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Strategies for Getting In: How to Reach That Prospect You MUST Talk To

Topics
Sales
Engagement
Inside Sales
Outbound Sales
Prospecting
Sales Strategies

Highlights

Focus Experts discussed their techniques for identifying, connecting and engaging with your top prospects. Learn from the best in the business & listen as they discussed topics such as:

  • Best practices for prospecting into today’s environment
  • Biggest outbound engagement mistakes and how to avoid them
  • Tangible “take-aways” for listeners to develop or refine their own strategies

Speakers

Michael A Brown
Michael A Brown
President
BtoBEngage
details
Ken Krogue
Ken Krogue
President
InsideSales.com
details
Steve Richard
Steve Richard
Co-Founder & Chief Conte...
Vorsight
details
Mari Anne Vanella
Mari Anne Vanella
CEO | Founder
The Vanella Group, Inc.
details
Michael Damphousse
Michael Damphousse
CEO/CMO
Green Leads
details
@thesalesinsider tweeted
RT @kenkrogue From #FocusRT623—"Climb the Trust Ladder to Increase Results in Prospecting" - http://www.kenkrogue.com/best-practices/climb-the-trust-ladder-to-increase-results-in-prospecting/
June 30, 2011
Lauren Harper
Lauren Harper asked a question
What are your tips & tricks for reaching that prospect that you MUST talk to?
Last Thursday, June 23, we had a roundtable (Strategies for Getting In: How to Reach That Prospect You MUST Talk To) where our Experts gave a plethora of quality advice on how to reach your prospects. What are your tips and tricks for reaching that prospect you MUST talk to? Answers may be included in an upcoming report.
June 28, 2011
5 Answers · Answer this Question
@BeccaAntonakos tweeted
RT @donfperkins It's still about the phone call. 76% of calls that result in a #sale are result of a LIVE conversation @vorsight @srichardv #focusrt623
June 27, 2011
@Vorsight tweeted
RT @donfperkins It's still about the phone call. 76% of calls that result in a #sale are result of a LIVE conversation @vorsight @srichardv #focusrt623
June 27, 2011
@Carl_Eidson tweeted
RT @LaurenonFocus The average sales rep only makes 1.4 calls before they give up - you have to make 7-9 to guarantee even 1 contact @srichardv #FocusRT623
June 24, 2011
@KenKrogue tweeted
Great session today—#FocusRT623 @srichardv @LaurenonFocus @loridjanjigian @funnelholic @donfperkins @TomScontras @damphoux @KBlalock
June 23, 2011
@LaurenonFocus tweeted
THANKS to Michael Brown, @damphoux @VanellaGroup @srichardv & @kenkrogue for an AWESOME @Focus roundtable today! #FocusRT623
June 23, 2011
@KenKrogue tweeted
Callers asked about - "Climb the Trust Ladder to Increase Results in Prospecting" - http://www.kenkrogue.com/best-practices/climb-the-trust-ladder-to-increase-results-in-prospecting/ - #FocusRT623 @kenkrogue
June 23, 2011
@loridjanjigian tweeted
@kenkrogue @damphoux @srichardv @vanellagroup and Michael Brown - loved the roundtable! Thanks for the great advice! #FocusRT623
June 23, 2011
@srichardv tweeted
#FocusRT623 @KenKrogue says there are 3 rules: get back to leads fast, be persistent, get the right phone number to call them. Simple!
June 23, 2011
@LaurenonFocus tweeted
Call leads back immediately, be persistent, & take the common sense approach @kenkrogue #FocusRT623 < good advice! #sales
June 23, 2011
@LaurenonFocus tweeted
Be aware of the opps to be a real person w/ your prospects & you'll see a more reciprocal dialogue w/ them @VanellaGroup #FocusRT623
June 23, 2011
@donfperkins tweeted
@srichardv @kenkrogue @damphoux @vanellagroup M Brown sharing great insights on dialing CXO's #FocusRT623 #sales
June 23, 2011
@carmenhill tweeted
RT @joezuc @jayhidalgo @cahidalgo @LaurenonFocus Need to use automation/email to SUPPORT not REPLACE relationships w/prospects #FocusRT623
June 23, 2011
@coreybauer tweeted
RT @LaurenonFocus If you don't believe what you're selling, have your Jerry McGuire moment and just leave @srichardv #FocusRT623 < I like that
June 23, 2011
@LaurenonFocus tweeted
The good news is the prep that u need doesn't take long- but u owe it to ur prospect to do some research (via Michael A Brown) #FocusRT623
June 23, 2011
@srichardv tweeted
#FocusRT623 @KenKrogue Can't wait to deploy local phone numbers in our sig files as well to take local to next level- working in outbound ID
June 23, 2011
Tony Puleston
Tony Puleston asked a question
Failing to Prepare....is preparing to fail
June 23, 2011
Be the first to answer
@donfperkins tweeted
3x3 Calling - Get 3 reasons why your calling in 3 minutes. @srichardv #focusrt623 "the reason I'm calling is: 1,2,3.."
June 23, 2011
@KenKrogue tweeted
#FocusRT623-Strategies for Getting in- Local phone numbers on caller ID increase answer rates on phone calls by 80% to 400% @kenkrogue
June 23, 2011
@LaurenonFocus tweeted
RT @damphoux from @kenkrogue prospects pick up 80% more if you call with a local local phone number #focusrt623
June 23, 2011
@damphoux tweeted
from @kenkrogue prospects pick up 80% more if you call with a local local phone number #focusrt623
June 23, 2011
@LaurenonFocus tweeted
We make 10 phone attempts leave 3 VM & 3 emails- sequentially increasing in urgency- try 2 B 'pleasantly persistant' @kenkrogue #FocusRT623
June 23, 2011
@donfperkins tweeted
it's all about "pleasant persistence." if we give up too early, we won't win. @kenkrogue #focusrt623
June 23, 2011
Tony Puleston
Tony Puleston asked a question
The Hard sell doesn't work any more....comments please
June 23, 2011
1 Answer · Answer this Question
Bob Evenson
Bob Evenson asked a question
How many leads/names/accounts should an inside rep being managing at a given time?
June 23, 2011
1 Answer · Answer this Question
Bob Evenson
Bob Evenson added a comment
Live conversations are the king. via Steve Richard
June 23, 2011
Reply to this comment
Tony Puleston
Tony Puleston asked a question
Darn it I missed is there a recording of it I can download please?
June 23, 2011
2 Answers · Answer this Question
Craig Rosenberg
Craig Rosenberg asked a question
How should an individual sales rep use email when pursuing their "ideal" prospect?
June 23, 2011
4 Answers · Answer this Question
Craig Rosenberg
Craig Rosenberg asked a question
Are you comfortable calling a prospect on their cell phone?
June 23, 2011
7 Answers · Answer this Question

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