Terrific Sales SheBang Audios Available Now!
By Leslie Buterin | September 4, 2008
If you missed any of the Sales SheBang teleseminar sessions, they’re now available for you to listen to online or to download to your own computer.
Each of these teleseminars is filled with good ideas from North America’s top sales experts. You’ll find advice and insights you can use immediately.
Sept. 3rd, Sales SheBang Preview
- http://tinyurl.com/SalesShebangPreview3
Aug. 27, Sales SheBang Preview
- http://tinyurl.com/SalesShebangPreview2
Aug. 20 Sales SheBang Preview
- http://tinyurl.com/SalesShebangPreview
This is just a taste of the Sales SheBang! If you come to the upcoming conference, you’ll discover a whole lot more! Check out the details when you click on the ad box in the upper right-hand corner of this blog.
Thanks in advance for letting me know that you are attending the SheBang! Send an email directly to my Inbox when you click on the Leave a Message box on the left side of this blog. A group of us are planning to get together Tuesday late afternoon to enjoy and get to know each other better - and to encourage each other toward even greater success.
Wishing you great selling hoping to see you soon!
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us |  Digg! |
 |
 Stumble Upon |
|
Final FREE Sales SheBang Teleconference Calls
By Leslie Buterin | September 3, 2008
3 of 3 Important SheBang Teleseminars will be held Wednesday, September 3, 1-2 pm ET
Attending this session is a very cool way to get to know the speakers before the big, Big, BIG event at the end of this month. Here’s who you get to hear during this set of third and final interviews!
- Kim Duke, founder of SalesDivas.com, will talk about why you need to stop being just like everyone else as well as strategies you can use to stand out from the crowd.
- Lori Richardson, AllBusiness.com sales blogger is a master at setting up alliances and partnerships. She’ll share useful strategies you can apply right away.
- Debbie Mrazek, author of The Field Guide to Sales, will give you insights into what prevents sellers from achieving their goals as well as tips you can use today to have your best year yet.
Get In on the Buzz - Reserve Your Place NOW!
Yes, yes, yes, sign up even if your schedule is already committed. You will receive a link so that you can listen-in later.
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|
Update to resources for cold calling
By Leslie Buterin | August 27, 2008
During last year’s Sales SheBang (for more about this event click the ad box on the right side of the blog), I heard a terrific speaker for the James J. Hill Reference Library.
Apparently much of the business information on the internet is available only through certain portals, such as the J. Hill Reference Library. Here’s what they say on their site, “Information is the key to business success. Yet the best data is typically only available to large firms. Until now. more…”
If you want to know about your prospect & client companies be sure to check out this resource jjhill.org
A couple of other resources that I have notes on include:
- Spoke.com - to get contact information
- ZoomInfo.com - anyone VP & above is listed here
- LinkedIn.com - create your community and build it up as soon as possible. Then, you can see if you know anyone who knows anyone you might be interested in talking to. If so, ask them, “Can you make a virtual introduction for me?”
- AlacraWiki.com - is a guide to business information companies, publishers and databases. Anyone can contribute, but you must create an account in order to do so. Marketing materials, product reviews, product announcements and executive bios are all welcome.
Have other business research resources that you want to share? “Leave a Message” in the box to the left, let me know your thoughts, and I’ll be glad to post them.
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|
One More Free Sales SheBang Teleconference Call
By Leslie Buterin | August 25, 2008
2 of 3 Important: Sales SheBang Preview Calls
Busy? Sales efforts getting derailed? Challenges catching the attention of your prospects?
Then, this call is for you … yes, it is free and promises to be chock full of useful, easy to implement solutions that you can use now!
Wednesday, August 27th at 1 pm ET
- Kendra Lee, author of Selling Against the Goal, will talk about traps that sellers encounter that derail their consultative sales efforts - and how you can get out of them.
- Ardath Albee, power blogger at Marketing Interactions, will share what it takes to catch and keep your prospects’ attention - especially when they’re busy decision makers.
- Michelle Nichols, former savvy selling columnist former Savvy Selling columnist for Business Week and founder of Hug Your Kids Day will talk about the fallacy of work-life balance.
The last call had just shy of 500 people on it. As the news gets around there will be more this time. So, be sure to reserve a spot while you are thinking about it.
COMPLIMENTARY Preview Calls! Register now!
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|
Cold Calling: How to Avoid the Automatic, “No!”
