Effective Sales Leads
+ Effective Account Assignment
--------------------------------
Improved Prospecting Performance
& Profitable Sales Growth

Improved Prospecting Performance

There Is Probably No Other Area
In Which We Have Invested More Time,
More Energy and More Resources

---

 Than In Developing Processes
To Improve An
Outbound B2B Telephone
Sales Organization’s

---

Ability
To More Effectively
Prospect
For New Business.

The
"Silver Bullet"

If Ever There Was
A
“Silver Bullet”

---

For Improving
The
Performance & Profitability
of an
Outbound B2B Telephone
Sales Organization…

---

Developing & Implementing
An Effective
Business Intelligence System
Would Be It!

Develop An Effective System
For Obtaining Business Intelligence

Those Sales Organizations
That Have
Effectively Developed & Executed
Automated Processes

---

To Have
Targeted Prospect & Customer
Business Intelligence

---

Sent Directly To The Desktop
of the
Outbound Sales Representative

---

Responsible For Managing
The
Account Mentioned
In Each
Business Intelligence News Release

---

Have Shown
Significant Growth Trends
Above Those
Outbound B2B Telephone Sales
Organizations

---

That Do Not Have
“Effective”
Business Intelligence Systems
In Place.

Why Invest In Business Intelligence?

The Value Of Business Intelligence

All The
Valid Business Reasons
Your Outbound Sales Organization
Will Ever Need

---

To Contact Their
Top Prospects & Customers
As Often As They Need...

---

Are Available Today
“FREE”
On The Internet

What Is Business Intelligence?

Business Intelligence Is Information
That Can Be Converted Into Valid Business Reasons To Contact Target Prospects & Customers

---

• Pain & Problems
• Financial Releases
• Strategic Initiatives
• Mergers & Acquisitions
• Building Of New Facilities
• Changes At C-Level Positions
• Store & Plant - Openings & Closures
• Complete “Key Contact” Information

Setting Up A Profitable
Business Intelligence System

To Set-Up An Effective Business Intelligence System
You Will Need To Know The Following:

---

1. The Right Questions To Ask
2. How To Properly Word Each Question
3. Where To Obtain The Most Effective Answers
4. How To Design Business Intelligence Filters
5. How To Automate The Data Capture Process
6. How To Get The Business Intelligence Automatically Delivered To The Appropriate Account Manager’s Desktop

Targeted Industry - Business Intelligence

Targeted Business Intelligence
Has Also Seen Major Improvements
Over The Past Year

Retail

---

For Under $600
There Is A Targeted
“Retail”
Business Intelligence Resource

---

That Provides
“Extremely”
Accurate Information
For

---

Prospecting New Business

• Annual Sales
• Current # Of Stores
• Number of Employees
• Key Contacts & Titles
• Location Of Each Store
• Projected Store Closures
• # Of Lanes In Each Store
• Projected Store Openings
• Technology Budget Details
• Type Of Computing Technology
• Plans For Improving Technology

Supply Chain - Business Intelligence

You Can Obtain Automated
Daily Intelligence Reports

---

Notifying Your Sales Organization
Of Your
Target Prospect’s & Top Customer’s
Plans For:

• Acquisitions
• Expansions*
• Plant Closures
• New Facility Openings*
• Project Leaders  

---

* including: the size and location of each facility,
when each facility will be constructed and
when the facility is projected to be opened

Develop An Automated
Business Intelligence System
Within Your Organization

Which Will Provide
Your
Outbound B2B Telephone
Sales Teams

---

With Unlimited
“Value Packed” & “Value Added”
Reasons To Contact
Your Target Prospects & Customers 

---

And You’ll Significantly Increase
The Profitable Sales
&
Customer Growth Performance

---

Of Your
Outbound B2B Telephone
Sales Organization.

