http://98.129.151.87/index.php/site/index/ en bavery@vorsight.com Copyright 2010 2010-03-09T16:10:00-05:00 http://www.vorsight.com/index.php/site/using_the_people_search_engine_as_a_prospecting_tool/ http://www.vorsight.com/index.php/site/using_the_people_search_engine_as_a_prospecting_tool/#When:16:10:00Z We recently discovered Whoozy, "The People Search Engine." This site is extremely useful for prospecting because it aggregates data from all social networking, search engine, photo/video sites and puts it in an easy-to-use interface. We recently discovered Whoozy, "The People Search Engine." This site is extremely useful for prospecting because it aggregates data from all social networking, search engine, photo/video sites and puts it in an easy-to-use interface. When you search for a prospect, for example, "John Smith," you will be directed to a page with all the Social Networking results for all people named "John Smith." The Social Networking results pull from: Whoozy profiles Twitter LinkedIn Facebook Myspace Classmates.com Xing So instead of searching on each one of those sites, or sifting through search engine results, all social profiles are on one page allowing you to quickly search through titles and photos to find which "John Smith" is your prospect. The next search result page is "Search Engine." This page features results from top search engines Google, Yahoo!, Bing, as well as News and Blog results. The "Photo/Video/Audio" page shows all results for our prospect from search engine Image searches, Flickr, and YouTube. The last search result page is "Personal." This shows any "Related Persons," any "Facts," "Tags," "Email Addresses," and/or "Documents" associated with your prospect. Some other helpful features are the ability to set up email alerts that are automatically sent to you when there are new results for the person, the ability to share search results, and the ability to filter results by a tagged keyword. For other tips on Prospecting Tools, check out Using LinkedIn as an Effective Prospecting Tool and Are you Making the Best Use of your Prospecting Tools? Sales Tools, Prospecting 2010-03-09T16:10:00-05:00 http://www.vorsight.com/index.php/site/do_you_have_a_caller_id_strategy_for_cold_calling/ http://www.vorsight.com/index.php/site/do_you_have_a_caller_id_strategy_for_cold_calling/#When:15:51:00Z When conducting sales training, the most common challenge I hear from sales people is, “I can’t get anyone on the phone.” Caller ID largely causes and can help you solve this problem. Consider the following to flip the tables and make caller ID your ally When conducting sales training, the most common challenge I hear from sales people is, “I can’t get anyone on the phone.” Caller ID largely causes and can help you solve this problem. Consider the following to flip the tables and make caller ID your ally: Are you blocking your outbound caller ID on every call? Or do you selectively block your number? When phone stalking or call blitzing, can being a ghost work to your advantage? Why is it that calling the direct 10 digit phone number more than doubles the likelihood of your prospect answering the phone vs. calling through the switchboard? Is being transferred internally within the company an ethical way to increase the number of prospects you talk to? Are you familiar with the concept and do you practice double dialing as part of your calling strategy? Do you utilize multi-person calling as an approach to dealing with assistants? When would you want to alternate between blocking and unblocking your caller ID and what is the advantage of alternating? Have you thought through how caller ID affects your prospecting effort and ability to identify the correct executive with direct contact info? Having a simple caller ID strategy will increase the number of live connects that a sales person gets from as little as one to as many as five in a day. If you are in field sales, channel sales, lead generation, inside sales, or a value added reseller, you need to be thinking about how caller ID is affecting your ability to talk to more potential customers and close more business. Sales Tips, Cold Calling 2010-02-16T15:51:00-05:00 http://www.vorsight.com/index.php/site/3_tips_for_writing_successful_sales_emails_to_a_prospect/ http://www.vorsight.com/index.php/site/3_tips_for_writing_successful_sales_emails_to_a_prospect/#When:21:36:00Z A successful introductory email to a prospect is about generating the prospect’s interest and getting a response. With an introductory phone call, you would also determine if there is need; this is trickier via an introductory email. There are many factors contributing to whether or not the prospect will even read your email (timing, spam filters, etc). Once your email does land in front of your prospect on the screen, you only have a small time frame to make an impact before the prospect moves on to the next email. A successful introductory email to a prospect is about generating the prospect’s interest and getting a response. With an introductory phone call, you would also determine if there is need; this is trickier via an introductory email. There are many factors contributing to whether or not the prospect will even read