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Mike DamphousseMike
Damphousse

Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.


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Is Your Inside Sales Team Struggling? Appointment Setting Tips From London

  
  
  
If you've got an inside sales team that is not cutting the mustard with appointment setting, if your internal results aren't there, it's time to think about your department the way a professional appointment setting company does.  I surveyed a couple of our best appointment setting BDRs in London and here are their tips:
  • Work from good lists.  Don't download 5000 names and expect to stay focused.  Pick 500 good names--perfect titles. Then set out for focused activity.
     
  • Sharpen the pitch.  You've probably only got 10 seconds to say hello, then 30 seconds to get permission to keep talking.  Use the next 3 minutes wisely.  Don't over-pitch.  
     
  • Dials = Meetings. It's been said that the average inside sales rep makes 70 dials a day. Well the average Green Leads appointment setting black belt makes 200.  Dials = Meetings. 
     
  • Sell the appointment.  Never forget the purpose of the call--to set appointments.  Don't go for a PO on that first call.  Pitch, qualify, then sell an appointment.
describe the imageThere you have it, or as said in a phrase I learned the other night at our pub across the street, The Windmill (pictured here), "and Bob's your uncle!"

Is Your Inside Sales Team Struggling? Appointment Setting Tips From London

  
  
  
If you've got an inside sales team that is not cutting the mustard with appointment setting, if your internal results aren't there, it's time to think about your department the way a professional appointment setting company does.  I surveyed a couple of our best appointment setting BDRs in London and here are their tips:
  • Work from good lists.  Don't download 5000 names and expect to stay focused.  Pick 500 good names--perfect titles. Then set out for focused activity.
     
  • Sharpen the pitch.  You've probably only got 10 seconds to say hello, then 30 seconds to get permission to keep talking.  Use the next 3 minutes wisely.  Don't over-pitch.  
     
  • Dials = Meetings. It's been said that the average inside sales rep makes 70 dials a day. Well the average Green Leads appointment setting black belt makes 200.  Dials = Meetings. 
     
  • Sell the appointment.  Never forget the purpose of the call--to set appointments.  Don't go for a PO on that first call.  Pitch, qualify, then sell an appointment.
Internal Results Appointment SettingThere you have it, or as said in a phrase I learned the other night at our pub across the street, The Windmill (pictured here), "and Bob's your uncle!"

LinkedIn Lead Gen Tips: Profiles Have URLs, Use Them

  
  
  

We all know LinkedIn is the hidden gem of all sales people, and we're all looking for better LinkedIn Lead Gen Tips.  At Green Leads we have a custom button that can query a person's LinkedIn profile with the click of one button.  It doesn't hit 100% of the time, but I would say 85% isn't bad for an automated task.  We train our reps to not just review the profile, but use it for better selling--especially the public URL.  This allows you to find the record again or share the record with others.  

LinkedIn lead gen tips 2

Save it.  You could bookmark it in a folder called Prospects.  But why not go a step further and save the prospect's public URL in your CRM system.  It's simple enough to do.  We have a field called LinkedIn URL, and we copy and paste it from LinkedIn to the field.  This allows our sales reps never research again, it's one click away.  It also stores it so that the URL is shared with other reps that may be looking at the same prospect.  

Linkedin tips 1

Got any other LinkedIn Lead Gen Tips?  Send em on.

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