Want to close more sales? Then you better do a better job at the FRONT end of the sales cycle. Learn how to get more decision makers on the phone with Steve Richard of Vorsight. Take a 3-minute web survey for a chance to win an iPad 2 or Kindle Fire: www.bridgegroupinc.com 01:00 Ice To Eskimos? 02:00 Steve Richard’s work history, including a role as a CNBC contributor 02:30 Why does Steve focus on the front-end of the sales funnel? 03:30 There is a lot of junk in the pipeline prohibiting velocity 04:00 The philosophy of a sales cylinder versus a sales funnel 04:30 Knowing your client’s profile, how to find those contacts and then determine the influencers and their direct lines. 05:15 Kevin is intrigued by the 3×3 Research Approach 07:00 3×3 Research creates possibilities for engagement with a lead 09:00 If you can double your direct lines you can triple your results. 10:00 Steve navigates the gatekeeper live on the air. 12:00 Star – Pound – Four on Cisco works a miracle. 13:00 Putting the extra effort into every single phone call. 16:00 DEPT = DNA Environment Performance Technology 18:00 Tips for sales managers: go look at your job openings! Would you want this job? 19:00 Steve’s Call To Action: Download the Vorsight Sales Prospecting Training Curriculum www.tinyurl.com/7wuvlrs 21:00 Take a 3-minute web survey for a chance to win an iPad 2 or Kindle Fire: www.bridgegroupinc.com 22:00 The struggles of retention for a new generation of sales professionals
Video Rating: 4 / 5