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LeadGen.com

Cold Calling Workshop

Sales Training from LeadGen.com



Overview

According to all of the so-called Inbound Marketing experts, "Cold Calling Is Dead". But that's nothing more than an urban myth.

The fact is that most proponents of this myth are usually just Marketing solution providers who are trying to feather their own nest.

Done correctly, outbound Cold Calling is the fastest, least expensive and most effective way to find new business - if you know what you're doing.

At LeadGen.com we can teach you and your team how to make effective cold calls. And we can show you how to generate Qualified Sales Leads that convert, and close.



Myths about Cold Calling

Cold calling is easy to make fun of. And it's also an easy scam. So it helps to separate fact from fiction, including some common misconceptions. For example:


Decision Makers Actually Don't Hate Getting Cold Calls

While most people dislike receiving cold calls at home, and there are many restrictions on the practice, cold calling in B2B is entirely legal, and proper.

Receiving a cold call is an efficient way for a business decision maker to acquire new information, and make a quick decision about a new product, service or opportunity.

Studies show that most decision makers will give you 10-15 seconds to make your case.

And you're doing them a favor if you do it well.


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Cold Calling is Actually Not a Numbers Game

Many cold calling advocates will tell you that success is correlated with volume (i.e. "smile and dial"). But remember the definition of insanity - doing the same thing over again and hoping for a different result.

People who tell you that cold calling is a numbers game are usually just trying to avoid accountability for their bad technique.

And in many cases, they're just trying to run up the bill, or extend the gig, until their incompetence catches up with them.

Numbers count a little, but strategy and positioning count a lot more.


Getting in the Door is Actually Not Enough

Many salespeople will brag, "Just get me in the door, and I can close anyone." That, of course, is its own lie.

But it also frees the caller from the responsibility of insuring that the leads they generate make it through the Sell Cycle successfully.

MQLs are BS. If it isn't a Qualified Sales Lead, it isn't a lead.


More Appointments Do Not Necessarily Equal More Sales

Correlating the number of appointments with the number of sales is the marketing equivalent of "killing turkeys causes winter."

It's correlation without causation. Necessary, perhaps, but not sufficient.

The fact is that an unscrupulous caller (or call center) can simply "buy" an appointment. How, do you think, that's going to work out?


A Good Script and a Good List Actually Do Not Make for a Good Call

A good call certainly has elements that make it effective. But scripting in a B2B cold call is a death wish. Good calls are conversational, focused and professional.

Unfortunately, there's an entire industry dedicated to making volumes of bad calls.

But what makes it worse is that there's a buyer for such junk: Marketing Executives who claim that they can't be accountable for sales results because they don't control the sales process.

And that's actually the biggest myth.


LeadGen.com Can Help

At LeadGen.com we know what works, and how to make it work for you. With over 30 years of cold calling experience, decades of research and training, and hundreds of successful campaigns, we can teach you how to make more effective cold calls so you can get in the door, find more opportunities, and close more sales.



Choose the program that's right for you:

The Group Workshop

  • Two 90-minute sessions
  • Video format
  • Participants from multiple companies
  • Homework!
  • Off-line role-plays
  • Coaching available

$149 per person

The Team Workshop

  • Three 90-minute sessions
  • Video format
  • Single company
  • Preparation exercises
  • Homework!
  • Interactive role-plays
  • Coaching available

Starting at $1,999 per team

The Custom Workshop

  • Three 90-minute sessions
  • Video or in-person
  • Single company
  • Custom scripting
  • Homework!
  • Interactive role-plays
  • Coaching included

Starting at $2,499 per team



Why Learn "Professional" Cold Calling?

Learning how to reach decision makers, establish rapport, engage with them, stimulate interest, uncover relevant needs, and be able to persuade them is what Professional Cold Calling is all about.

Training Can Dramatically Improve Your Contact Rate



At LeadGen.com we can teach you what works, and how to make it work for you.

The Fine Print

The LeadGen.com Cold Calling Training program is available for participation by Individuals in a Group workshop format using general cases and script elements, or by single-company Sales Teams using either general cases and script elements, or using customized content developed in collaboration with LeadGen.com.

Stop "smiling and dialing". It doesn't work!

Learn what does!

The Group Workshop

The Cold Calling Group Workshop is a two-session Webinar where individuals from multiple companies participate. Cases, script elements and other tools are generalized B2B examples, although Q&A can be more specific.

  • Participants will be provided with a list of materials to bring to the first session such as copies of their current scripts or approach, if available. Participants may submit this material to LeadGen.com prior to the session for an informal review and feedback.

