http://www.saeo.net/bradley%20associates%20cold%20calling%20ideas/
Welcome to the home page of Bradley & Associates on the net. We are a firm of Chartered Certified Accountants based at Stourport-on-Severn in the heart of Worcestershire. Our firm is about being proactive and providing a bespoke solution to help you achieve your business objectives. We can help you set business goals and then formulate strategic initiatives and projects in order to achieve them. We are proud of our track record of helping local businesses grow and prosper and are committed to offering a personal service, whilst maintaining the highest professional standards. Bradley & Associates is a member firm of ACCA, the Association of Chartered Certified Accountants.
If you are looking for an accountancy firm who are genuine business advisers call us us now on 01299 879140 to arrange a meeting. We will discuss your detailed requirements and demonstrate how our firm's proactive approach will make a positive difference to your business future. Have a look at our Testimonials page to see what our clients say about us or read my blog here for latest news and advice. Robert Bradley, Principal
Wednesday, August 24, 2011
Bradley Associates Cold Calling News: Gaining Access to Key Decision Makers. Cold Calling does work
http://www.widepr.com/press_release/19393/bradley_associates_cold_calling_news_gaining_access_to_key_decision_makers_cold_calling_does_work.html
No sales rep seems to enjoy cold calling - although everyone grudgingly acknowledges the need to dedicate time each week to the critical task.
Will sales reps cold call – and learn to like it? Yes, if shown that cold calling is effective in gaining access to decision makers and Key Player executives. The sales person needs to learn to approach cold calling differently -- and should use cold calling to cultivate an internal referral and not to initially call the Key Player. Why not?
A survey* of senior executives was conducted to determine under what circumstances they would respond to a contact from an unknown salesperson. Responses showed that eighty percent (80%) of senior executives are unlikely to ever respond to an inbound sales call. Not great odds. Other than golf, not many people enjoy an effort that yields such disappointing results.
The executives surveyed further indicated that the most likely way to gain access to them is a referral from someone inside their own company. Eighty-four percent (84%) will always or usually respond to an internal referral. A prospecting technique that has been shown to have 84% effectiveness? What sales person wouldn’t use it? -- once they are shown how to use cold calling to generate internal referrals. I conduct CustomerCentric Selling® Cold Call Seminars and real-time Cold Call Coaching, and the most common error made by reps is the lack of a plan for a successful calling session. Before calling the targeted Key Player, I coach the rep to intentionally call laterally or one level lower, as well as to non-key players within that company.
The objective of these calls is to gain an insight into the prospect company that cannot be gleaned from researching their website or other sources. The sales rep is looking for a "hook." I recommend that the rep be very upfront about the reason for the call – they are gathering facts to prepare for a conversation with one of the prospect’s executives.
The rep should be prepared with questions that reflect the research done on the prospect before the call. The questions will help the sales person to identify a goal, need or issue within that prospect that might be addressed by your company’s offerings. Conscientious and relevant questions also demonstrate to the prospect that the rep is credible, interested and respectful of the contact’s time.
Surprisingly, most people called are open to these conversations, and at ease in responding to questions. After all, the sales rep isn’t trying to sell anything to them – they are just asking for help. Even very busy executives rarely rebuff a sincere request for assistance. Often a lateral or subordinate executive will offer that, "Yes, you may indicate we spoke, and these were my thoughts.” Bingo! The sales person has crafted the referral from inside the company.
The result of cold calling with such an approach is this: The rep can make each cold call productive. Knowledge - if not access - can be harvested from every conversation. After only a couple calls, the sales person will have documented many pages of useful notes from these “staging” conversations within the target company, and, as a result, will be much more knowledgeable about the prospect. This achievement in itself makes cold calling much more satisfying. And the sales person becomes increasingly confident as they polish their cold calling abilities.
