Brandt Page is the founder and CEO of Launch Leads, an outsourced B2B sales company that fills their client's sales pipeline by providing lead generation, qualification, and appointment setting services. In addition, Launch helps companies with inbound web leads by responding immediately with a phone call to verify, then qualify the lead before transferring it back to our clients' sales team. What we do for our clients: 1. Gather Targeted Lead Lists of Decision Makers 2. Qualify Leads through Prospecting and Technology 3. Set Highly Qualified Appointments with Interested Decision Makers 4. Immediately respond to inbound web leads to increase response rates 21x Now you can let your sales team focus on closing more qualified prospects. www.launchleads.com Contact us at sales@launchleads.com or call 877-466-0111.

1. Top Secrets to Engaging Decision
Makers -- B2B Sales Tactics
Launch Leads
Brandt Page
www.LaunchLeads.com

2. About Brandt Page
• Brandt Page is the founder and CEO of Launch Leads.
• Brandt was named the Emerging Executive of the Year 2009
by the Utah Technology Council.
• American Express selected him to advise their national OPEN
Forum Pulse on Twitter and his Twitter @BrandtPage and
@LaunchSales were selected as a Top 40 sales people to
follow.
• Brandt was nominated for the "INC 30 Under 30" award in
2010, was elected into the 2010 vSpring Capital Top 100
Venture Entrepreneurs, was also named the CrowdPitch
Winner from Funding Universe, and was a Utah Start-up of
the Year finalist 2010.
•
• He is a mentor for the Community Foundation of Utah and
works with at-risk youth in Salt Lake City.
www.LaunchLeads.com

3. About Launch Leads
1. Launch fills client sales pipelines with
qualified leads and scheduled sales
appointments. B2B Prospecting.
2. Launch generates targeted lead
lists, qualifies each lead, and schedules sales
opportunities on behalf of its clients.
3. Launch connects inbound web leads within 5
minutes of a submission, typically while the
prospect is still on your site. Then, qualifies the
lead and schedules a sales appointment for
your team.
www.LaunchLeads.com

4. Top 5 Secrets to Engage Decision Makers
• Know who your target is: Who is the Decision
Maker?
• The Gatekeeper: Secrets of Success
• Phone Magic: Turn "30 Seconds into 3
Minutes" with the Decision Maker
• What "No" Really Means
• The Biggest Mistake Sales People Make
www.LaunchLeads.com

5. Know who your target is: Who is the
Decision Maker?
Who do you need to work with?
1. What is the title of the person
2. What are they responsible for
3. What type of company do you want to work with
4. What industry or vertical
5. What size of company is best
Understanding your targeted prospect will be one of the
MOST IMPORTANT keys to success.
“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
www.LaunchLeads.com

6. The Gatekeeper: Gain Access or Info
Talk like you would a friend
• Be friendly. Also, you may sound like the boss’s friend.
Just ask – email, number, time
• Most are willing to share key information with you.
If difficult, ask what’s the best way
• Simply asking will get you through many times.
You are just calling to set up an appt for…
• It will help them feel like you are one of them.
www.LaunchLeads.com

7. Start With a Dialogue, Not a Presentation
• We've all been trained to try to push prospects into a
"yes" response on the first call, but that creates sales
pressure.
• Make it a natural conversation, see if it is a fit for both
parties.
• Recognize and diffuse hidden pressures
• Don’t take it personally & prepare for it
• Always confirm contact information.
www.LaunchLeads.com

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

9. Here Are 6 Sample Questions to Ask to
Get to the Decision Maker:
1. Who else will be a part of your evaluation process?”
2. “Are there other stake holders in your organization who are part of
your research process whom I can send information to?”
3. “May I ask who will be making the final decision on this purchase?”
4. “To be as efficient as possible, may I include others on your team
on the call?”
5. “I understand that Joe Smith is the leader of your IT department,
should I also send some information to him, and will she be
involved in this decision?”
6. “I have found with my other clients that the head of marketing likes
to be involved in these kinds of decisions. If that is the case in your
organization, and if so, may I include them in our correspondence?”
• By asking the right questions in a respectful way, you can turn gatekeepers
into your internal champions that will help facilitate your sale. (www.wheelhouse.com)
www.LaunchLeads.com

10. Email Secrets
• State simply and clearly why you are
reaching out – one sentence, then bullet
points
• Offer credibility (case studies, clients)
• Use Links, not attachments
• Make it easy to read and respond to on their
phone. (use text & less html)
www.LaunchLeads.com

11. Turn 30 Seconds into 3 Minutes
• While on
Got it? • Can you
Click? • As you can
the phone, • Sometimes just check • If you could see, we
send your it goes to if it… just… provide…
spam…
Email Open? Value!
www.LaunchLeads.com

12. What “NO” Really Means
• I didn’t listen long enough to know who you
are and what you are offering
• Not now, but in the future I could be
interested
• I am running out of the office or to a meeting
and don’t have time
• This is the 10th call I have received today
www.LaunchLeads.com

13. The BIGGEST Mistake Sales People Make
• “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….
www.LaunchLeads.com

14. Create your own luck, by DOING
• “53% of sales leads are generated by sales people,
compared to 24% by the marketing team.”
Source: CSO Report
• No action is not an option
• The #1 reason for low sales is lack of effort
• Most reps find anything else to do besides
prospecting. They avoid it!
• People do not like to cold call for fear of rejection.
www.LaunchLeads.com

15. Thank You!
www.LaunchLeads.com
877-466-0111
facebook.launchleads.com
twitter.launchleads.com
linkedin.launchleads.com
Brandt Page, CEO Launch Leads
sales@launchleads.com
www.launchleads.com
877-466-0111
Twitter: @brandtpage
Linked In:
www.linkedin.com/in/brandtpage