The Front End of the Sales Cycle

Want to close more sales? Then you better do a better job at the FRONT end of the sales cycle. Learn how to get more decision makers on the phone with Steve Richard of Vorsight.

Take a 3-minute web survey for a chance to win an iPad 2 or Kindle Fire: http://www.bridgegroupinc.com/motivation_survey.html

01:00 Ice To Eskimos?
02:00 Steve Richard's work history, including a role as a CNBC contributor
02:30 Why does Steve focus on the front-end of the sales funnel?
03:30 There is a lot of junk in the pipeline prohibiting velocity
04:00 The philosophy of a sales cylinder versus a sales funnel
04:30 Knowing your client's profile, how to find those contacts and then determine the influencers and their direct lines.
05:15 Kevin is intrigued by the 3x3 Research Approach
07:00 3x3 Research creates possibilities for engagement with a lead
09:00 If you can double your direct lines you can triple your results.
10:00 Steve navigates the gatekeeper live on the air.
12:00 Star - Pound - Four on Cisco works a miracle.
13:00 Putting the extra effort into every single phone call.
16:00 DEPT = DNA Environment Performance Technology
18:00 Tips for sales managers: go look at your job openings! Would you want this job?
19:00 Steve's Call To Action: Download the Vorsight Sales Prospecting Training Curriculum www.tinyurl.com/7wuvlrs
21:00 Take a 3-minute web survey for a chance to win an iPad 2 or Kindle Fire: http://www.bridgegroupinc.com/motivation_survey.html
22:00 The struggles of retention for a new generation of sales professionals

Category:

• Learning & Education

Produced by:

• Mo Ali
• Ryan Summers

Tags:

• LinkedIn
• cold call
• referral
• Business Development
• sales
• pitch
• interview
• email
• voicemail
• phone call
• phone
• SEO
• startup
• entrepreneur
• close
• closing
• CTR
• outbound
• inbound
• leads
• specialization
• CRM
• direct sales
• outside sales
• top down
• process
• tips
• tricks
• techniques
• strategy
• tactics
• sales pitch
• hiring
• training
• contact
• Highrise
• Rapportive
• motivation
• management
• sales job
• B2B
• B2B sales
• advertising
• prospect
• lead gen

[sdubz88]

this is great!

[ThisWeekIn]

@sdubz88 Thanks for watching! Tell us what you want to see more of in the future.

[101AOK]

Now THAT was worth the time to listen. Steve could stand to STAND STILL whilst on camera. He's bouncing his leg or foot and makes him look nervous and you KNOW he's not. Just excited. LOTS of good info there. Good show. Better than others I've seen you guys do. Getting "TO" (mentally) the gatekeeper is paramount BUT getting to the source is rare. Great pointers and focus on the future. Rock on or we'll hurt 'cha bad LOL

[ThisWeekIn]

@101AOK Thanks for watching, and you're right - we all were bouncing with energy during this episode. The live call had us all stoked. How was the duration VS good content ratio in this episode. As the producer, I'm trying to get a quick & tight show from Kevin, packed with good content. Is it still too long/not enough actionable info? Thanks for any comments you've got. -Producer Ryan.

[101AOK]

Producer Ryan...do you have an email I could respond to you at? Prefer not to reply here. Thanks again.

[101AOK]

@VorsightContent Talking with your hands is fine. Constraining yourself doesn't work as you see. Both of you were figiting. TO BE EXPECTED! Well done job. Relax. It was fine. If the content sucked that would be different. You were more relaxed than you think. You kept it going and interesting. Rock on or we'll hurt 'cha bad...lol

[GoldCaller]

Steve, Don't be so hard on yourself! You did a fine job. I'm in the business for close to 30 years. Your presentation is 'head and shoulders' above 95% of most of what I see out there.

[VorsightContent]

I'm totally bummed about looking like I'm bouncing. Fact is I talk with my hands a lot which makes me look like I'm jumping out of my seat because the camera is so zoomed in. Clearly this is my first Skype interview - lesson learned for next time!