Selecting from the gathered notes, the rep crafts a unique script. Yes, the rep should prepare a written script for the call to the targeted Key Player, and should practice that script until it sounds fluid but not “scripted.” This script can refer to the earlier conversations within the company, use the referring colleague’s name, and highlight the issues or goals uncovered.
Then, with confidence and skill, the rep tackles that critical cold call to the Decision Maker -- this time with the odds in your favor.
About Us
Marie Warner is principal of Warner Sales Architects, LLC and a licensed CustomerCentric Selling® affiliate. Warner Sales Architects helps companies get more revenue growth from their sales force by recruiting the right sales staff, training that talent to sell most effectively, and helping management to define and implement the best sales "process" for sales cycle control, territory assignments and quota planning. For more information, call 617.489.4528, email
or visit Warner Sales Architects at www.warnersalesarchitects.com.
No sales rep seems to enjoy cold calling - although everyone grudgingly acknowledges the need to dedicate time each week to the critical task.
Will sales reps cold call – and learn to like it? Yes, if shown that cold calling is effective in gaining access to decision makers and Key Player executives. The sales person needs to learn to approach cold calling differently -- and should use cold calling to cultivate an internal referral and not to initially call the Key Player. Why not?
A survey* of senior executives was conducted to determine under what circumstances they would respond to a contact from an unknown salesperson. Responses showed that eighty percent (80%) of senior executives are unlikely to ever respond to an inbound sales call. Not great odds. Other than golf, not many people enjoy an effort that yields such disappointing results.
The executives surveyed further indicated that the most likely way to gain access to them is a referral from someone inside their own company. Eighty-four percent (84%) will always or usually respond to an internal referral. A prospecting technique that has been shown to have 84% effectiveness? What sales person wouldn’t use it? -- once they are shown how to use cold calling to generate internal referrals. I conduct CustomerCentric Selling® Cold Call Seminars and real-time Cold Call Coaching, and the most common error made by reps is the lack of a plan for a successful calling session. Before calling the targeted Key Player, I coach the rep to intentionally call laterally or one level lower, as well as to non-key players within that company.
The objective of these calls is to gain an insight into the prospect company that cannot be gleaned from researching their website or other sources. The sales rep is looking for a "hook." I recommend that the rep be very upfront about the reason for the call – they are gathering facts to prepare for a conversation with one of the prospect’s executives.
The rep should be prepared with questions that reflect the research done on the prospect before the call. The questions will help the sales person to identify a goal, need or issue within that prospect that might be addressed by your company’s offerings. Conscientious and relevant questions also demonstrate to the prospect that the rep is credible, interested and respectful of the contact’s time.
Surprisingly, most people called are open to these conversations, and at ease in responding to questions. After all, the sales rep isn’t trying to sell anything to them – they are just asking for help. Even very busy executives rarely rebuff a sincere request for assistance. Often a lateral or subordinate executive will offer that, "Yes, you may indicate we spoke, and these were my thoughts.” Bingo! The sales person has crafted the referral from inside the company.
The result of cold calling with such an approach is this: The rep can make each cold call productive. Knowledge - if not access - can be harvested from every conversation. After only a couple calls, the sales person will have documented many pages of useful notes from these “staging” conversations within the target company, and, as a result, will be much more knowledgeable about the prospect. This achievement in itself makes cold calling much more satisfying. And the sales person becomes increasingly confident as they polish their cold calling abilities.
Selecting from the gathered notes, the rep crafts a unique script. Yes, the rep should prepare a written script for the call to the targeted Key Player, and should practice that script until it sounds fluid but not “scripted.” This script can refer to the earlier conversations within the company, use the referring colleague’s name, and highlight the issues or goals uncovered.
Then, with confidence and skill, the rep tackles that critical cold call to the Decision Maker -- this time with the odds in your favor.
