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How to Turn Your Cold Calls HOT
#coldcalling
#coldcalling
Speakers:
Steve Richard
Founder
VorsightBP
@srichardv
John Hulwick
Director of Sales
ClearSlide
linkedin.com/...
Execs Will Meet!
@srichardv
#
@srichardv
@srichardv
@srichardv
Research on Buyer Behavior
@srichardv
#
3%
40.5%
56.5%
Prospects
Actively Buying 3%
Poised to Begin 40.5%
Not Ready 56.5%
@srichardv
@srichardv
Form a Hypothesis
@srichardv
#1
@srichardv
“Nobody returns my
Emails, VMs, SM messages!”
What Does It Mean?
@srichardv
Goal of a Voicemail
@srichardv
#2
VM Call Backs to 5.5%
The "quick question" voicemail: http://lnkd.in/cgEYPj
The "power player" voicemail: http://lnkd.in/z...
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 1...
Share This
What Do You Do with Emails?
@srichardv
1. Delete
2. File for later
3. Mark as unopened / flag
4. Nothing
5. Action item
@srichardv
#5
I read an article about your work and
thought it might make sense to talk …
Personalized Emails
@srichardv
#6 Forward Sent Emails
Just a brief note to ensure you had a
chance to see …
@srichardv
#7 Provocation Emails
Herman,
Do you have a few moments to speak later this week or next
week? I’ve been trying...
@srichardv
#8 Right Person?
Who in your organization is in
charge of xyz responsibility?
InMail & Messages
@srichardv
#9
Follow & Mention
@srichardv
#10
Call In Between
@srichardv
#11
@srichardv
Thanks for
sticking with me,
Steve.
I’m very busy and
appreciate your
persistence!
@srichardv
#12 Subject Lines
1. Video
2. Ask a question
3. Something about them
4. Intentionally left blank
5. Social conn...
sales.vorsight.com/public-training
Public Training
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
...
What Impact Would These Insights Have on Your Business?
Know WHO the
hottest prospects
are to call
Know WHEN to time
a cal...
Break-in email sent to Mike Smith,
VP of Sales at Acme, Inc
San Francisco
Email Forwarded to Henry Jones,
COO of Acme, Inc...
Impact Example #2: Reviving Dead Opportunities
Prospect opens
content and views
materials
Sales rep calls the
prospect 20 ...
Impact Example #2: Reviving Dead Opportunities
The sales rep
suddenly gets a new
viewer alert from the
proposal email he
s...
Using a personalized video can increase engagement
with your email by 44%
Source: Sunday Sky 2102 State of Online Video Re...
Personalized videos drive engagement
with prospects
60%
Increase
in email
open-rate
5 Tip for Improving Prospect Engagement
Track email engagement, so you know how to prioritize and
time follow-up and if th...
#coldcalling
Questions:
Steve Richard
Founder
VorsightBP
John Hulwick
Director of Sales
ClearSlide
sales.vorsight.com/publ...
Cold Calling Trends:  How to turn your cold calls HOT
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Cold Calling Trends: How to turn your cold calls HOT

  1. 1. How to Turn Your Cold Calls HOT #coldcalling
  2. 2. #coldcalling Speakers: Steve Richard Founder VorsightBP @srichardv John Hulwick Director of Sales ClearSlide linkedin.com/pub/john- hulwick/22/b09/337
  3. 3. Execs Will Meet! @srichardv #
  4. 4. @srichardv
  5. 5. @srichardv
  6. 6. @srichardv
  7. 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. 8. @srichardv
  9. 9. @srichardv
  10. 10. Form a Hypothesis @srichardv #1
  11. 11. @srichardv “Nobody returns my Emails, VMs, SM messages!”
  12. 12. What Does It Mean? @srichardv
  13. 13. Goal of a Voicemail @srichardv #2
  14. 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. 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. 16. Share This
  17. 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. 18. @srichardv #5 I read an article about your work and thought it might make sense to talk … Personalized Emails
  19. 19. @srichardv #6 Forward Sent Emails Just a brief note to ensure you had a chance to see …
  20. 20. @srichardv #7 Provocation Emails Herman, Do you have a few moments to speak later this week or next week? I’ve been trying to reach you to find time on your calendar to briefly discuss TOPIC. I apologize for my professional persistence; I’ve 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. 21. @srichardv #8 Right Person? Who in your organization is in charge of xyz responsibility?
  22. 22. InMail & Messages @srichardv #9
  23. 23. Follow & Mention @srichardv #10
  24. 24. Call In Between @srichardv #11
  25. 25. @srichardv Thanks for sticking with me, Steve. I’m very busy and appreciate your persistence!
  26. 26. @srichardv #12 Subject Lines 1. Video 2. Ask a question 3. Something about them 4. Intentionally left blank 5. Social connection
  27. 27. sales.vorsight.com/public-training Public Training
  28. 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. 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. 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 <Mike.smith@acme.com> Impact Example #1: Tracking Forwards
  31. 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. 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. 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. 34. Personalized videos drive engagement with prospects 60% Increase in email open-rate
  35. 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. 36. #coldcalling Questions: Steve Richard Founder VorsightBP John Hulwick Director of Sales ClearSlide sales.vorsight.com/public-training clearslide.com contact
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