your email (timing, spam filters, etc). Once your email does land in front of your prospect on the screen, you only have a small time frame to make an impact before the prospect moves on to the next email. How can you generate interest and get your prospect to take action? Keep your subject line simple and professional. Before you click ‘send’, make sure your subject line gives the prospect a reason to open the email. Would you open the email if you were on the receiving end? Keep the body of your first email brief. As you send additional emails in the future, you can build value based on what you’ve already sent. However, the most surefire way to have your email deleted right away is to send a lengthy email pitching features and benefits before you even have the prospect’s attention, and before you’ve generated any interest. Make sure there is a call to action in your message. Too often, sales emails are sent with no call to action, or a call to action that automatically gives your prospect an ‘out.’ With no call to action, it’s easy for your prospect to simply delete your email. “Please let me know if you want to talk,” gives your prospect an easy out. The prospect likely won’t call you back even if they do have a small amount of interest; this doesn’t give your prospect a chance to ask questions and it doesn’t give you a chance to evaluate your prospect’s situation. Further, if your prospect is genuinely not interested or has an objection that is new to you, there is no way to learn from it, as you’ve closed yourself off from having discussion with the prospect. What tips do you recommend when writing sales emails? Sales Tips, Sales Emails 2009-12-31T21:36:00-05:00 http://www.vorsight.com/index.php/site/evaluating_meeting_scheduling_vendors/ http://www.vorsight.com/index.php/site/evaluating_meeting_scheduling_vendors/#When:21:34:00Z Is your company considering working with an outsourced meeting scheduling firm? What is the difference between an outsourced meeting scheduling firm and a telemarketing firm? When evaluating outsourced meeting scheduling firms, there are some things to consider. Is your company considering working with an outsourced meeting scheduling firm? What is the difference between an outsourced meeting scheduling firm and a telemarketing firm? When evaluating outsourced meeting scheduling firms, there are some things to consider. In a down economy, every sales manager is looking for an edge. How are they going to get their sales team to hit a quota that seems impossible? There are many things a sales manager can do to help their sales team, but one sure fire way to increase sales is to increase the number of new qualified sales meetings for their team to go on. There are several issues with asking a team to increase time on the phone to cold call. Experienced sales people are too busy trying to close deals. These sales people feel “above" cold calling, and they probably hate picking up the phone to prospect new buyers. Managers are now left with several options, which include: hiring a team to prospect and set up meetings hiring an outsourced meeting scheduling firm to schedule meetings for them If you have decided to outsource your sales meeting scheduling function, how do you decide which vendor is the best fit for your situation? There are many vendors in this space that do very similar things. The major difference between vendors is in the quality of meetings they set up. The best vendors to schedule sales meetings partner with their clients, and work directly and closely with the client sales team. The actual meeting schedulers on telemarketing teams usually don't work closely with the client sales team; their function is to call through a list and push meetings. This may work to an extent, but the quality of the meetings may be lower, and the rate at which scheduled meetings actually occur will be lower. A great vendor and the team assigned to the client should spend a lot of time to identify the exact type of prospects in an organization that their client want to speak with. The outsourced meeting scheduling team ahould also qualify meetings before scheduling; they should identify the responsibilities of the prospect executive, what the executives are working on and gauge the interest of the service offering of their clients. At the end of the day, anyone can set up sales meetings, but only a select few can set up quality meetings. Be sure to ask for references from any vendor that you consider working with. Look for a vendor that is able to schedule over 95% of their meetings with the right prospect and ensure the meeting occurs the first time. Sales Management 2009-12-11T21:34:00-05:00 http://www.vorsight.com/index.php/site/6_ways_to_use_praise_as_an_effective_sales_management_tool/ http://www.vorsight.com/index.php/site/6_ways_to_use_praise_as_an_effective_sales_management_tool/#When:21:30:00Z There are many ways to reward your sales team. There are cash rewards, non-cash rewards, extra time off, outings and events, just to name a few. Praise is often overlooked, though it can be a very powerful tool. There are many ways to reward your sales team. There are cash rewards, non-cash rewards, extra time off, outings and events, just