This document outlines sales and buying processes and how to generate qualified leads at lower costs. The sales process involves finding, connecting with, and qualifying leads before proposing, negotiating, and closing deals. The buying process involves awareness, engagement, and action stages where customers may not be actively looking. It then discusses lead generation options like outsourcing to websites or appointment setters that can provide "pre-qualified" leads for $150-800 each. The document proposes a sales ready lead starter kit involving automated emails and calls to pre-qualified leads to obtain warmer calls with higher qualification rates at a lower cost than traditional lead generation methods. It provides steps and pricing for using SalesScripter, SalesNexus, and LeadFer
10. Sales Ready
Lead Starter Kit
Cost of Engagement?
• 3 or 4 Automated Emails
Cost of Qualification?
• Calls to “pre-qualified” leads
11. Sales Ready
Lead Starter Kit
Cost of Engagement?
• 3 or 4 Automated Emails
Cost of Qualification?
• Calls to “pre-qualified” leads
Warm calls
Higher rate of qualification
More sales time spent closing qualified prospects
12. Stephen Knepp
AmerAssist A/R Solutions
4 Emails
Target Contacts from LeadFerret.com
- add target description
Results?
15. Jim Brown
Empower Solutions
Craig,
As the leader of SalesNexus, you know simply hiring more sales people doesn‟t always lead to
sales growth.
Hiring and training auto sales reps is tough, time consuming and expensive.
Darling‟s Auto Group, of Brewer Maine, struggled with hiring, training and managing sales
reps. They discovered that the answers to sales improvement are often very counter-intuitive.
Click here to read the story of how Darling‟s Auto Group Grew Sales by$8million and increased
Prospect Close Rate by 5%.
How they accomplished these amazing results will surprise you. It wasn‟t as difficult and it wasn‟t
expensive.
I hope you enjoy this inspiring example of how Auto Dealerships can maximize sales and profits!
All the best,
Jim Brown
16. Jim Brown
Empower Solutions
Craig,
What would the sales team members of SalesNexus call you and your sales managers? A boss
or a coach?
Does it matter?
The difference can be the difference between stagnant sales and growth.
I thought you‟d enjoy this recent article on WardsAuto.com that includes three simple words that
can change your relationship with your team from that of boss to coach and drive sales growth!
Click here to read “Be a Coach More than a Boss and Watch Sales Performance Soar.”
I hope you enjoy this inspiring story of how you can maximize sales and profits!
All the best,
Jim Brown
17.
18. Three Levels of Pain
Technical Pain
• Processes
• Systems
• Employees
Slow, broken, or manual processes
Poor system or employee performance
Lack of reliability
Business Pain
• Revenue
• Costs
• Customers
Low revenue / market share / close rate
High cost of goods sold / labor cost
Poor delivery of services
Personal Pain
• Income
• Career
• Work Environment
Low bonuses, commissions, compensation
No recognition, no promotions / career path
High workload, poor work–life balance
20. Writing the email…
• Sell the content, not the solution, not your company, not
your product!
• Make them hurt! Make them feel the pain! Remind them
how, when and where it hurts!
• Has this happened to you?
• Is Pain 4 costing you $$$ / time / jobs / customers ?
• Make them click to read the content. Include only “teaser”
amount of content in the email
21. Demonstration
• Submit product, pain and target audience in GTW
• Google search for pain
• Review content found
• Write email
23. Follow these 5 Steps!
1. Define Your Target
2. Define Your Customers‟ Pains
3. Create or Find Your Content
4. Write the emails
5. Download your list – 500 per month!
24. Making the Calls
1. Time is of the essence! Same day is best.
2. Reference the content they viewed.
3. Be prepared
• What to say – gatekeeper, voicemail,
prospect
• What to ask – qualifying questions
The value that we deliver can typically impact our clients on three different levels.At the lowest level, we offer technical value. These are the benefits and improvements that we can deliver that make things work better and are realized in the areas of processes, systems, and people. Examples are helping a business to save time, automate certain tasks, improve performance, improve reliability, etc.As a business begins to realize value at the technical level, those benefits will trickle up and be realized at the business level and be seen as a decrease in costs, increase in revenue, or decrease in risk. For example, if manual processes are able to be automated, that will lead to a decrease in the labor that is needed and as a result, there could be a decrease labor costs and this is an example of realizing business value.When we help clients to realize business value, that can also continue to trickle up to impact the clients on a personal level and be realized in the form of recognition, compensation, decreased work load, etc. For example, if processes are automated and that decreases costs, that could lead to a promotion for the person that is responsible for that area. Or they could get an extra bonus for the year. Or maybe it means that they no longer have to work over the weekend and are able to spend more time with their family and this is realizing personal value.So when your clients consume your products and services, they are likely going to realize some sort of value and benefits in these three areas.