2. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Prospecting It’s like mining for gold...right?

3. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Cold calling is “Hit or Miss” my guys are tired of making 300 outbound phone calls for one appointment I get involved in sales cycles too late I call back and learn they bought from someone else What We Learned Phone Dealer Comments Sometimes I don’t even get invited to bid Buyers tell me all the vendors look and sound the same

4. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California My customers buy from my competitors People don’t know I’m an option Some buyers don’t even know I exist I have nothing of value to give to prospects when I call them What We Learned Phone Dealer Comments I’m not perceived as “an expert” The buyer today is different than the buyer from before

5. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California There are three buyer types: Economic Buyer – the guy who controls the purse strings Technical Buyer – the gatekeeper who eliminates vendors User Buyer – the end user influencer What We Learned Phone Dealer Comments

6. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Sales Prospecting Perspective What is your target market? –50-100 employees How many potential customers in your market? –2000 Avg phone system life cycle… –5 years Businesses buying systems per yr/mo… –400/33 Odds of prospecting one of those 33 businesses… –1.65%

7. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Phone System Buying Cycle Prospect’s Interest $ $ $ Just Purchased or Upgraded Phone System Compelling Event: Office Move Company Growth Voice Applications New Technology Time Interest Level Low High

8. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Phone System Buying Cycle Cold Calling – Hit or Miss $ $ $ Interest Level Low High Just Purchased or Upgraded Phone System Compelling Event: Office Move Company Growth Voice Applications New Technology Time XXX X XX X X X XX X X – Cold Calls, etc. Cold Calling here gets what type of response? Is this a better time to cold call? Green Zone

9. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Phone System Buying Cycle Prospect’s Interest Interest Level Low High $ $ $ Just Purchased or Upgraded Phone System Compelling Event: Office Move Company Growth Voice Applications New Technology Time Hopper System Green Zone

10. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Cold Calling is NOT Like Mining for Gold The material found by the miner will never be gold… while almost all of the prospects that don ‘t buy today will buy tomorrow

11. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California How many “no”s” to get one “yes” Provide those “no’s” with value added information regularly? Educate them about the industry and technology Build value with the prospect

12. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California …How do I consistently contact my target market? …How do I nurture my target market with value-added information? …How do I position my company as the one to do business with? …How do I reach all three buyer types?

13. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California

14. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California

15. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Cultivate ALL contacts –Build value –Educate –Engage Harvest the results

16. www.itexpo.com October 10-13, 2006 San Diego Convention Center, San Diego California Thank you…