I will teach your sales team how to “filter & purge” your target market list of organizations to generate qualified prospects. Your sales employees will learn how to effectively cold call.

1. I will teach your sales team how to “filter & purge” your target
market list of organizations to generate qualified prospects
Dear Marketing and/or Sales Professional:
I have 20+ years of B2B telemarketing, telesales, direct mail and direct reply sales writing experience. I will teach your sales
representatives how to generate quality prospects.
General criteria of a qualified prospect
• The decision maker’s name & title.
• E-mail address-if they provide this information (will ask for fax number if they refuse to give e-mail address).
• Current mailing address, telephone number and website URL.
• A description of the decision maker’s interest in your service or product, and the desired solution.
• Date of follow up, and the type of information requested.
• Their budget and expected time frame for investment-if they provide this information.
• Prospects are Hot (Has an immediate need. Follow up right away), Warm (Will have a need soon. Ask how they want you to follow
up), Cool (May have future needs. Keep on the mailing list and contact quarterly).
I will design a telemarketing script based on your target market & feedback. I suggest you start with a 9-week telemarketing
training program. I charge a $1,040.00 retainer fee for each week. A retainer fee of $9,360.00 for 9 weeks or $4,160.00 for 4
weeks is due before the start of your project. Training options: (a) Conference call for a group of telemarketers for general
training; (b) Calling each telemarketer for customized individual training.
General estimate B2B telemarketing metrics
Please understand the following prospect & lead metrics is just an estimate NOT a guarantee. The metrics could be higher or
lower based on your target market, industry and average closing percentage.
• Average number of dials per week is 200
• Average percentage of decision maker contacts per dials is 10%
o 200 dials x .10 (10%) = 20 decision maker conversations per week
• Decision maker conversations can be with C-level executive’s assistants, middle managers, C-level executives of Fortune 500 companies
and CEOs of small companies. The type of decision maker depends on your target market.
• Average percentage of suspects that convert to prospects is 25%
o 20 conversations x .25 (25%) = 5 leads
• Average number of prospects that close is 20%
o 5 leads x .2 (20%) = 1 sale
• Average number of prospects generated in 9 weeks is 45 (9 weeks x 5 leads)
• Average number of prospects that could produce sales is 45 x .2 (20%) = 9 sales
o When the prospects become sales depends on the ability of your sales team, and your average sales cycle
I look forward to helping you increase sales by teaching your sales representatives how to generate qualified prospects.
Sincerely,
Kennard Brown, MBA
B2B Cold Calling Coach | Direct Reply Sales Writer
848 Mark Place | Columbus, OH 43204
Office: (614) 276-1200 | Cell: (614) 370-9920 Copyright © 2016 by Kennard L. Brown All rights reserved.