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Sphere of Influence Selling: The Key to Initial Engagement
As promised, we continue our journey into the elements of effectively using “Sphere of Influence” selling.
Why
use “Sphere of Influence” for your initial engagement? The reason is
simple. The strategy behind SOI is to create engagement.
Creating
engagement means creating awareness, curiosity, and an impetus to act.
Sales and marketers have long known that the higher the level of
awareness and curiosity, the stronger the likelihood of engagement and
ultimately to close a sale.
Sphere of
Influence techniques start with ...
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Case Study
A Sales Person’s Perspective
Having over 20 years of sales experience, I’ve always been searching
for an easier way to find the information about a company or contact
while going after that next big sale. I’ve used all the traditional
data sources, lists and even searched the Internet for hours on end
only to find that the information wasn’t correct, took forever to find
or worst yet not where I was looking.
That’s all changed when I found Broadlook’s ProfilerX. This tool
makes it easy to find what you looking for from both traditional data
sources and the Internet. No more looking here and there or late nights
searching the Internet only to come up empty handed. I just plug in the
URLs for the companies I’m looking for information on and let it run. I
don’t waste my time looking for data anymore; I spend it talking to the
people that can place orders.
One major advantage is the fusion of both real time and traditional
database sources. Having the ability to target by revenue, number of
employees and industry has always been important. With ProfilerX, I can
target prospects using any or all of these. With a few clicks,
ProfilerX creates a comprehensive, up–to–date picture with detailed
contact information. It brings back the best of both worlds, real–time
and business data base information from Hoovers.
The net of my experience so far, ProfilerX saves me time, makes me
more efficient and increases my hit rate exponentially. If you are in
sales, marketing or business development you have got to see this
revolutionary next generation prospecting tool.
Mike Pridavka – Founder Datasentials
datasentials.com
Did You Know?
Tips & Tricks from Our Training Group
Would A List of 37 Million Company be a place to start?
In May, Broadlook launched ProfilerX. Part of what ProfilerX brings
to the table is to tap into traditional databases like Hoovers. With
ProfilerX, you now have the ability to create a plan, leveraging
searches by Industry, Revenues, Geography, and more. Since ProfilerX
has premium access to Hoovers, there are over 37 million company
records to pull from. Then, you can profile them to get the best
real–time information available.
Taking Your Experience to the Next Level
The Bottom Line Impact of the Client Experience
You have invested in the Broadlook Suite to drive your business. Your excited, and now its time to use the Suite. Now what?
The
process of on–boarding, bringing your team up to speed, is a mutual
investment for your success. We are committed to getting you up and
running, leveraging your investment to get results. Since March, we
have transformed on–boarding, and the bottom line, it’s paying off.
We
have received quite a number of e–mails, and wanted to share a sample
of what we are hearing. Here is an excerpt from a recent message in the
on–boarding process:
“After a lot of time and
effort put forth by Mike Tischer and the training seminars (John White) does, we
had the lights go on. Jim down loaded 893 companies this morning and
sounds like someone that just got a new lease on life.”
“Being
the guy responsible for the revenue stream I was very much in the mode
of ‘hurry up’. With the lights coming on this morning it is apparent
the revenue stream should be just fine now.”
“Thanks again for all your help.”
Jack De Jong
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