SYMPTOMS
May include the following.
PROSPECTING
Reps avoid it like the plague.
It just sucks.
CALLS TO GET TO FINAL RESOLUTION
NUMBER OF CONTACT ATTEMPTS
ACTUAL # OF CALLS MADE BY REPS
AVERAGE CONTACT ATTEMPTS
WINDOW OF OPPORTUNITY
There is a small window (90 days) between the time when a client recognizes a need and the time where they have done enough research that they are no longer open to your solution. Just like the common cold your prospects will mutate from “no need,” to “I have a need,” to “I found what I want,” and you need to be there, during that “I have a need” window.
$3,550 COST PER QUALIFIED LEAD
If you can get your sales reps to do it and most companies can’t
PROBLEMS IN FINDING A CURE
ALWAYS BE PROSPECTING
We have been taught since we were wee little sales people to always be prospecting. It’s a numbers game. The truth is: That’s a farce.
TIME AND MUTATION
Our prospects move in and out the of “target reception window” or the window of opportunity between our attempts to contact.
WHAT ELSE IS THERE?
We need leads so what are our alternatives?
THE TREATMENT
Why call cold when you can call only “nicely warm” or “wonderfully hot” prospects?
OUTSOURCED LEAD/DEMAND GENERATION
Skilled Sales professionals trained to prospect every day Less expensive resource
MARKETING AUTOMATION
Nurture leads and resolve the “target reception window” problem
DATA, DATA AND MORE DATA ANALYSIS
Focus your efforts on high probability prospects
THE HOT (LEAD) TODDY
Add equal parts: quality data, skilled professional, automated nurturing and capture campaigns, and focused effort. And here you have it, a recipe for leads that will fill your funnel with quality revenue potential, not wasted time.
THE RESULTS
about Top Gun Sales Performance and the Author
Top Gun Sales Performance
Based in Mason (Cincinnati), Ohio, is focused on helping medium and large companies increase their sales capabilities without increasing their headcount. Top Gun provides tools, training, technology, and outsourced resources needed to build a best-in-class selling organization. These services include training for your selling professionals, inbound and outbound call center for lead generation and customer support, sales specific IT support (CRM, customer facing applications), and media and event production services.
J Steven Osborne
Founder and CEO of Top Gun Sales Performance. Early in his career he served as a team leader for GE in their IT and Customer Support Center. As CEO of Top Gun, Steve works directly with top executives to help them solve their pressing issues. Top Gun Sales Performance provides lead generation services and inside sales support to some of the world’s best-known companies.
THE COMMON COLD CALL
SYMPTOMS
May include the following.
PROSPECTING
Reps avoid it like the plague.
It just sucks.
CALLS TO GET TO FINAL RESOLUTION
NUMBER OF CONTACT ATTEMPTS
ACTUAL # OF CALLS MADE BY REPS
AVERAGE CONTACT ATTEMPTS
WINDOW OF OPPORTUNITY
There is a small window (90 days) between the time when a client recognizes a need and the time where they have done enough research that they are no longer open to your solution. Just like the common cold your prospects will mutate from “no need,” to “I have a need,” to “I found what I want,” and you need to be there, during that “I have a need” window.
$3,550 COST PER QUALIFIED LEAD
If you can get your sales reps to do it and most companies can’t
PROBLEMS IN FINDING A CURE
ALWAYS BE PROSPECTING
We have been taught since we were wee little sales people to always be prospecting. It’s a numbers game. The truth is: That’s a farce.
TIME AND MUTATION
Our prospects move in and out the of “target reception window” or the window of opportunity between our attempts to contact.
WHAT ELSE IS THERE?
We need leads so what are our alternatives?
THE TREATMENT
Why call cold when you can call only “nicely warm” or “wonderfully hot” prospects?
OUTSOURCED LEAD/DEMAND GENERATION
Skilled Sales professionals trained to prospect every day Less expensive resource
MARKETING AUTOMATION
Nurture leads and resolve the “target reception window” problem
DATA, DATA AND MORE DATA ANALYSIS
Focus your efforts on high probability prospects
THE HOT (LEAD) TODDY
Add equal parts: quality data, skilled professional, automated nurturing and capture campaigns, and focused effort. And here you have it, a recipe for leads that will fill your funnel with quality revenue potential, not wasted time.
THE RESULTS
about Top Gun Sales Performance and the Author
Top Gun Sales Performance
Based in Mason (Cincinnati), Ohio, is focused on helping medium and large companies increase their sales capabilities without increasing their headcount. Top Gun provides tools, training, technology, and outsourced resources needed to build a best-in-class selling organization. These services include training for your selling professionals, inbound and outbound call center for lead generation and customer support, sales specific IT support (CRM, customer facing applications), and media and event production services.
J Steven Osborne
Founder and CEO of Top Gun Sales Performance. Early in his career he served as a team leader for GE in their IT and Customer Support Center. As CEO of Top Gun, Steve works directly with top executives to help them solve their pressing issues. Top Gun Sales Performance provides lead generation services and inside sales support to some of the world’s best-known companies.