How To Develop An Effective Strategy
For Attracting & Retaining
A Record Number Of New Customers

5 Steps to Achieving
Profitable Customer Growth
Performance

Our Ability To Provide
Outbound B2B Telephone Sales Organizations
With Effective Sales Lead Processes

---

That Can Continuously & Profitability
Attract & Retain New Customers
Consists of a 5 Step Approach

1. Developing A Business Intelligence System
2. Creating Account Penetration Maps
3. Identifying Valid Business Opportunities
4. Creating Targeted Sales Approaches
5. Executing Triangulation Prospecting Strategy

Outbound Excellence Account Mapping & Triangulation Prospecting Processes

Account Mapping

Step #1 Identifying Secondary Facilities
For Each Target Prospect & Customer

---

Step #2 Identifying Key Contacts
At Secondary Locations

---

Step #3 Transferring Location & Contact Information Into An Account Map

---

Step #4 Contacting Secondary Locations
Prior To Making A Call To The Key Decision Maker At The Headquarter Location To:

1. Qualify the Account
2. Uncover Needs & Pain Points
3. Test Potential Solutions
4. Verify Key Decision Makers
5. Determine Budget
6. Identify Decision Making Process

Benefits Of Account Mapping
& Triangulation Prospecting

1. Increases Sales & Customer Growth

The 1st Contact With The Key Decision Maker
Is To Address A Key Business Challenge
& How Your Company's Solutions

---

Have Already Helped Companies
In Their Industry Facing This Same Challenge Effectively Overcome The Challenge

2. Reduces Wasted Time & Effort

By Eliminating Contacts To Key Decision Makers With Nothing More Than An Introduction
& Offer To Send Information

---

That May Or May Not Have Any Relevance
To The Key Decision Makers Needs

3. Increases Contact Time & Frequency

Instead Of Sending Endless
Voicemail Messages Inquiring

---

"Did You Receive The Literature"
Which The Prospect Never Read

---

Key Decisions Makers Have Time Allocated
On Their Schedule To Review Your Solution
As You Have Earned Both Their Trust & Interest

Account Expansion Process

1. Researching Target Active Buying Accounts

2. Identifying All Manufacturing, Wholesale, Distribution & Retail Locations

3. Obtaining Key Decision Maker Contacts
For Each Target Location

4. Identifying Subsidiary / Affiliated Companies

5. Identifying Established Relationships
With Affiliated Buying Accounts

6. Requesting Referrals At Affiliated Locations

7. Obtaining Reference Letters & Authorization
To Use A Current Buying Contact As A Reference

8. Leveraging Referrals & References Along With:

• Approved Vendor Status
• Established Credit Lines
• Volume Purchasing Discounts
• Understanding Of Corporate Business Needs

---

To Develop Finely Tuned & Well Targeted
Account Penetration Strategies

9. Executing Effective Call Strategies That Are
Pre-Designed To Offer A Complex Solution
To One Of Each Affiliated Company's
Most Pressing Needs

10. Earning The Right For Prospects & Customers
To Open Up And Discuss The Challenges They Face In Increasing Their Sales & Reducing Their Costs

11. Prepared To Match The Specific Value
The Customer Would Receive From Your Solutions To Their Stated Needs And Challenges

12. Ready To Support Your Company's Ability
To Meet Their Needs By Providing A Reference
From An Affiliated Company

---

For Which Your Company Has Already Solved
An Equal Challenging Need

---

That Resulted In A Reduction Of Cost
Or Opening Of A New Revenue Stream

13. Resulting In The Achievement Of Continuous Profitable Sales & Customer Growth Performance

Customer Knowledge = Buying Power

It Is Common To Discover
That Multiple Reps Are Working
Multiple Subsidiaries
Of The
Same Parent Company

---

While Neither Rep Is Aware
Of The Other Affiliated Buying Account

---

And Often Times
Not Even Aware
That Other Subsidiary Companies
& Locations Exist

Quarterly
Account Development Updates

Another Profitable Customer Retention
& Development Process Is Conducting Quarterly Account Development Research To Identify Potential New Business Opportunities

