egrabber & renbor sales solutions inc....3 speakers profile clinton rozario product manager |...

1

eGrabber & Renbor Sales Solutions Inc. Present

Time – Prospecting and Getting Jump on both & Account-Researcher

Time – Prospecting And Getting the Jump on Both! February 4, 2014

@TiborShanto #egrabberwebinar

www.egrabber.com/ar www.SellBetter.ca (855) 25-SALES

3

Speakers Profile

Clinton Rozario Product Manager | Software Architect eGrabber Inc.

Rich Kumar Customer Success Manager eGrabber Inc.

Tibor Shanto Chief Sales Officer Renbor Sales Solutions Inc. @TiborShanto

Speaker

Speaker

Moderator

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Tibor Shanto - @TiborShanto Clinton - @clintonrozario eGrabber - #egrabberwebinar

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Tibor Shanto

• Principal – Renbor Sales Solutions Inc.

• Drive numbers by building top sales performers through process and behavioural change

• Focus on Execution



Commitment to Action





Today’s Focus

• Have Time Work For You

• Setting Up Prospecting Success

• Execution



• Sales (All) people will do one of two things: – Execute

– Excuses

• Execution – Everything Else is Just Talk

Taking Action

#egrabberwebinar

Sales Revenue

$$$$$$$

Profit Prospects

Dir

ec

t

En

ga

ge

me

nt

@TiborShanto


Always Have

• Skills

• Relationships

• Excuses

Always Short ON

• Time

• Resources

• Leads/Prospects



Sales Realities

• Time – The Great Equalizer

• Sales people don’t run out of skill – They run out of time!

• 1760 Hours – Investment Capital How do you Maximize your ROT?

Return On Time



Time

Time

• There are only two things you can do with Time

• Clue: One of them is not Manage it!

• You can Use It or Waste It

• Time Management – A stupid Concept



#egrabberwebinar

• You can only allocate time, you can’t manage it

• You can manage activities within the time allocated!

Prospecting

Selling

Acc’t Mgent

Admin

Prep/research

Prospecting %

Selling %

Acc’t Mgent %

Admin %

Prep/research %

%

%

%

@TiborShanto


Time Allocation


Manage Activities


Another Stupid Concept



Just an opportunity to not get a whole bunch of things done at once

Multi-Tasking

Industry Clasification or

Type of Business

Total in My

Territory

Number I

have as

Customers

Remaining

Prospects

Potential

Revenue

Profile



Segment & Target

Target

Market

70%

Status Quo

Timing

70%

Status Quo


75% of customers who leave or switch vendors for a competitor,

when asked, say they were ‘satisfied or completely satisfied’

with the vendor they left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson

Old Perception: Happy – Not Looking = Closed to alternatives Yet to be presented or perceive a solution worth switching for!

70%

Status Quo


75% of customers who leave or switch vendors for a competitor,

when asked, say they were ‘satisfied or completely satisfied’

with the vendor they left, at the time they switched.

‘Customer Loyalty Guaranteed’ Bell & Patterson

70%

Status Quo


@TiborShanto

Account-Researcher

#egrabberwebinar


1. How Account-Researcher Can Help You Reach The Right People On LinkedIn® With The Right Info.

Find Decision

Maker of Any Company

Li Profile

Find Email / Phone of LinkedIn / others..

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

BACK NEXT HOME

• How Append email &

Phone works?

• Account-Researcher

Pricing

• Missing Email • Missing Phone • Missing other Social Media links • Will they ‘I-Don't-Know’ my request?

3rd Degree

Fellow Group Member

2nd Degree

Find Decision


Li Profile



BACK NEXT HOME


Phone works?


Pricing

Click Account-Researcher 3rd Degree

Fellow Group Member

2nd Degree

3rd Degree

Find Decision


Li Profile



BACK NEXT HOME


Phone works?


Pricing

Email

Phone

Social links

3rd Degree

Fellow Group Member

2nd Degree

3rd Degree

Internet

Membership Directories

Financial Documents

White Papers

Company Website

Search Engines

Social Profile

Forums, Discussions,

Chats

Proprietary Database

News &

Press

Patents

Blogs

Social Networks

Sources Found Email Projected Email


BACK NEXT HOME



Phone works?


Pricing

Find e-mail & Phone

Patent Accuracy

Find Decision


Internet

Sources Found Email Projected Email Accuracy


BACK NEXT HOME



Phone works?


Pricing

Find e-mail & Phone

Patent

Find Decision


If Found on the Internet

95%+ Hit Rate

Intelligent Statistical Projection

3x more accurate than guessing

Find all Information on Public Internet

Sources Found Email Projected Email Accuracy

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Phone works?



