will be</span></font><font =
size=3D2
color=3Dnavy face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:navy'> </span></font><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'>three Webinar topics for the summer months – =
click the
link below to access a registration page for all of them. They are =
all
free.<o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'> <o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><b><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial;font-weight:bold'>Topic: The
Prospector’s Activity Calculator</span></font></b><font size=3D2
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial'><o:p></o:p></span></font></p=
>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'> <o:p></o:p></span></fo=
nt></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'>The old
chestnut that sales is a numbers game is certainly true – see the
calculator to model your specific sales methodology. Attend a =
review of a
calculator that will show you how much time you need to spend on the =
phone each
day, plus how many people you will need to reach out to each year to =
make
quota. (This is how you calculate the size of your prospecting
territory.)<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'><o:p> </o:p=
></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><b><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial;font-weight:bold'>Topic: The
Prospector’s Academy</span></font></b><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'><o:p></o:p></span></font></p=
>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'> <o:p></o:p></span></fo=
nt></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'>The Academy is the most
revolutionary approach to solving the ‘dialing for dollars’
challenge every designed. If your challenge is how to get your =
sales team
in front of more prospects, this webinar is for you. See how to
significantly increase sales productivity in only two weeks. =
<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'><o:p> </o:p></span></fo=
nt></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'>This webinar is for sales =
VP’s
or higher with sales teams of 8 or more.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'><o:p> </o:p></span></fo=
nt></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><b><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial;font-weight:bold'>Topic: The =
Separate
Skills for Appointment Setting and for Working the Pipeline – why =
and how
they are different?<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><b><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial;font-weight:bold'><o:p> =
</o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'>Just because you can get =
someone
through the Pipeline does not mean you know how to get them into the
Pipeline. Why do so many folks that seem to have all the right =
tools to
succeed in sales fail? Answer - they cannot built a pipeline =
because they
lack the skills to succeed in that step of the sales =
cycle.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'><o:p> </o:p></span></fo=
nt></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.25in;margin-bottom:.0001pt'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'>Learn the issues and what =
to do to
fix this piece of your sales methodology.<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-right:.5in'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'><o:p> </o:p></span></fo=
nt></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'> <o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D2
color=3Dnavy face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:navy'>To register for any of these events, go to: <a
href=3D"http://coldcalling101.com/upcoming-events";>http://coldcalling101.=
com/upcoming-events</a></span></font><font
size=3D2 color=3D"#1f497d" face=3DArial><span =
style=3D'font-size:11.0pt;font-family:
Arial;color:#1F497D'> </span></font><font size=3D2 color=3Dnavy =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial;color:navy'> and then =
click the
date of the event you would like to attend.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D2
color=3Dnavy face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:navy'><o:p> </o:p></span></font></p>
<div class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D2
color=3D"#333399" face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:#333399'>
<hr size=3D4 width=3D"100%" noshade color=3D"#7f7f7f" align=3Dcenter>
</span></font></div>
<p class=3DMsoNormal style=3D'margin-right:.5in'><b><font size=3D2 =
color=3D"#333399"
face=3DArial><span =
style=3D'font-size:10.0pt;font-family:Arial;color:#333399;
font-weight:bold'><o:p> </o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-right:.5in'><b><font size=3D4 =
color=3D"#333399"
face=3DArial><span =
style=3D'font-size:14.0pt;font-family:Arial;color:#333399;
font-weight:bold'>The reason for the meeting doesn’t have to be =
perfect<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal style=3D'margin-right:.5in'><b><font size=3D2 =
color=3D"#333399"
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:#333399;
font-weight:bold'><o:p> </o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-right:.5in;text-indent:.25in'><b><font size=3D3
color=3Dblack face=3DArial><span =
style=3D'font-size:12.0pt;font-family:Arial;
color:black;font-weight:bold'>A blog by Barry</span></font></b><b><font =
size=3D2
color=3Dblack face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;
margin-left:.25in'><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'>When creating a ‘Reason for the Call’ for =
a cold
calling script, many of our <a href=3D"http://coldcalling101.com/";><font
color=3Dblack><span =
style=3D'color:windowtext;text-decoration:none;text-underline:
none'>Coldcalling101</span></font></a> students are concerned about =
making sure
that they’ve picked exactly the right one that refers to exactly =
what
they want to sell. This can be a significant challenge if =
we’ve got
a lot of solutions to choose from. Here’s a tip to help to
choose. <o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:.25in'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'>Choose the one (reason for =
