This session covers three sales secrets for landing an B2B sales appointment, touching on: 1. How to overcome sales pressure on a B2B cold call and how to gather contact data on the phone. 2. Great prospecting includes fantastic emails: "B2B Email Magic" provides a go-to email template that is sure to yield a positive results. 3. Finally, the session will cover how to turn 30 seconds on a cold call into three valuable minutes that converts into a qualified sales appointment.

1. www.LaunchLeads.com
3 Secrets to Get the Appointment
B2B Sales Tactics
Launch Leads
Brandt “Bubba” Page - Founder

2. www.LaunchLeads.com
“53% of sales leads are generated by sales
people, compared to 24% by the marketing
team.”
– Source: CSO Report

3. www.LaunchLeads.com
Launch Leads Wins Best Website in Utah
2013 by American Marketing Association
1. Gather Targeted Lead Lists of Decision Makers through proprietary in-house
technology.
2. Qualify Leads through Prospecting Methodologies and Technology to facilitate
efficiencies and performance.
3. Schedule Highly Qualified Appointments with Interested Decision Makers.
4. Respond Immediately to our Clients Inbound Web Leads to Verify &
Qualify, then warm transfer back or assist with Tradeshow and Webinar follow
up
5. If you want Insidesales.com tech power, but don’t want to manage or hire in-
house…we are the outside option. All-American team, experts, & performance
driven.
• Brandt "Bubba" Page on Linkedin or @brandtpage on twitter
• www.launchleads.com or sales@launchleads.com or 877-466-0111

4. www.LaunchLeads.com
“80% of the average sales person’s day is
spent on non-revenue generating
activities, including not knowing where to
find good prospects or recognizing them
once they find them.”
– Source: TeleSmart.com

5. www.LaunchLeads.com
Who is your decision maker?
– What type of company?
– What title?
– What industry?
– What size of company?
Build a targeted database of decision makers.
Build your foundation first.

6. www.LaunchLeads.com
Research to Gather Data
• Off phone vs. On phone research
– On Phone:
• IVR
• Operator
• Gatekeeper
• Another department
• Referral from inside
– Off Phone:
• Google, Linkedin, Salesloft, Zoominfo, Insideview

7. www.LaunchLeads.com
How to Overcome Sales Pressure
• Recognize and Diffuse Hidden Pressures
• Objections:
– Busy
– Is this a sales call?
– Already got that taken care of
– No
» What you say
» How you say it

8. www.LaunchLeads.com
The Introduction
Smile and Dial 
I know you’re busy.
Stroke Ego
Near a Computer?

9. www.LaunchLeads.com
B2B Email Magic: Rules
• Think mobile
» (use text & less html)
• From field: Make it personal…
» From a real persons email
• Subject line: Less than 40 Characters
» No spammy stuff: FREE, $$, SuCcEsS, CAPS
• 2 lines: Intro + purpose

10. www.LaunchLeads.com
B2B Email Magic: Rules (continued)
• 3 bullet points of Proof & Differentiation
» Use statistics, percentages (%), Numbers (#)
• 1 line: Include call to action
» Use a link…
• Email Signature
» wisestamp.com, social icons, number, website

11. www.LaunchLeads.com
B2B Email Magic: 1st Phone Email
Template
• From:
• brandt.page@launchleads.com
• Subject:
• Scheduling an Appointment
• 2 lines: (in a real email, it would be one line)
• This is ___ from Launch Leads. I know you are
busy, my CEO, Brandt Page asked me to schedule
some time on the phone between the two of you.

12. www.LaunchLeads.com
B2B Email Magic: 1st Phone Email
Template (cont.)
• 3 points:
• We cold call targeted lists of decision makers and
schedule appointments with qualified companies.
• Clients see an average return of 600% as a
partner with Launch Leads.
• We are an All-American team that works with
complex software/tech companies like
Insidesales.com and Fusion-io.
• 1 line: (in a real email, it would be one line)
• Take a look at some client video testimonials who
have seen success with us.

13. www.LaunchLeads.com
B2B Email Magic: 1st Phone Email
Template (cont.)
• Email Signature
Thanks,
BRANDT 'BUBBA' PAGE | 877-466-0111 x201
4548 S. Atherton Drive Suite 240 I Salt Lake City, UT

14. www.LaunchLeads.com
Turn 30 Seconds into 3 Minutes
• While on
the phone,
send your
Email
• Sometimes
it goes to
spam…
Got it? • Can you
just check
the link…
Open?
• If you could
just click on
the link…
Click? • As you can
see, we
provide…
Value!
After they see the value you are providing:
1. Ask to schedule a time to follow up the next day, give 2 times as options, if
tomorrow doesn’t work, try for the next day.
2. Remember: Same Week Sets are KEY
3. Don’t forget to send the calendar invite, confirm the date and time a couple
times.
4. And ask qualification questions to ensure an opportunity.

15. www.LaunchLeads.com
Scheduling the Appointment
• Relaxed
• 2 specific days
• Then specify exact time
• Ask Qualification Questions
» Typically no more than 4, to help tailor the next call.
• Confirm contact information
» Get direct # if you don’t already have it.
• Send calendar invitation
» While on the phone – check if they received it.
• Repeat the date and time
» Say thanks and invite them to go to the website.

16. www.LaunchLeads.com
Don’t Make This Mistake
• “Over 25% of B2B sales cycles take seven
months or more to close.”
– Source: Harvard University and Gallup
• They DON’T ASK:
- Ask for an appointment
- Ask for an email address
- Ask for a direct extension
- Ask for the Sale
- Ask for a solid follow up date
- Ask for a referral
- Ask for….

17. www.LaunchLeads.com
Launch Leads Introduction (again)
1. Gather Targeted Lead Lists of Decision Makers through proprietary in-
house technology.
2. Qualify Leads through Prospecting Methodologies and Technology to
facilitate efficiencies and performance.
3. Schedule Highly Qualified Appointments with Interested Decision
Makers.
4. Respond Immediately to our Clients Inbound Web Leads to Verify &
Qualify, then warm transfer back or assist with Tradeshow and Webinar
follow up
5. If you want Insidesales.com tech power, but don’t want to manage or hire
in-house…we are the outside option. All-American team, experts, &
performance driven.
• Brandt "Bubba" Page on Linkedin or @brandtpage on twitter
• www.launchleads.com sales@launchleads.com
• 877-466-0111

18. Thank You!
www.LaunchLeads.com
877-466-0111
facebook.launchleads.com
twitter.launchleads.com
linkedin.launchleads.com