About Us
Marie Warner is principal of Warner Sales Architects, LLC and a licensed CustomerCentric Selling® affiliate. Warner Sales Architects helps companies get more revenue growth from their sales force by recruiting the right sales staff, training that talent to sell most effectively, and helping management to define and implement the best sales "process" for sales cycle control, territory assignments and quota planning. For more information, call 617.489.4528, email
or visit Warner Sales Architects at www.warnersalesarchitects.com.
Friday, August 12, 2011
http://www.24-7pressrelease.com/press-release/bradley-associates-portfolio-essentials-196444.php
MADRID, SPAIN, February 13, 2011 /24-7PressRelease/ -- Monitoring your portfolio is essential as the financial market changes strategies may change accordingly. Bradley Associates provides a monitoring service to make sure you and your investments are working.
How does it work?
An investment portfolio with Bradley Associates can contain investments from North America, Europe and Asia, including equities, IPO and managed funds. We will provide you with a direct line of access to your assigned portfolio manager so you can manage your portfolio at anytime.
What are the features?
• Regular Reporting: You will receive a consolidated report on a quarterly basis, which summarizes all aspects of your portfolio and performance for the period. These reports include a portfolio valuation, portfolio performance summary, distribution statement and investment transaction summary.
• Annual Tax Summary: You will receive an annual tax summary following the completion of the financial year to simplify the preparation of your tax return.
• Efficiency: The investment manager will concentrate on making quality decisions in a timely manner to optimize your portfolio.
What are the benefits?
• Simplicity: A single account that controls inflows and outflows from your portfolio and summarized reporting. You will only have one contact for all of your investments, rather than one contact per investment.
• Choice: The Private Wealth service offers a variety of well researched, built and managed portfolios consisting of both domestic and international investments.
• Control: You retain ownership of your investments, with full access to your money as required.
• Peace of mind: Private Wealth incorporates a custody and administration service ensuring your investments are being held and managed in a cost effective and professional manner.
• Value: All fees related to the investment portfolio are fully transparent so you know exactly what you will be paying for.
• Professional Management: You will have the benefit on an experienced investment team who are overseen by an Investment Committee. The investment portfolio team will manage your investment strategy. All portfolios are comprised of investments professionally selected and reviewed to ensure they are optimizing returns against the set criteria for each portfolio.
An investment portfolio with Bradley Associates can contain investments from North America, Europe and Asia, including equities, IPO and managed funds. We will provide you with a direct line of access to your assigned portfolio manager so you can manage your portfolio at anytime.
The Company - From Bradley Associates' inception, its founders' core beliefs have remained a constant and defining aspect of the firm.
In a world of giant organizations with a broad array of services, there was room for a specialized firm with the highest levels of professionalism and integrity and senior-level attention to clients and relationships.
From its earliest days, Bradley Associates has devoted itself to the belief that clients come first. "Clients come first" stands for professionalism, trust and our devotion to excellence. This has led us to create a business model designed to serve the needs and achieve the goals of our investors.
By aligning our interests with those of our clients, Bradley Associates has become a trusted partner for investors and corporations worldwide.
Many of the top global institutions, including leading corporate and public pension funds, value Bradley Associates' careful stewardship of their capital and have entrusted us with ever-increasing levels of assets. Advisory clients recognize that we bring a deep understanding of their strategic objectives and a commitment to provide effective solutions to all assignments.
Above all, Bradley Associates takes great pride in the caliber of its people and the collective track record they represent.
Over the years we have made a concerted effort to attract and retain the best minds in the business, with broad-ranging expertise in private equity, real estate, investment banking, leveraged finance, restructuring and mergers and acquisitions.
MADRID, SPAIN, February 13, 2011 /24-7PressRelease/ -- Monitoring your portfolio is essential as the financial market changes strategies may change accordingly. Bradley Associates provides a monitoring service to make sure you and your investments are working.
How does it work?
An investment portfolio with Bradley Associates can contain investments from North America, Europe and Asia, including equities, IPO and managed funds. We will provide you with a direct line of access to your assigned portfolio manager so you can manage your portfolio at anytime.