By Leslie Buterin | August 22, 2008
QUESTION OF THE WEEK:
“What to say to get people’s interest and avoid the automatic, ‘No.’ ”
ANSWER
If you are hearing “No” every once in a while that’s understandable.
If you are getting “No” more times than not then the problem is hidden in the words you are using … and that is another issue altogether.
Odds are you need to tweak your script to let prospects know that as an expert in your field you have answers to their pressing business problems. As you ferret out the problem spots in your scripting, begin by checking your “script” for the word ”I” and the punctuation of a question mark “?”
Then try doing a call without using the word “I” during the entire 90-second call … AND … follow the pattern of following every statement your make with a question and see how dramatically your results change for the better!
Topics: Cold Calling Scripts | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|
Meet the Cold Calling Blog! FREE - Mini-Course
By Leslie Buterin | August 20, 2008
MEET THE COLD CALLING BLOG!
In the Cold Calling Tips - FREE section on the right side of the blog you will see a blue Widget (ad box) offering a free Mini-Course entitled “10 Jealously Guarded Secrets for Cold Calling Company Presidents.” Just click on that box and you will be directed to the enrollment form.
Delivered via email to your Inbox these 10 Secrets are answers to the top questions asked by our subscribers. Including:
- Secret #1: How to Pre-Qualify Prospects
- Secret #2: How to Confidently Call Top Dogs!
- Secret #3: Open Cold Calls by Saying
- Secret #4: Keep the Conversation Flowing
- Secret #5: Don’t Get Past the Gatekeeper
- Secret #6: Make Friends with the Gatekeeper
- Secret #7: Three Objections You Must Combat
- Secret #8: How to Get Those Appointments
- Secret #9: Conversations Go Cold Unless You
- Secret #10: Get Them to Call You Back
Within seconds of signing up the first “Secret” will be delivered to your Inbox.
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews | 5 Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|
COMPLIMENTARY TELESEMINARS: Sales SheBang Preview Calls
By Leslie Buterin | August 18, 2008
The big event that I talk about throughout the year is coming soon! (See the SheBang Widget, ad panel, in the upper right hand corner of the blog.) September will be here before you know it and we are priming the pump, building the buzz, and just plain old getting excited as all get out!
You don’t want to miss these COMPLIMENTARY Preview Calls where Jill Konrath will be interviewing the Sales SheBang presenters. You’ll have a chance to learn from these savvy sales experts - even before the conference.
These calls are open to EVERYONE! Even if you can’t make the call, sign up. As soon as it’s posted online, we’ll send you a link to listen at your convenience.
Wednesday, August 20th at 1 pm ET
- Leslie Buterin, author of Secrets to Scheduling the Executive-Level Sales Call, will discuss the challenges selling to senior management and tips you can leverage to get in the door.
- Brooke Green, the Ultimate Sales Chick podcaster, is passionate about claiming your worth. She’ll give you ideas you can use to strengthen your personal and professional value.
- Anne Miller, author of Metaphorically Selling, is the force behind “making what you say, pay.” She’ll share tips you can use to sell, explain and persuade anything to anyone..
COMPLIMENTARY Preview Calls! Register now!
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews, Cold Call Training | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|
Cold Calling: Public data for identifying execs and creating USPs
By Leslie Buterin | August 14, 2008
QUESTION OF THE WEEK
“What public data information (Hoover’s etc.) do you find to be the best for identifying top executives and what other resources do you recommend for identifying top executive concerns to tailor a unique selling proposition that addresses their true needs?”
ANSWER
This is a three part answer.
First - here are a few resources
- Hoover’s Online (www.Hoovers.com) is a widely respected service that provides timely and detailed informiaton on over 50,000 public and private copanies.
- Corporate Information (www.CorporateInformation.com) provides U.S. and international company information including research reports, company profiles, earnings information, and analyst reports. (Visitors must register to use this free site)
- Business.com offers news, research, and contacts for 10,000 public copanies and 44,000 private companies.
- It is hard to beat Google Alerts ( http://www.google.com/alerts?hl=en&gl= ) . Type in whatever phrase (company name; executive name; industry name, keywords) you want to have up-to-date information on and you will be notified when that phrase shows up on the Internet.
- … If you have other resources you would like to share just click on the “leave a message box” on the left side of this blog and let me know. I will gladly post your resources.
Second - To get the name of the executive
I call the companies I want to do business with and ask for the spelling of the name of the executive and his/her assistant. Then, ask to be connected. In the rare instance when I research for contacts’ names I go to the company’s home page and click on “Contact Us” and ask that the email be forwarded. Of course I know how to write emails that get a “reply”!