---

• Risk Factors
• New Facility Openings
• Competitive Movement
• Mergers & Acquisitions
• New Strategic Initiatives
• Target Facility Expansion
• Changing Industry Trends

Become Your Target Customer's Source
For Key Industry News

Key Decision Makers & Influencers
Are Spending Considerable More Time
Searching The Internet
To Obtain Key Industry Intelligence

---

Convert Their Search Engine Efforts
To A Click On A Bookmark
Pointed At The Knowledge Center
Section Of Your Website

---

1. Create Technology Specific “User Groups”
2. Develop “Target Industry” Newsletters
3. Add A “Latest Industry News” Landing Page
4. Conduct “Changing Industry Trends” Webinars

Tie Your Targeted Customer Solutions
To Target Industry Challenges

A Good Way To Improve
Targeted Selling Opportunities

---

Is To Develop Targeted Solutions
Specifically Tailored To Overcome
Common Industry Challenges

5 Steps To Developing
Profitable Target Customer Solutions

1. Develop Targeted Industry Newsletters

---

2. Have Each Newsletter Address
A Key Target Industry Challenge

---

3. Include Tips & Ideas
For Overcoming Each Challenge

---

4. Include A Case Study
Of How Your Company's Solutions
Have Already Helped A Company
In That Same Industry

Effectively Solve The Problem
Addressed In The Newsletter

---

5. Select Case Studies
That Solved A Customer's Problem
By Either Cutting Costs
Or Creating A New Revenue Stream

Hold Target Industry Events & Webinars

Invite Your Prospects & Customers
To Attend Regular Industry Events & Webinars
&
Ask Them To Invite Their
Staff, Peers & Superiors

---

Use A Registration System
To Capture Contact Information

Don't Focus On Generating Leads
Focus On Building A Leads Factory

7 Steps To Building
A Profitable Leads Factory

1) Hire A Lead Generator That Fits
Your Ideal Sales Candidate Profile

---

And Use This Position As A Step
To An Outbound B2B Telephone
Sales Representative Position

2) Have the Leads Generator
Pull Lists Of Target Prospects
Using Your
Ideal Customer Profile Criteria

3) Have the Prospect’s
Profile, Locations & Latest
Pertinent News Captured &
Pasted Into the Notes of the Account

4) Use A Quality Contact Database
to
Obtain the Names & Contact Information
For Each Of These Targeted Prospects

5) Have The Target Contact Information
Verified & Added To Each Account

6) Set-Up Automated
Lead Request, Lead Distribution
& Lead Tracking Systems

7) Task Your Sales Managers
To Ensure All Sales Representatives
Are Requesting, Receiving &
Contacting These New Leads

These Are Just A Few
Of The
Profitable “Sales Lead” Processes

---

We Have Designed & Tested
& Have Proven Effective

---

In Increasing
Profitable Sales & Customer Growth
Performance

Account Assignment Strategy

Account Assignment Strategy

Outbound Sales Organizations
That Assign Their Salespeople
To Targeted Market / Customer Segments

---

Achieve Significantly Higher
Profitable Sales & Customer Growth Performance

---

Than Outbound Sales Organizations
That Use An Alternate
Account Assignment Approach

A Profitable
Account Assignment Strategy

A Profitable Account Assignment Strategy
Includes The Following Processes

Analyzing

---

Active Buying Customers
To Identify Segmentation
& Assign Prioritization
Of Target Markets

Assessing

---

Target Market Segments
To Ensure The Unique Needs
Of Each Market Segment
Are Well Defined

Developing

---

Customized Selling Strategies
Tailored To Meet The Unique Business Needs
 Of Each Target Market Segment

Ensuring

---

Appropriate Sales Force Size,
Structure & Assignments Are In Place

Maximizing

---

Sales Force Investment
Across Product & Customer Segments

Resulting

---

In The Sales Organization's Ability
To Attract & Retain A Record Number
Of New Customers

---

In Each Of Their
Target Market Segments