to name a few. Praise is often overlooked, though it can be a very powerful tool. Try these tips below as a way to further recognize the hard work of your sales team. In addition to recognition at sales meetings, try giving praise in writing via email (or even a written letter or note). Praise members of your sales team publicly, especially when they are not around. Positive gossip is a great tool. Do something for your sales team personally if they hit a pre-determined team goal. As a sales manager, remember that your team wants to work for those that are not too busy to spend time with them. Recognize top performers by encouraging them to help others. They can do this by working with others on the sales team to share resources and provide constructive feedback. Though it's great to have HR recognition programs, front line recognition from sales managers is also essential. What are some of the ways that you use praise to encourage your sales team? Sales Motivation, Sales Management 2009-12-04T21:30:00-05:00 http://www.vorsight.com/index.php/site/sales_objection_call_me_after_the_new_year/ http://www.vorsight.com/index.php/site/sales_objection_call_me_after_the_new_year/#When:21:24:00Z There are two times of the year when prospects categorically write you off; during the winter holidays and summer. Seasoned executives shrewdly use the excuse, “Call me back after the New Year” as an easy way to get you off the phone, delay having to meet with anyone, and postpone any additional decision making. Why, then, does this objection work so well in getting salespeople to back off? There are two times of the year when prospects categorically write you off; during the winter holidays and summer. Seasoned executives shrewdly use the excuse, “Call me back after the New Year” as an easy way to get you off the phone, delay having to meet with anyone, and postpone any additional decision making. Why, then, does this objection work so well in getting salespeople to back off? Most salespeople don’t even attempt to overcome this objection. How can you overcome this objection? Explain to your prospects the value that similar executives get out of an introductory meeting. This may cause them to prioritize a meeting with you. Pitch value, not features and benefits. Remind your prospects that the holidays align well to many budgeting decisions. If they are going to do any work with you, now is the time for you to be talking. This is when many executives figure out what they need to accomplish and what resources they need to get it done. Things to think about: What business issues will you help these executives think through during a scheduled live or phone meeting? What value will you provide in the meeting besides simply presenting your products and services? What tactics will you use to overcome this objection? Sales Tips, Sales Motivation 2009-11-20T21:24:00-05:00 http://www.vorsight.com/index.php/site/are_you_making_the_best_use_of_your_prospecting_tools/ http://www.vorsight.com/index.php/site/are_you_making_the_best_use_of_your_prospecting_tools/#When:23:35:01Z Do you have a Hoover's subscription? Hoover's is just one tool that you can use gather detailed business reports and profiles of accounts and prospects that you are targeting. Hoovers is also a great way to build targeted and specific account lists to prospect. Hoover's has recently partnered with the Jigsaw business directory and LinkedIn to help you find more of what you need in one place. Are you making use of these additional tools? Do you have a Hoover's subscription? Hoover's is just one tool that you can use gather detailed business reports and profiles of accounts and prospects that you are targeting. Hoovers is also a great way to build targeted and specific account lists to prospect. Hoover's has recently partnered with the Jigsaw business directory and LinkedIn to help you find more of what you need in one place. Are you making use of these additional tools? Hoover's Jigsaw add-on gives you access to 7 million more contacts than Hoover's alone, complete with email addresses. Hoover's recent partnership with LinkedIn is a free feature; it allows you to input your LinkedIn account, and see how you might be connected to folks at your target accounts as you browse for information. This is something you might be able to do on your own on the main LinkedIn site, but is helpful if you are already on Hoover's gathering information; it gives you a quick overview as to how you're connected with people in the accounts you are already researching. Have you used either of these features? Let us know what you think of them. What other time saving resources or tips do you have to make the best use of your prospecting tools? Sales Tips, Sales Tools, Prospecting 2009-11-12T23:35:01-05:00 http://www.vorsight.com/index.php/site/making_cold_calls_is_like_playing_third_base/ http://www.vorsight.com/index.php/site/making_cold_calls_is_like_playing_third_base/#When:21:22:00Z A third baseman could stand ready during an entire game and never have a ball hit his way. But every time the pitcher throws a pitch to home, the third baseman gets in his ready stance in case the ball gets hit his way. Just like making cold calls, you dial the