Sales Support

Brand Leadership Marketing works with companies in the B2B world by providing effective selling tools for trade show display, sales kits and sell sheets, corporate videos for online streaming videos, expert interviews, testimonials, forums, case studies.  All of these provide important sales support tools to present your company and your product as a leader.

We can also assist you by taking it another step further…because: “Nothing happens in business until somebody sells something.”

Evelyn Wexel, Sales Development expert, works with companies who have a B2B product or service to sell that requires getting their top sales professionals in front of prospects to present their solution and advance the sale towards closing a deal.

Why clients hire me to get sales meetings

I am a sales hunter and prospecting expert whose mission for clients is to fill their sales pipeline with new business.  Working as a contractor representing your company, I contact your target sales prospects by phone, present your value proposition, and acquire sales meetings with the executive decision-makers of companies you want to do business with.   Once a meeting with a qualified prospect has been booked, I handle the scheduling and confirmation directly with your designated sales rep.

As a contractor, I work on a Pay for Performance basis, billing you a set fee per sales meeting sold. I get paid only when you get a meeting with a decision-maker based on the qualifying criteria we establish upfront. This gives you control over your sales support budget and ensures that your top sales reps are in front of clients doing what they do best – selling.

If you have a product or service with a sales value of at least $10,000, this Pay for Performance business model will produce a good ROI for you.

The agreed upon fee per meeting depends on the key drivers in your selling environment:

Most sales reps hate cold calling and would rather do almost anything else than cold call to new sales prospects.  Making 50 calls per day is unlikely to happen.

What does happen when you hire me to set qualified sales appointments is this:

  1. You engage a prospecting expert with broad knowledge of business and vertical markets to professionally represent your company, your product or service.
  2. You qualify suspects and move prospects further along the relationship curve by having me engage them in a dialog that elicits pain points and uncovers needs for your solution.
  3. Your sales rep steps in to engage with the prospect positioned as the expert capable of adding value and addressing the prospect’s needs.
  4. You get your top performing (and highest paid) sales executives in front of decision-makers more often and allow them to focus on closing new business.
  5. You shorten their selling cycle and reduce your cost of sales.
  6. You ignite your sales force!

Please allow me to call you to discuss getting more sales meetings and learn if my service is a fit with your plans for growing sales.

Evelyn Wexel (416.364.2774)

 

 

EvelynWexel

I am a sales hunter and prospecting expert whose mission for clients is to fill their sales pipeline with new business.  Working as a contractor representing your company, I contact your target sales prospects by phone, present your value proposition, and acquire sales meetings with the executive decision-makers of companies you want to do business with.   Once a meeting with a qualified prospect has been booked, I handle the scheduling and confirmation directly with your designated sales rep.

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presentation on
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Pay for Performance model for complete budget control
Because you pay only for sales meetings that fit your criteria and for the number of meetings you want to fill your pipleline, you are in complete control of your sales support budget.

To determine what is a fair price per sales meeting, it's a good idea to first take stock of: What does it actually cost you when your sales reps do their own appointment setting?

Here is an example of what it costs when your sales reps cold call to set their own meetings:

Sales Rep Annual Compensation

Per Month

Per Day

Cold Calls made to Sales Prospects

Cost per Phone Call

Live contacts per Day

Cost of each Sales Conversation

$120,000

$10,000

$500

25 per day

$20

2 new sales conversations

$250.00

$100,000

$8,333

$417

25 per day

$17

2 new sales conversations

$208.33

$85,000

$7,083

$354

25 per day

$14

2 new sales conversations

$177.08

$75,000

$6,250

$313

25 per day

$13

2 new sales conversations

$156.25


What has happened to drive up the costs

In 2009 the cost of reaching new prospects and closing deals increased substantially.  If it took 10 sales prospects in your sales pipeline to close one sale last year, in 2009 it took 2 or 3 times as many.  The result? More selling resources are needed to close new sales.  Hence, it has become more important for companies to fully understand their actual cost of sales, and then to invest wisely in more cost effective selling strategies that bring in the business and drive new revenue.

A salesperson in year 2000 that made 50 sales calls per day probably got to speak with 8 or 9 sales prospects on the phone. Today, that sales rep is lucky if they reach 2-3 prospects on the phone each day.  Why?  Prospects who can conduct business via email or blackberry spend less time in their office available to take calls.  When people do take calls, it is more difficult to get their attention.  It takes perseverance and discipline, combined with effective engagement tactics to get the meeting. That’s where I come in.