#leads to sales tweet book01
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#LEADS to SALEStweetBook01Creating Qualified Business Leads in the 21st Century
Book Excerpt
Subset o the book brought to you by THiNKaha
By Jim McAvoy
Foreword by Richard Whiteley
E-mail: [email protected]
20660 Stevens Creek Blvd., Suite 210,
Cupertino, CA 95014
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Creating Qualified Business Leads in the 21st Century
BOOK EXCERPT Table of Contents (included here)
Foreword by Richard Whiteley
Section I: Introduction/Context
Section II: Lay Out Your Plan
Section III: Evaluate Your Prospects
Section VIII: Conclusion and Path Forward
Appendix B: Favorite Quotation
About the Author
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3#LEADS to SALES tweet Book01
ContentsThis is the Table o Contents (TOC) rom the book or your
reerence. The eBook TOC (below) dif ers in page count
rom the tradebook TOC.
Foreword by Richard Whiteley 13
Section I
Introduction/Context 17
Section II
Lay Out Your Plan 29
Section III
Evaluate Your Prospects 37
Section IV-A
Approach the Gatekeeper 53
Section IV-BApproach the Executive 69
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Creating Qualified Business Leads in the 21st Century
Section V
Dialogue with Your Contact 83
Section VISuccessully Collaborate 107
Section VII
Campaigns 113
Section VIII
Conclusion and Path Forward 119
Appendix A
Principles Are Important 123
Appendix B
Favorite Quotation 133
About the Author 135
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#LEADS to SALES tweet Book01 5
Have you ever stopped to consider?
Creating highly qualified sales leads is one o the mostcritical core competencies o any business. Not doing this
always leads to ailure.
One o the greatest wastes in selling is an accomplishedsales person not getting maximum ace time with
prospects or lack o enough leads.
An even worse waste is when that sales person actuallymakes the ace-to-ace call only to find the lead is
unqualifieda complete bust!
In the hands o a talented sales orce, qualified leads willensure a companys ability to set and meet aggressive
growth targets.
Face-to-ace skills win business rom your prospects.Good admin skills help you find them. Discover ways to
maximize one and minimize the other.
What is the ratio o your ace-to-ace time to your preptime? What should it be?
Foreword byRichard Whiteley
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#LEADS to SALES Tweetdeals with these critical leadgeneration issues and ofers 140 tips that can be adapted tovirtually any sales situation.
Jim McAvoy understands these issues better than anyoneI know. He has made qualified lead generation the core
expertise o his practice.
I have known Jim since he was creating leads in mycompany almost 20 years ago. Since then this has becomeboth his love and his tur.
You will find the wisdom Jim has gained over the years andpresented in sound bite orm to be practical, powerul, andprofitable.
Enjoy the book and make it work for you.
Richard Whiteley
Entrepreneur
Award-winning Author, The Customer-Driven Company
and Co-Author, Customer-Centered Growth
Co-Founder, The Forum Corporation
Principal, The Whiteley Group
Foreword by Richard Whiteley
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Section I: Introduction/Context
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#LEADS to SALES tweet Book01 9
Question: What do gargling
bleach, crawling over broken
glass, and having a root canal
done without Novocain all havein common?
Answer: These are all activities
that high-perorming sales
proessionals have claimed they
would do rather than spend time
cold-calling and ocusing on lead
generationrelated activities.
Section IIntroduction/Context
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Companies o all sizes, in allsectors, consistently grapple with
top-line and bottom-line growth.
1
Highly paid sales proessionals
are hired to advance relationships,
close deals, and bring in revenue.
2
Section I: Introduction/Context
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#LEADS to SALES tweet Book01 11
Sales proessionals
consistently
acknowledge that the
initial step in most sales
processes is prospecting.
3
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Section II: Lay Out Your Plan
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#LEADS to SALES tweet Book01 13
Section IILay Out Your Plan
The contracting phase introducestools that help provide clarity and
ocus to your universe o available
prospects. Laying out the plan helps
you advance your strategy and
understand the associated trade-ofs
involved when selecting specific
prospects you choose to pursue.
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Basic data should include a
potential clients industry,location, and size in terms o
revenue or number o employees.
Typically, there are multiple buying
centers within each firm. Consider
approaching many o them.
18
19
Section II: Lay Out Your Plan
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#LEADS to SALES tweet Book01 15
20The sales unnel o probability
shapes the volume o prospects
needed to hit desired revenue targets.
Identiy 200 qualified names
contacts that are potential buyers.
21
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Section III: Evaluate Your Prospects
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Take time to make sure that all
o your inormation is correct.It shows that you put time and
efort into knowing about the
prospects company and their
business issues. The Master
Database is introduced and
serves as a pivotal tool in
collecting and managing data.
Section IIIEvaluate Your Prospects
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Preliminary research
and evaluation orm
the undamental
basis o knowledge
o the prospect.
29
Section III: Evaluate Your Prospects
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#LEADS to SALES tweet Book01 19
Baseline data includes the
companys contact inormation(telephone and e-mail), physical
address, and website address.
30
It is important to visit the firms
website or specific contact
data or individual decision-
makers and their titles.
31
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Section VIII: Conclusion and Path Forward
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#LEADS to SALES tweet Book01 21
Feel confident. Form a plan o
action and stick to it. This will
lead you on the road to success.
Section VIIIConclusion and Path
Forward
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With a well-executed lead-generation
strategy, the painul days o cold-calling can be greatly reduced, i not
eliminated completely.
138
The old sales approach is being
superseded by a more productive,
upront plan o action.
139
Section VIII: Conclusion and Path Forward
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#LEADS to SALES tweet Book01 23
You may now
move orward more
confidently with a
renewed attitude and
strategy, which will
allow you to exceed
your revenue goals.
140
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Appendix B: Favorite Quotation
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Nothing in the world can take the
place o persistence. Talent will
not; nothing is more common than
unsuccessul men with talent. Genius
will not; unrewarded genius is almost
a proverb. Education will not; the
world is ull o educated derelicts.
Persistence and determination aloneare omnipotent. The slogan Press
On has solved and always will solve
the problems o the human race.
Calvin Coolidge
30th President of the United States
(1872 - 1933)
Appendix BFavorite Quotation
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About the Author
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About the Author
Jim McAvoy, ounder and president o JWMcAvoy & Company Ltd., hasalmost twenty-five years o experience maximizing sales results or clients
in a wide range o industries rom boutique firms to Fortune 500 companies.
He has helped his clients secure $60 million o incremental revenue to date
using his proven L.E.A.D.S. process or lead creation.
McAvoy holds a BA in Economics and History rom the College o William
& Mary. He also attained the Certified Employee Benefits Specialist (CEBS)
designation, which is conerred by a partnership o the International
Foundation o Employee Benefit Plans and the Wharton School o the
University o Pennsylvania. Mr. McAvoy can be contacted at 610-374-2443 or
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Creating Qualified Business Leads in the 21st Century
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