Execvision Call Camp 04/24/18: Making The Most Of What You've Got With John Healy Of Factor 8

Transcript

1. CALL CAMP™ Making the Best of What You’ve Got April 24, 2018 2. Steve Richard CRO, ExecVision @SRichardV @ExecVision_io @Factor8Sales Your Guides John Healy VP of Sales, Factor 8 @John_A_Healy 3. Questions or Comments? Tweet us #CallCamp @ExecVision_io @Factor8Sales 4. Making the Most of What You’ve Got Our Focus For This Call @ExecVision_io @Factor8Sales 5. Why Find Additional Contacts? ● Expand deeper and wider ● Consensus buying ● Protect existing business (bus/lotto syndrome) ● More perspective on current state / goals ● Build a more complete solution ● Small wins build confidence. You can get a win on every call! @ExecVision_io @Factor8Sales 6. ● Get a better solution ● Additional budget support ● Less wasted time How Does it Help the Customer? @ExecVision_io @Factor8Sales 7. ● Assistant or other live body ● Operator ● Phone tree Different Goals Depending on Who Picks Up @ExecVision_io @Factor8Sales 8. ● Who is this? ● Goal ● Tips ● Use assumptions Assistant or Other Live Body @ExecVision_io @Factor8Sales 9. ● Goal: Get to a live body that will talk to you ● Tips: Know who you’re targeting ○ Specific titles ○ Functional areas ○ Dumb it down Operator @ExecVision_io @Factor8Sales 10. ● Goal: Listen for departments, names, patterns ● Tips: Use the system to your advantage ○ Try going up or down 1 number on the extensions ○ List of departments ○ # of digits in extensions ○ Try a common name (Smith, Jones, etc) Phone Tree @ExecVision_io @Factor8Sales 11. Discussion: What challenges do you run into when gathering information? @ExecVision_io @Factor8Sales 12. ● Full name & Title ● Direct phone # ● Email address ● Bonus info What Makes a Fully Captured Contact? @ExecVision_io @Factor8Sales 13. ● Push for additional contacts ● Come back after you leave a message ○ Thank you ○ Best time to reach? ○ Who covers for him when he’s out? Anyone else he works with on these projects? Don’t Take Yes for an Answer! @ExecVision_io @Factor8Sales 14. Questions or Comments? Tweet us #CallCamp @ExecVision_io @Factor8Sales 15. Let’s listen to real calls. @ExecVision_io @Factor8Sales 16. ❏ The value of finding additional contacts ❏ How to leverage gatekeepers & live bodies ❏ Ways to engage beyond the first ‘yes’ What We Learned @ExecVision_io @Factor8Sales 17. Factor 8 Factor 8 provides custom award-winning inside sales training for reps & leaders, private sales coaching, and consulting. www.factor8.com @ExecVision_io @Factor8Sales 18. ExecVision Visit our resource center for more great sales insights www.execvision.io/resources @ExecVision_io @Factor8Sales