Selling to Big Companies Blog

Teleseminar: Email Cold Calling

How to Leverage Email to Get your Foot in the Door
With Jill Konrath 

When: Thursday, June 19th, 3 pm ET, Duration: 1 hour
Price: $79/person (includes live session, workbook & downloadable audio file)
Register now.

Integrating email cold calling into your account entry campaign is essential with today's phone-averse, time-starved decision maker. Don't be fooled by the ease of emailing though. To be effective requires attention to numerous details most sellers totally overlook. In this session you'll learn critical strategies and techniques to ensure your email gets opened and then gets acted on.   

Specifically, you'll discover:   

• What types of messages get quickly deleted and why.
• When and how to incorporate email cold calling into your account entry campaign.
• How to create a high interest subject line that decision makers can't pass up.
• Key guidelines and practical techniques for creating messages that elicit responses.
• Three different ways to pique the decision maker's curiosity.
• Non-threatening strategies to engage prospective customers in a relationship-building online discussion.
• How to use email to find the names of corporate decision makers who hidden deep within the corporate bureaucracy.
• and more …

Can't make the session? It's being recorded and everyone who registers will be sent a link to download it as soon as it's available. Register now. 

 

Webinar: Conquer Cold Call Reluctance

Check out this webinar by sales expert Leslie Buterin. She knows exactly what it takes to reach the Top Dog. 
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In this session on Conquering Cold Call Reluctance, you’ll learn the real reasons just thinking about making cold calls strikes terror into the hearts of the best sales pros. Plus, Leslie shares numerous tips, tools, and techniques that’ll move you through call reluctance and into position for cashing in on your cold calls.

• How you can cold call with confidence and STOP being thought of as “just another peddler” … worse yet, a used car salesman!

• The way to shine and stand out head and shoulders among others who call your prospects … even if you are the 100th person to call them from your company!

• Where to find the courage to cold call and how to have the conversation flow as easily as breathing out and breathing in!

• How to get in with the first call; successfully call back even if you blew it the first time!

• Words that’ll safely keep you away from price objections and “turn offs” like “I’m satisfied with our current vendor” and “Thanks but no thanks”  … these objections will transform into things of the past!

Register now at Business Experts Webinars.

Generating Corporate Sponsorships

That's what I'm thinking about these days. If you're an expert (e.g. consultant, speaker, coach) or small business owner, perhaps you should be thinking about sponsorships too.

Personally, I'm looking for companies to sponsor my Sales SheBang in Minneapolis on Sept. 23-24. These firms want to reach salespeople. They'd get high value from exposure to conference attendees as well as my newsletter and blog readers.

If this concept of sponsorship is new to you, take a look at what Nancy Michaels of Grow Your Business is doing in this area.  On June 12th, she's doing a FREE telesession on Generating Corporate Sponsorships. I listened to an earlier one and picked up some really good ideas.

Nancy is also putting on a June 27-28 sponsorship workshop in Boston where she'll talk about how to:

• Employ creative marketing techniques to stand out from crowd.
• Attract and retain corporate sponsors for life.
• Create a system and plan you can implement immediately.

Again, if you'd just like to learn more about sponsorships, make sure you listen in to her upcoming teleseminar on Generating Corporate Sponsorships. Remember, it's FREE!

How to Schedule More Appointments in Less Time

What would happen to your business if you were able to double the number of qualified prospects you were able to reach?

For most sellers, it's really tough these days to set up meetings with corporate decision makers. If you're struggling,  I recommend you listen in to the Cold Calling College FREE Preview Call on April 24th. 

This session is being put on by Wendy Weiss, a real pro at cold calling, appointment setting and new business development. I'm really familiar with Wendy's work and find it to be a real complement to my strategies.

She's got some really good ideas & insights about what it takes to get in. If you need help with prospecting, check out her Cold Calling  College program. It's good. 

Teleseminar: The Voice of Experience

Developing Instant Credibility & Contagious Confidence on the Phone

When: Thursday, April 17th, 2 pm ET
Price: $79 for this session
Guest Experts: Marguerite McLeod-Fleming & Mark Bowden
Register now.

Most people hate the way they sound on the phone! And it's no wonder. Their voice is weak, boring, smarmy or even perky – not a tone that appeals to corporate decision makers or gets you past gatekeepers.

Once you know what you want to say, the key to success is how you say it. Improving your telephone voice makes a huge difference in your ability to set up meetings with decision makers.

