In this workshop, we will demonstrate B2B cold calling by making real cold calls for a salesperson that has volunteered to allow us to make calls to his prospects.

1. B2B Cold Calling Demonstration
Michael Halper
Founder and CEO
SalesScripter

2. Background and Approach – 20 Minutes
Cold Calling Demo – 60 Minutes
Questions and Answers – 10 Minutes

3. Our “Test Subject” Today
Bob Saadai
Owner
R&S Marketing
www.rsmarketingally.com

4. Level Set Expectations

5. Initial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Early Sales Process Steps

6. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation

7. How to Make Setting
B2B Appointments Easy
Ebook
The Cold Calling
Equation – PROBLEM
SOLVED
Sales Prospecting Basics
Playlist
Sales Prospecting
Advanced Techniques
Playlist

8. Preparing Your Mindset
• Mistakes will be made
• Reflect back to improve moving forward
• There are less people that fit than those that do
• There are people that need our help

9. Sales Process
Confirm Availability
Communicate Value
Sales Takeaway
Asking Good Questions
Pain Points
Building Interest
Prospecting Emails
Leaving Voicemails
How Many Calls to Make
Objection Handling
Gatekeepers
Closing

10. Thanks Bob!
Bob Saadai
Owner
R&S Marketing
www.rsmarketingally.com

11. Please
Like
Comment
Share
Subscribe
Thank You!!!

12. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

13. SMART Sales System
Sales Methodology Software Platform Professional Services

14. SMART Sales System
Sales Methodology Software Platform Professional Services

15. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

16. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

17. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

18. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART.
• By asking good questions, you will appear SMART.
• By appearing SMART, you will be able to make a better impression with the prospects you talk to.
• Having more information will make you SMART and this will help you to make better decisions
regarding what you do with your time and the prospects your pursue.
• By making SMART decisions, you will be more able to use your time wiser and get the most out
each day and week.
• By being SMART, you will position yourself to sell more and your job will be easier and less
stressful.
SMART Sales System

19. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools

20. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter