How to Double Your Income By Warming Up Those Cold Calls

By Silvia Quintanilla

Salespeople are under a lot of pressure to win new business. This fact hit home last week when I spoke to a salesperson who uses our research.

She's expected to perform 5 demos every week. In fact, someone from HQ calls her every Monday to find out specifically what she has lined up that week. And just 2 weeks before, her company laid off a slew of under performing salespeople. I have to admit, just speaking to her made me a bit nervous, and I don’t even work there!

But that conversation inspired this article. Hopefully, by using the tips below, we can help your sales team meet their metrics, whether it’s demo appointments, in-person meetings, or opportunities in the pipeline.

Finding a Good Prospect
When we do research for our clients, we’re always looking for a “way in.” In other words, we’re looking for a project or challenge the prospect is facing that matches our clients’ solution set.

Here are some of our favorite ways of finding that information:

Tip #1: Use the Job Postings
Using job postings to find sales opportunities is a true “gem” of an idea. It’s helped us find hundreds of sales opportunities for our clients. The key is to use a site that aggregates job openings from many places (like Career Builder, Monster, Dice, etc).

A good one we like is Indeed.com. Once there, go to the Advanced Search function. Next, type in a few keywords that apply to your service/product.

For example, let’s say you offer business intelligence (BI) solutions. Type in that keyword or similar keywords that indicate a company is working on a BI project.

You’ll likely have to sift through a few postings, but it could prove very worthwhile. Once you find a company that's starting a project in this area, you’re chances of engaging your prospect improve significantly.

Tip #2: Regularly Review Vertical / Functional Periodicals
No matter what you sell, there’s probably a monthly eMagazine that matches it. There are online magazines dedicated to IT professionals, HR, Marketing, Finance, Legal, etc., as well as magazines devoted to verticals (e.g., Banking, Healthcare, Retail). There are even online magazines devoted to a specific geographic regions.

Each magazine is packed with stories and news events for that specific area. We recommend reviewing them regularly to find timely prospects.

For example, many of our clients focus on selling to the financial services vertical. Here are the top 3 online magazines we like best for that space:

1.   Waters – www.watersonline.com
2.   Bank Systems & Technology – www.banktech.com
3.   Bank Technology News - www.americanbanker.com/btn.html

There’s an online magazine(s) for nearly every area. If you need help finding one that fits your solution, feel free to send me an email at silvia@industrygems.com.

Tip #3: Read the Earnings Transcripts
If your salespeople are really looking for the six-figure (and potentially seven-figure) sale, have them read the company’s quarterly Earnings Transcripts (if the company is public).

Every quarter, public U.S. companies must present to shareholders and investors. Those meetings are recorded and later transcribed to written word.

At those meetings, the executive management talks about their future strategies, upcoming projects, as well as any issues or challenges they’re trying to resolve. It’s a great way to find out the more “hidden” type of information that’s not being reported in the news.

You can find a company’s earnings transcripts at Seeking Alpha:
http://seekingalpha.com/tag/transcripts

We truly hope the above tips can help your salespeople meet their metrics!

About Industry Gems Sales Intelligence
Silvia Quintanilla is President & Chief Sales Detective of Industry Gems, a boutique custom sales intelligence company dedicated to helping sellers win big deals with Fortune 500 companies. Learn more about us at www.industrygems.com or call 510-745-9956 for a free consultation.

If you sell technology to the Fortune 500, sign up for our complimentary Sales Opportunity Report at www.industrygems.com (subscription box on bottom left corner). Every month we highlight the best “door opening” news that can help you get your foot in the door.

Comments

[Michael Damphousse, Green Leads]

I'll give you another nice tip. Create a search on Jigsaw for the titles you like and schedule the search to be sent to you daily. When a new contact is added with that title, you're notified. You can even refine the search for company demographics, locale, etc.

We use this at Green Leads and with our Clients doing b2b appointment setting and find it extremely effective.

[Silvia Quintanilla]

Good one Michael! Yes, that sounds very effective. Thanks for distributing the tip.

[Engago team]

It is not because a salesman has 5 demos a week he is performing well.
It is the total amount of the orders that is important.
The best sales people focus on their most potential leads and customers.

[billy Seo]

Just left a message for Silivia...Thanks for the tip

[louis vuitton]

How to Double Your Income By Warming Up Those Cold Calls--really helpful, thanks for your posting.

[LouellaTravis25]

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