COURSE DESCRIPTION: No B2B prospect should ever receive a “cold” call in today’s world. When it happens prospects are thinking, “Why are you wasting my time? Are you lazy? Or are you just too clueless to know that by spending a few minutes researching me and my company before dialing my number, you could have made this a productive call? Good bye!”
Sound harsh? Well, it’s exactly what prospects are thinking when reps make ice cold calls with no preparation. And that’s why reps feel the sting of rejection when prospecting, why they suffer from call reluctance, why their sales funnels aren’t full and why they’re numbers aren’t where they should be.
This laser-focused 60-minute Webinar will reveal the surprising array of Web-based research tools that every successful salesperson MUST know about in 2010. If you’re relying on tools that worked four of five years ago, your competitors are going to eat your lunch. That’s how much the world has changed.
Our speaker Sam Richter is a master at scouring the Web for insider information about prospects. He will discuss:
- The "Invisible Web" - Web pages that are not visible to most search engines. Learn to find them and uncover valuable intelligence on companies and prospects that no one else has
- How to access expensive premium information resources for free
- How to construct search phrases on the “Visible Web” that will get you valuable information quickly
- How to tap into social networking sites:
- Learn how to use LinkedIn in ways that most people don’t know
- Learn how to mine social networks (e.g., Twitter, micro-blogs, feedback posting, etc.) for Sales Intelligence.
- Ways to “re-humanize” the sales process by acquiring “gold nuggets” of info on:
- a company’s sales
- business issues
- an individual’s hobbies
- an individual’s work background
- How to apply information in prospecting calls and sales presentations.
ABOUT THE SPEAKER: Sam Richter is an internationally recognized expert on Sales Intelligence. His award-winning experience includes building innovative technology, sales, and marketing programs for start-up companies and some of the world's most famous brands. His most recent top-selling book, "Take the Cold Out of Cold Calling" is now in multiple editions and has received numerous accolades. Sam has been featured in hundreds of publications, television programs, and radio shows. He was formerly president of a national business research organization and was a finalist for Inc. Magazine's Entrepreneur of the Year.
 MONEY-BACK GUARANTEE: We're so confident you'll get what you want out of this conference that we'll refund your full fee if you’re not satisfied. It's risk-free.
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