In this teleseminar, you'll discover:

• How to use your voice to create immediate attention.
• What to say to gatekeepers/administrative assistants to get immediate access to decision makers.
• How your physical posture and hand movements translate into your voice and what that means to the person on the other end of the line.
• How to match your voice, tone, intonation and wording to your prospect in order to generate immediate relationship.
• What to say when you're stuck in a conversation that will get you back on track
• How to develop your “Sales Genius” to strengthen relationships, lead conversations and close more sales.

Sign up for the Voice of Experience teleseminar or sign up for the entire Foot-in-the-Door Series.

 

Teleseminar: Leveraging Trigger Events

When: Thursday, April 3rd, 2 pm ET
Price: $79 for this session
Sales Expert: Craig Elias, Shift Selling
Register now.

Every week decision makers in your territory experience a ‘Trigger Event’ that turns them into highly motivated buyers. Get to these motivated decision makers first and you’ll increase your close ratio shorten your sales cycle and sell at higher prices.

In this session you’ll learn how to leverage ‘Trigger Events‘ so you can repeatedly get your foot in the door and have first meetings with highly motivated decision makers before your competition. In just one hour you’ll discover:

• The three types of Trigger Events.
• How to identify the best Trigger Events for what you sell.
• Prospecting strategies for the three types of Trigger Events.
• How to get called first when Trigger Events happen to your prospects.
• How to stop your competition from being called when Trigger Event’s happen.
• How to close more sales when Trigger Events happen.

Sign up for the Leveraging Trigger Events teleseminar or the entire Foot-in-the-Door Series.

5 Strategies for the Slowing Economy

Are your prospects starting to tighten their belt? Are buying decisions being put off? If so, you might want to check out this 90-minute teleseminar put on by Caskey Training on Thursday, March 27th at 12 noon on EDT.

Here's just some of what you'll discover:

• The "Fundamental Shift" you need to make in order to get your head right in your dealings with prospects and clients.
• A series of customer questions that you MUST put in your arsenal during a slowdown.
• How to be relevant to your prospect. This strategy works in good times and slow times—–but if you don't understand "Value Relevance" then you'll be pushing a rope uphill.

Teleseminar: The Golden Key to the Gatekeeper

Strategies that Get You into the Executive Suite
The 2nd audio conference in the Foot-in-the-Door Series

When: Thursday, March 20, 2 pm EST
Price: $79 for this session; only $199 for remaining 3 sessions.
Cold Calling Expert: Leslie Buterin, author of Secrets to Scheduling the Executive Level Sales Call

Wanna press a sales pro’s hot button? Just whisper the word “Gatekeeper” and prepare for a 20-minute rant. You’ll hear how they seem bent on keeping sellers out of the decision maker’s sight; how they suck the very life out of a person with a firm “Thanks but no thanks”; and how they shut you downbefore they even know what the call is about! Go figure.

In this upcoming teleseminar with Leslie Buterin, you'll discover:

Foot-in-the-Door Teleseminar Series

If you can't set up a meeting with a corporate decision maker, you can't sell anything. It's that simple. That's why I've invited top sales and lead generation strategists to share their best foot-in-the-door strategies with you in this series of teleseminars.

• March 20   The Golden Key to the Gatekeeper
• April 3       Leveraging "Trigger Events" to Get In
• April 17     The Voice of Experience

You can sign up for each session individually. Or, for the best value sign up for all at once and save. You'll also get an audio download of my recent Cracking Into Corporate Accounts teleseminar.

Click to continue reading about the Foot-in-the-Door Teleseminar Series.

Teleseminar: The Power Principles

When: Thursday, Feb. 7th, 2 pm EST
Price: $79/person, register

As a seller, you have one the most lucrative jobs in business today. You're in complete control of your own destiny. There are no limits to your success – except yourself.

In this audio teleseminar, Jeb Blount, author of The Power Principles and #1 sales podcaster, teaches you how to define exactly what it is you want and then how to implement a plan to get there. Jeb not only "walks his talk," but has demonstrated an incredible ability to overachieve in a short time. Specifically, you'll discover:

• A  simple, straightforward way to set goals that lead to real achievement.
• How to clearly define what you want and develop simple steps to success.
• The five Power Principles for creating winning goals.
• Why investing in yourself is a smart business decision.
• How focusing on small incremental changes can shorten your time-to-achievement.
• How the Law of Congruency impacts long-term success.
• The real secret to overcoming procrastination.
  

You wont want to miss this teleseminar. Register now.