John Barrows (CEO, jBarrows) - Top Strategies for Maximizing Response Rates from Executives

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John Barrows (CEO, jBarrows) - Top Strategies for Maximizing Response Rates from Executives Visit SalesHacker.com for more sales hacks, tips, and tactics.

Sales Business

1
Top Strategies for Maximizing
Response Rates From Executives
with

2
Introduction:
John Barrows
john@jbarrows.com
© j.barrows LLC 2013

3
Sample Client List
© j.barrows LLC 2013

5
Know Your Equation
$ 3,500 = 2
50% = 4
50% = 8
.5% = 1600
© j.barrows LLC 2013

6
Know Your Equation
© j.barrows LLC 2013

8
Your Target Accounts
© j.barrows LLC 2013

9
Your approach
Quality
Quantity
Practice
© j.barrows LLC 2013

10
Quality vs Quantity
© j.barrows LLC 2013
Customized Messaging
22%
Targeted Messaging
8%
Templates
2%

11
Your Target Contact
© j.barrows LLC 2013

12
APPROACH
Less is more
Direct, to the point
Easy to respond to
Referrals
Professional persistence
Having a reason
What Executives DO Respond to
CONTENT
About them/their business
New ideas (challenger)
What others like them are doing
Speaking their language
Results
© j.barrows LLC 2013

13
Our Approach
5 Unique Touches
in 30 Days
83% of high performers have a defined strategy and make 4-8 attempts
* High performers = 110% of quota and represent less than 25% of respondents
* Phone Works – 2011 Inside Sales Metrics
© j.barrows LLC 2013

14
Finding the Reason
© j.barrows LLC 2013

15
Executive quotes about….
Executive priorities
Hiring /Growth
Promotions
New products
New Client
Awards
Mission/Goals/Vision
Finding A Reason
What?
© j.barrows LLC 2013

16
Messaging Matrix
© j.barrows LLC 2013
Quality
Quantity

20
Knowing What Works
© j.barrows LLC 2013

22
Know Your Equation
$ 3,500 = 2
50% = 4
50% = 8
.5% = 1600
© j.barrows LLC 2013
10% = 80

23
Your Feedback
© j.barrows LLC 2013
John Barrows
john@jbarrows.com
www.jbarrows.com/blog
@JohnMBarrows
www.SalesFromTheStreets.com
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John Barrows (CEO, jBarrows) - Top Strategies for Maximizing Response Rates from Executives

1. 1 Top Strategies for Maximizing Response Rates From Executives with

7. 7 Defining the Target

12. 12 APPROACH Less is more Direct, to the point Easy to respond to Referrals Professional persistence Having a reason What Executives DO Respond to CONTENT About them/their business New ideas (challenger) What others like them are doing Speaking their language Results © j.barrows LLC 2013

13. 13 Our Approach 5 Unique Touches in 30 Days 83% of high performers have a defined strategy and make 4-8 attempts * High performers = 110% of quota and represent less than 25% of respondents * Phone Works – 2011 Inside Sales Metrics © j.barrows LLC 2013

15. 15 Executive quotes about…. Executive priorities Hiring /Growth Promotions New products New Client Awards Mission/Goals/Vision Finding A Reason What? © j.barrows LLC 2013

23. 23 Your Feedback © j.barrows LLC 2013 John Barrows john@jbarrows.com www.jbarrows.com/blog @JohnMBarrows www.SalesFromTheStreets.com Q & A

24. 24 GO SELL SOMETHING!!!!!

John Barrows (CEO, jBarrows) - Top Strategies for Maximizing Response Rates from Executives

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