Third - For help with crafting a USP
Look at the articles in the lower right hand portion of this blog. Under Categories you will see Elevator Pitch. Those articles will get you started in the right direction.
Your happy-clients are a great source of words to use when coming up with your USP. Look for words that speak to an executive’s areas of interest. You are the expert in your field. Use your experiences to write your elevator speech.
This topic will be discussed during the webinar “Crafting the Compelling Cold Call Script” (see Widget-ad box- in the upper right hand portion of this blog).
If you want/need a coaching call or two for help in customizing your USP send me an email via the “Leave a Message” box on the left side of this blog and we will get you schedule for a one-on-one consultation.
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews, Unique Selling Propostions (USP) | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|
Cold Calls: Fact or Fiction - 2 Percent Result in Business
By Leslie Buterin | August 7, 2008
QUESTION OF THE WEEK
How do you respond to Joanne S. Black who says that only 2% of cold calls ever result in business. Is that a correct statistic (ok, I guess that is two questions!)
Thanks Leslie!
ANSWER
Last year during the first Sales SheBang (see Widget on the right side of the Blog) I met Joanne Black. We spoke again by phone about this very subject.
Some people only do get 2% of cold calls to result in business - like Joanne for example - who chooses to do all of her new business development by referrals. She has great success with developing referrals — not so much with cold calls.
You however, do not have to be crippled by “buying into” that 2% number or any other “stats” offered by sales experts who do not cold call.
You’d be surprised by how many well know sales ezine publishers ask for permission to publish my articles on cold calling. Why? Because they flat out don’t know how to do it and want/need to answer their subscribers questions about how to cold call successfully.
Know that it is not unusual for our clients to get 80% of cold calls to result in new business.
BTW don’t let that 80% figure limit your results either … be the one to get even more new business from your cold calls!
Best,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|
Cold Calling: Why Are Gatekeepers Suspicious of Me?
By Leslie Buterin | July 31, 2008
1) QUESTION OF THE WEEK
“Gatekeepers are highly suspicious of me whenever I call and try to be friendly and chat them up. I’ve had instances where they tell me, ‘We don’t give out that information.’ Whenever, I ask who the risk manager or CEO or CFO of a company is. What’s up with that?”
ANSWER
This is going to surprise you but … your words are creating the perfect environment for creating suspicion! Executive Assistants are not there to answer your questions and they are not there to become your friend. These very things are the red flags that cause Gatekeepers to get off of the phone with you - quickly.
2) MEET THE BLOG!
You can quickly and easily find specific information about cold calling subjects that have been discussed in past posts.
Research Tools are Found in the Lower Right-Hand Corner of the Blog
First look to Categories where all Blog posts are categorized (or soon to be so) by subject.
Second you can use the Search box to find a topic.
Not finding what you want? Send me an email (click Leave a Message box on the left side of the Blog) with your question. I will address it in the Question of the Week!
3) COLD CALLING RESOURCE
I like the people at Sales Dog - a lot. They do a good job with providing quality information to the Sales Community. If you haven’t seen their newest release be sure to check it out … more …
Their bestselling book tells you exactly how the top pros are selling more — right now! Every day!
Top Dog Sales Secrets is the highly acclaimed bestseller written by 50 leading experts for professional salespeople, entrepreneurs, business owners, sales leaders and executives … anyone who wants proven and powerful ways to dramatically increase their sales.
One reader said, “One of these top dog secrets can earn you a fortune.” Another said, “It’s like reading the best ideas from 50 sales books all in one book.”
FOR A LIMITED TIME ONLY!
When you get your copy of Top Dog Sales Secrets today you will also receive $3,000 worth of valuable sales and marketing tools. This is powerful stuff. You’ll get downloadable e-books, white papers, articles, and reports, all yours from top sales and business growth leaders. Take a look at your complimentary bonuses here.
This is a one-time deal so I encourage you to get your copy of Top Dog Sales Secrets and your valuable bonuses today. You will be glad you did.
P.S. You have no risk. Your “extreme satisfaction” is guaranteed by the publisher. Don’t miss this deal.
More next week,
Leslie Buterin (like butterin’ bread)
Topics: Cold Call Resources, Books & Interviews, Getting Past the Gatekeeper | No Comments »
| Liked this post? | ||||
| Save to Del.icio.us | Digg! |
|
Stumble Upon |
|