1. Proven Techniques to Increase
Prospect Response Rates
March 12, 2012

2. Proven Techniques to Increase Prospect Response Rates
• Cold calls and email blasts used to be a favorite tactic of
sales and marketers until only a few years ago
• Customers have been tuning out in increasing numbers,
instead relying on recommendations from colleagues, peers,
and communities when they need to connect
• In this session, you’ll learn what makes prospects respond to
your calls and which techniques to use for increasing
prospect response rates
SLIDE :2

3. Your • Joanne Black
Presenters – No More Cold Calling®, Founder
• Mike Hack
– InsideView, Account Executive
• Apryl Hanson
– Blytheco, Director Customer and Partner Strategy
• Brett Gabel
– Symplified, Regional Sales Manager

4. Discussion • Proven Techniques to Increase
Topics
Prospect Response Rates
• Why referrals are gold
• What it takes to adopt referral selling
• Leveraging your connections to get to the right people
• Using referrals throughout the sales funnel
• Linking InsideView and social media for referrals

5. Questions?
SLIDE :5

6. Key Takeaways
1. The 5 components of your referral
business
2. Three referral traps to avoid
3. Two funnel strategies you hadn’t
considered
4. Identify new referral partnering
opportunities
5. The steps to link InsideView with referrals
SLIDE :6

7. No More Cold Calling
• Why referrals work
• The 5 referral disciplines
• What it takes
SLIDE :7

8. Connect • Joanne Black
With Us – joanne@nomorecoldcalling.com
• Mike Hack
– mike.hack@insideview.com
• Apryl Hanson
• ahanson@Blytheco.com
• Brett Gabel
• bgabel@symplified.com