the call)
that will provide the easiest path to the Initial Appointment, not =
necessarily
what is sold most often. We can all tell stories of how we helped
customers when they originally didn’t think we could. The =
goal is
the conversation itself (Initial Appointment), not a particular topic. =
<o:p></o:p></span></font></p>
<p class=3DMsoNormal style=3D'margin-left:.25in'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'><o:p> </o:p></span></fo=
nt></p>
<p class=3DMsoNormal style=3D'margin-left:.25in'><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'>Remember, when they agree =
to the
Initial Appointment, they’ve agreed to an open conversation with =
us, not
to purchase what you lead with. Just don’t abuse =
it.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.5in;margin-bottom:
0in;margin-left:.5in;margin-bottom:.0001pt'><font size=3D2 color=3Dblack
face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;color:black'><o:p> </o:p=
></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
.5in;margin-bottom:0in;margin-left:.5in;margin-bottom:.0001pt;text-align:=
center'><font
size=3D2 color=3Dblack face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:black'>Visit <a =
href=3D"http://coldcalling101.com/blog/";>http://coldcalling101.com/blog/<=
/a>
to read all of the blogs.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D2
color=3Dnavy face=3DArial><span =
style=3D'font-size:11.0pt;font-family:Arial;
color:navy'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D1
color=3D"#333399" face=3DArial><span =
style=3D'font-size:9.0pt;font-family:Arial;
color:#333399'><o:p> </o:p></span></font></p>
<div style=3D'border:none;border-top:solid gray 2.25pt;padding:1.0pt 0in =
0in 0in'>
<div style=3D'border:none;border-top:solid gray 2.25pt;padding:1.0pt 0in =
0in 0in'>
<p class=3DMsoNormal><font size=3D3 face=3DArial><span =
style=3D'font-size:12.0pt;
font-family:Arial'><o:p> </o:p></span></font></p>
</div>
</div>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'>Got a question about telephone prospecting<font =
color=3Dnavy><span
style=3D'color:navy'> </span></font><font color=3Dblack><span =
style=3D'color:black'>or
have</span></font><font color=3Dnavy><span =
style=3D'color:navy'> </span></font>a
challenge we could help you with? <font color=3Dnavy><span =
style=3D'color:navy'> </span></font><font
color=3Dblack><span style=3D'color:black'>Send us</span></font><font =
color=3Dnavy><span
style=3D'color:navy'> </span></font><font color=3Dblack><span =
style=3D'color:black'>an</span></font><font
color=3Dnavy><span style=3D'color:navy'> </span></font>email<font =
color=3Dnavy><span
style=3D'color:navy'> </span></font><font color=3Dblack><span
style=3D'color:black'>to</span></font> <a
href=3D"mailto:barry@xxxxxxxxxxxxxxxxxx";>barry@xxxxxxxxxxxxxxxxxx</a>. =
We
will answer<font color=3Dblack><span =
style=3D'color:black'> them all and
publish our favorite!<o:p></o:p></span></font></span></font></p>
<p class=3DMsoNormal><font size=3D3 color=3Dnavy face=3DArial><span =
style=3D'font-size:
12.0pt;font-family:Arial;color:navy'><o:p> </o:p></span></font></p>
<div style=3D'border:none;border-top:solid gray 2.25pt;padding:1.0pt 0in =
0in 0in'>
<div style=3D'border:none;border-top:solid gray 2.25pt;padding:1.0pt 0in =
0in 0in'>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><o:p> </o:p></span></font></p>
</div>
</div>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'>That’s it for this edition. Thanks for =
the read
and please - attend a free Webinar. <o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'>Barry & Bob<o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><o:p> </o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'>214-483-5800<o:p></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><a =
href=3D"mailto:barry@xxxxxxxxxxxxxxxxxx";>barry@xxxxxxxxxxxxxxxxxx</a><o:p=
></o:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><a =
href=3D"http://www.coldcalling101.com";>www.coldcalling101.com</a><o:p></o=
:p></span></font></p>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><o:p> </o:p></span></font></p>
<div style=3D'border:none;border-top:solid gray 2.25pt;padding:1.0pt 0in =
0in 0in'>
<div style=3D'border:none;border-top:solid gray 2.25pt;padding:1.0pt 0in =
0in 0in'>
<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:11.0pt;
font-family:Arial'><o:p> </o:p></span></font></p>
</div>
</div>
<p class=3DMsoNormal><font size=3D2 color=3Dblack face=3DArial><span =
style=3D'font-size:
11.0pt;font-family:Arial;color:black'>Our objective with these short
emails is to take no more than five minutes of your time to share
information about telephone prospecting. Cold calling is the =
toughest
form of telephone prospecting - learn to succeed at cold calling and =
every
other call is a walk in the park.</span></font><font size=3D2 =
face=3DArial><span
style=3D'font-size:11.0pt;font-family:Arial'><o:p></o:p></span></font></p=
>
<div>
<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'> <o:p></o:p></span></font></p>
</div>
<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p> </o:p></span></font></p>
<table class=3DMsoNormalTable border=3D0 cellpadding=3D0 width=3D"100%" =
bgcolor=3Dwhite
style=3D'width:100.0%;mso-cellspacing:1.5pt;background:white'>
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style=3D'text-align:center'><font size=3D1
color=3Dgray face=3DArial><span =
style=3D'font-size:7.5pt;font-family:Arial;
color:gray'>
<hr size=3D2 width=3D"100%" align=3Dcenter>
</span></font></div>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D1
color=3Dgray face=3DArial><span =
style=3D'font-size:7.5pt;font-family:Arial;
color:gray'><a href=3D"http://www.rttr3.com";><span =
style=3D'text-decoration:none;
text-underline:none'><img border=3D0 width=3D1 height=3D1 =
id=3D"_x0000_i1027"
=
src=3D"http://elog.rttr3.com/eis-cgi-bin/elog?s=3D9636&m=3D090610.080=
8.0001&e=3Djsfg@xxxxxxxx&i=3D32004.559008"></span></a><br>
ColdCalling101<br>
www.coldcalling101.com<br>
1930 E. Rosemeade Pkwy #206<br>
Carrollton, TX 75007<br>
USA <br>
<br>
If you do not wish to receive this message please <a
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