phone all day and sometimes no one picks up. A third baseman could stand ready during an entire game and never have a ball hit his way. But every time the pitcher throws a pitch to home, the third baseman gets in his ready stance in case the ball gets hit his way. Just like making cold calls, you dial the phone all day and sometimes no one picks up. But, you have to be ready in case they do. This means changing your physical and mental approach. If you aren’t prepared, your call will fail. If the third baseman isn't prepared for the ball to come his way, he might have a delayed reaction, he might miss the ball, he might cause an error, or he might let a run score! So the next time you make cold calls, try being ready for your prospect to pick up, instead of expecting the usual ringing and voicemail messaged. Change your posture and state of mind, and expect that your prospect will pick up every time you dial. Sales Tips, Cold Calling 2009-11-02T21:22:00-05:00 http://www.vorsight.com/index.php/site/are_your_prospects_reading_your_emails/ http://www.vorsight.com/index.php/site/are_your_prospects_reading_your_emails/#When:20:54:00Z When sending emails to new prospects, are you getting a decent response rate? Is your email standing out among the hundreds of spam and vendor emails your prospects are receiving daily? There are a few things you can do to help ensure that your email is opened, read, and not marked as spam. When sending emails to new prospects, are you getting a decent response rate? Is your email standing out among the hundreds of spam and vendor emails your prospects are receiving daily? There are a few things you can do to help ensure that your email is opened, read, and not marked as spam. Is your subject line prompting your prospect to open the email? The subject line is the first place to start. Your subject line should be compelling and attention-grabbing without sounding "spammy." Not sure what works best? Test out a few different subject lines with your prospects. Is your email content compelling? Many times our e-mails get ignored because of the nature of the message. You’re not a spammer. So why does this happen? Sending an email just to "check in" is often not enough. Your prospect wants useful information from you, so be sure to add value or call to action with each email you send. It’s also important to be concise from the very beginning; make it crystal clear why you are sending the e-mail, whether it be to provide an update of information or for their review. Is your timing right? Think about when your prospect might be most likely to open their email. Do you think your prospect’s inbox is flooded with emails in the morning? If so, try to reach him mid-morning. Does your prospect’s assistant screen their email? If so, try early evening after the assistant has gone home but while the prospect might still be at their desk. Is your mail being marked as spam? Certain words in your subject line or sometime even the body of the message, can cause your email to be marked as spam. Sounding "spammy," WRITING IN ALL CAPS, and using excessive punctuation are just some of the Spam Filter triggers that will cause your email to be flagged. MailChimp has recently put out an article on how Spam Filters think, and how to avoid common pitfalls when writing emails. Make sure to check out MailChimp’s Article. The key to getting your email read is to continue trying new approaches. If you continue to use the same tired email template over and over again, you’ll always get the same results. Be sure to test subject lines, tweak your content, plan your timing, and avoid the spam filters! Sales Emails, Prospecting 2009-10-21T20:54:00-05:00 http://www.vorsight.com/index.php/site/what_is_your_biggest_fear_when_cold_calling/ http://www.vorsight.com/index.php/site/what_is_your_biggest_fear_when_cold_calling/#When:18:41:00Z The biggest fear many cold callers face is a fear of rejection. There are many ways to deal with rejection before it occurs and after. Rejection can come in many forms, such as: Fear of hearing "no" Fear of not being able to answer a prospect's question Fear of being hung up on Fear of negative feedback There are many ways to address cold calling fears, and many articles available online, such as those surrounding positive thinking, visualizing different outcomes, and focusing on the prospect rather than yourself. The biggest fear many cold callers face is a fear of rejection. There are many ways to deal with rejection before it occurs and after. Rejection can come in many forms, such as: Fear of hearing "no" Fear of not being able to answer a prospect's question Fear of being hung up on Fear of negative feedback There are many ways to address cold calling fears, and many articles available online, such as those surrounding positive thinking, visualizing different outcomes, and focusing on the prospect rather than yourself. No matter which technique you decide to employ, having a positive attitude is not only important, it's essential. Potential customers want to speak with a salesperson who is confident about their product or service. If you don't believe in your product or service, neither will your prospect Cold Calling 2009-09-23T18:41:00-05:00