What are the features?
• Regular Reporting: You will receive a consolidated report on a quarterly basis, which summarizes all aspects of your portfolio and performance for the period. These reports include a portfolio valuation, portfolio performance summary, distribution statement and investment transaction summary.
• Annual Tax Summary: You will receive an annual tax summary following the completion of the financial year to simplify the preparation of your tax return.
• Efficiency: The investment manager will concentrate on making quality decisions in a timely manner to optimize your portfolio.
What are the benefits?
• Simplicity: A single account that controls inflows and outflows from your portfolio and summarized reporting. You will only have one contact for all of your investments, rather than one contact per investment.
• Choice: The Private Wealth service offers a variety of well researched, built and managed portfolios consisting of both domestic and international investments.
• Control: You retain ownership of your investments, with full access to your money as required.
• Peace of mind: Private Wealth incorporates a custody and administration service ensuring your investments are being held and managed in a cost effective and professional manner.
• Value: All fees related to the investment portfolio are fully transparent so you know exactly what you will be paying for.
• Professional Management: You will have the benefit on an experienced investment team who are overseen by an Investment Committee. The investment portfolio team will manage your investment strategy. All portfolios are comprised of investments professionally selected and reviewed to ensure they are optimizing returns against the set criteria for each portfolio.
An investment portfolio with Bradley Associates can contain investments from North America, Europe and Asia, including equities, IPO and managed funds. We will provide you with a direct line of access to your assigned portfolio manager so you can manage your portfolio at anytime.
The Company - From Bradley Associates' inception, its founders' core beliefs have remained a constant and defining aspect of the firm.
In a world of giant organizations with a broad array of services, there was room for a specialized firm with the highest levels of professionalism and integrity and senior-level attention to clients and relationships.
From its earliest days, Bradley Associates has devoted itself to the belief that clients come first. "Clients come first" stands for professionalism, trust and our devotion to excellence. This has led us to create a business model designed to serve the needs and achieve the goals of our investors.
By aligning our interests with those of our clients, Bradley Associates has become a trusted partner for investors and corporations worldwide.
Many of the top global institutions, including leading corporate and public pension funds, value Bradley Associates' careful stewardship of their capital and have entrusted us with ever-increasing levels of assets. Advisory clients recognize that we bring a deep understanding of their strategic objectives and a commitment to provide effective solutions to all assignments.
Above all, Bradley Associates takes great pride in the caliber of its people and the collective track record they represent.
Over the years we have made a concerted effort to attract and retain the best minds in the business, with broad-ranging expertise in private equity, real estate, investment banking, leveraged finance, restructuring and mergers and acquisitions.
Bradley Associates : Is Annuities Suitable for A person’s Retirement?
http://www.atlanticarticles.com/tag/bradley-associates-spain/
Along with recollections of the stock market’s 2008 crash yet still fresh within shareholders heads, most are fearful of duplicating these cook top again. Many continue to sit on the sidelines, keeping away from trading stocks entirely, while some get gone ultra-conservative, searching for “guarantees” rather than pursuing dividends. Bradley Associates diversified strategies are designed …
Along with recollections of the stock market’s 2008 crash yet still fresh within shareholders heads, most are fearful of duplicating these cook top again. Many continue to sit on the sidelines, keeping away from trading stocks entirely, while some get gone ultra-conservative, searching for “guarantees” rather than pursuing dividends. Bradley Associates diversified strategies are designed …
Bradley Associates: Complete Financial Planning
http://www.prlog.org/11265227-bradley-associates-complete-financial-planning.html
Bradley Associates will take a comprehensive approach in constructing your personal financial plan.
Comprehensive financial planning is the practice of considering all areas of each particular clients circumstances and any subsequent development of a plan to achieve your specific goals.