Pricing

Patent


Find Decision


We’ve patented this Email Append Process!


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Phone works?



Pricing

Patent Sources Found Email Projected Email Accuracy

Find Decision


Find Decision


Li Profile



BACK NEXT HOME


Phone works?


Pricing

Click Account-Researcher 3rd Degree

Fellow Group Member

2nd Degree

3rd Degree

2. How Account-Researcher Can Help You Find Decision Makers in any Company.


Find Decision Maker of Any Company


BACK NEXT HOME

• Missing Name • Missing Email • Missing Phone • Missing Company Info • Missing Talking Points

Need Decision Maker


Phone works?


Pricing




BACK NEXT HOME

Need Decision Maker


Phone works?


Pricing

Input Company Name

click




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Need Decision Maker


Phone works?


Pricing

Decision Maker List




BACK NEXT HOME

Discovery Trail


Phone works?


Pricing




BACK NEXT HOME

Co

mp

any

Pro

file


Phone works?


Pricing

Company Research




BACK NEXT HOME


Phone works?


Pricing




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Phone works?


Pricing

You Have 10 Sec To Impress Your Prospect On A Cold Call Research Your Prospects Effectively

P3

Other Sources


BACK NEXT HOME

Find Decision



Missing fields in CRM

Leads in emails

Tradeshow lists

News / Press Releases

Anywhere…

Find Missing

Missing Email

Missing Phone

Missing Address

Missing Other Info


Phone works?


Pricing

Input Name + Company

Full Business Card

Transfer to


BACK NEXT HOME

Find Decision




Phone works?


Pricing

Transfers To Excel 2013

Outlook 2013

ACT! 2013

CSV format …

Salesforce.com

PCRecruiter.com

Account-Researcher Summary

Grab any LinkedIn Profile & Append E-Mail/Phone.

Find Decision Makers At All Levels in B2B & B2C Companies.

Get Insightful Prospect Information, Conversation Initiators.



Potential to Close

10

X

X

X

X

X

X

X

X

X X

X

X

X

“What’s in Your Pipeline?” 10


Opportunity Matrix

Risk Avoidance

Financial

Productivity

Time Shifting

Self-Interest



Why Do People Buy

Increase # of calls Save fuel & Inventory costs

1 more call per truck

Tracks Assets & Inventory control Response time On the spot billing

Shorter collection periods

Increased return on assets Green


#egrabberwebinar

• How can you directly support their goals?

• Can you help resolve their biggest issue?

• Can you help them reduce risk?

• Can you add value to their services?

• Can you enhance their reputation?

• Can you reduce their cost of doing business?

Win – Lose – Draw – 360o Deal Review @TiborShanto


Talk Track



Speak Their Language

• Time Does Not Make Itself

• Target

• Know Your Target

• Create an Environment for Communication

• Execute • Execute: Everything Else Is Just Talk!



In Conclusion

Write Down Three Things You Will Put Into Practice When

1)

2)

3)



Time To Commit

Tibor Shanto

http://influencers.smallbiztrends.com/story.php?id=3966

http://www.topsalesworld.com/topBloggers.php

http://topsalesworld.com/topsalesinfluencers/top-50-sales-marketing-influencers-2013/

http://labs.openviewpartners.com/top-sales-influencers-for-2013

Offer: Fully Functional 7 Day Trial

We will be sending you:

•Trial Download Link

•Fully Functional 7 Day Trial

We’d love to hear from you

•[email protected]

Rich Kumar Customer Success Manager - eGrabber Inc [email protected] Phone # :- 408-516-4566


mailto:[email protected]


Pricing


BACK NEXT HOME


Find Decision


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Phone works?

Account-Researcher Pricing


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Monthly Subscription $79.95/License No Long term commitment


Phone works?

Until 2:00 PM PST Today $25 OFF – on Monthly [1st Month Only]

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Yearly Subscription $875/License $150 - Email and phone support


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Phone works?

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Q & A Session

#egrabberwebinar

facebook.com/AccountResearcher

Join community for continuous learning

Today’s webinar #Hashtag

Website: www.egrabber.com/ar


Thank you Tibor Shanto Principal

Renbor Sales Solution$ Inc.

(855) 25-SALES

[email protected]

www.SellBetter.ca

www.SellBetter.ca/blog

twitter.com/TiborShanto

Webinar Download Material: http://is.gd/egrabber



http://www.sellbetter.ca/

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Thank You !!!