  • The first session will cover the pre-requisites for developing an effective Cold Calling program, as well as introduce specific script elements that will be used.

    • Participants will come away from the first session with an assignment to adapt their current materials to the LeadGen.com Cold Calling methodology, as well as with practice exercises.

  • The second session will focus on the remaining script elements, as well as how to put them together in an effective Cold Call, and an effective program.

    • Participants will come away from the second session with an assignment for role playing, and incorporating the approach into their day-to-day activities.

Participants in the Group Workshop will have the opportunity to receive follow-on coaching for a nominal fee.

Training Can Dramatically Increase Your Team's Conversion and Appointment Rates



The Team Workshop

The Cold Calling Team Workshop is a three-session Webinar series for Sales Teams. Cases, script elements and other tools are oriented towards the industry and target markets of the participating Sales Team, but not customized under this plan.

  • Prior to the first session, LeadGen.com will review your company's Web site, and any available collateral material, marketing plans and scripts, in order to make the examples most relevant.

  • The first session will cover the pre-requisites for developing an effective Cold Calling program, as well as introduce specific script elements that will be used.

    • Participants will come away from the first session with an assignment to adapt their current materials to the LeadGen.com Cold Calling methodology, as well as with practice exercises.

    • LeadGen.com will review material submitted by participants prior to the second session, and recommend changes, if needed.

  • The second session will focus on the additional script elements and tools, as well as how to put them together in an effective Cold Call, and in an effective program. This session will also include role-playing.

    • Participants will come away from the second session with specific assignments for refining their script elements and approach, and applying them in their day-to-day activities.

    • LeadGen.com will be available to answer questions about how to handle specific situations between sessions.
  • The third session will focus on feedback from participants' calls. This includes identifying and overcoming any remaining barriers-to-succcess.

Participants in the Team Workshop will have the opportunity to receive follow-on coaching for a nominal fee.

Training Can Dramatically Increase Your Team's Close Rate



Script-readers get fewer sales!

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The Custom Workshop

The Cold Calling Custom Workshop is a three-session Webinar series for Sales Teams. Cases, script elements and other tools are customized for the specific markets and challenges of the participating Sales Team.

  • Prior to the first session, LeadGen.com will review your company's Web site, and any available collateral material, marketing plans and scripts, in order to make the examples most relevant.

    • Participating companies are requested to fill out the questionnaire at www.LeadGen.com/Q two weeks prior to the first session to enable the most effective and detailed analysis and construction of the Workshop.

  • The first session will review the pre-requisites for developing an effective Cold Calling program, as well as introduce specific script elements that will be used.

    • Participants will come away from the first session with an assignment to employ the designed materials and script elements on live calls.

    • LeadGen.com is available for near real-time review and feed-back between the first and second session.

  • The second session will review the additional script elements and tools, as well as how to put them together in an effective Cold Call, and in an effective program. This session will also include role-playing.

    • Participants will come away from the second session with an assignment to employ the designed materials and script elements on live calls.
    • LeadGen.com is available for near real-time review and feed-back between the first and second session.

  • The third session will focus on feedback from participants' calls. This includes identifying overcoming any remaining barriers-to-succcess for two months following the third session.

Participants in the Custom Workshop will have the opportunity to receive follow-on coaching.




Training Can Dramatically Improve Your Team's Sales Performance



What Will You Learn?

Cold Calling Training is all about helping you find or create more new opportunities, faster, with less work, less time, less frustration and less effort. And it's designed to insure that those opportunities convert, qualify, move quickly through your sell cycle, and close successfully.

You will learn:

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  • How to reach 50% more qualified prospects
  • How to get past gatekeepers at 2x your traditional rate
  • How to increase call-backs from voice mail to 15% or more
  • How stimulate initial interest more than 50% of the time
  • How to uncover needs and find high value applications
  • How to avoid objections 100% of the time
  • How create urgency and shorten the postponement cycle by 2/3
  • Close on 5x more confirmed appointments that turn into sales

Hope is not a strategy. Marketing isn't a numbers game. And heroes aren't born, they're made. It just takes training.




Training Can Dramatically Shorten Your Sell-Cycle



Do You Want to Improve Your Cold Calling Performance?


For More Information on Cold Calling Training

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Solving Marketing and Sales problems isn't magic. It's what we do all day, every day.

If you need help now, call us at 856-638-0399, email us at Sales@LeadGen.com, or book an appointment.

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