Bradley Associates employ a disciplined and comprehensive approach to reach your financial goals, we can incorporate your plan to fit with your broader life aspirations and significantly improve the probability of achieving them.
Our approach endeavors to takes account of the following issues:
• Cash flow analysis.
• Investment assessment.
• Tax position.
• Risk evaluation.
• School fees.
• Health care.
• Retirement planning.
Once Bradley Associates collects and reviews your financial information our advisers will have gained an intimate understanding of variations within your plan.
Our advisors will help you gain a new level of understanding and give you the control you are looking for over your finances and investments. Giving you the ability to build a solid foundation upon which to build upon and to make wise financial decisions.
Bradley Associates: Investment Management
At Bradley Associates we take our role in the handling of your financial health very seriously. Our advisors never forget that it is your money that we are responsible for. We will approach and handle any recommendations and transactions as if it were our own.
It is our ability to understand how our clients feel about their money and their investment goals that allows us to achieve the very best possible results for our clients. Bradley Associates continue to deliver the best service we can for our clients.
Our advisors will endeavor to construct a strong investment strategy. We must endeavor to see the broader picture and only then with application and hard work our Advisors will draw up the plans to start building your portfolio. Starting with the construction of a strong foundation, we will eventually move forward building a strong complete portfolio. Helping you to achieve your long-term financial goals.
Advantages of Working with Bradley Associates?
• It is our prime directive to responsibly look after our clients.
• Bradley Associates are independent financial advisors.
• We have comprehensive access to exciting products from reputable providers.
• Our advisors have extensive experience in domestic and international markets.
• Our Advisors are qualified to understand regulations relevant to each product in Bradley Associates portfolio.
• We aim to build long-lasting relationships with our clients.
How Bradley Associates can helps you to make the right decision
Like all things in life there is always an element of risk as well as reward. Bradley Associates understands our client needs are unique from each other. We believe each client needs his or her own individual strategy. Our advisors will interview prospective clients to help them carefully assess each individuals specific needs and their risk tolerance. We will provide advice to each client according to his or her own unique short, medium or long term goals.
Bradley Associates will take a comprehensive approach in constructing your personal financial plan.
Comprehensive financial planning is the practice of considering all areas of each particular clients circumstances and any subsequent development of a plan to achieve your specific goals.
Bradley Associates employ a disciplined and comprehensive approach to reach your financial goals, we can incorporate your plan to fit with your broader life aspirations and significantly improve the probability of achieving them.
Our approach endeavors to takes account of the following issues:
• Cash flow analysis.
• Investment assessment.
• Tax position.
• Risk evaluation.
• School fees.
• Health care.
• Retirement planning.
Once Bradley Associates collects and reviews your financial information our advisers will have gained an intimate understanding of variations within your plan.
Our advisors will help you gain a new level of understanding and give you the control you are looking for over your finances and investments. Giving you the ability to build a solid foundation upon which to build upon and to make wise financial decisions.
Bradley Associates: Investment Management
At Bradley Associates we take our role in the handling of your financial health very seriously. Our advisors never forget that it is your money that we are responsible for. We will approach and handle any recommendations and transactions as if it were our own.
It is our ability to understand how our clients feel about their money and their investment goals that allows us to achieve the very best possible results for our clients. Bradley Associates continue to deliver the best service we can for our clients.
Our advisors will endeavor to construct a strong investment strategy. We must endeavor to see the broader picture and only then with application and hard work our Advisors will draw up the plans to start building your portfolio. Starting with the construction of a strong foundation, we will eventually move forward building a strong complete portfolio. Helping you to achieve your long-term financial goals.
Advantages of Working with Bradley Associates?
• It is our prime directive to responsibly look after our clients.
• Bradley Associates are independent financial advisors.
• We have comprehensive access to exciting products from reputable providers.
• Our advisors have extensive experience in domestic and international markets.
• Our Advisors are qualified to understand regulations relevant to each product in Bradley Associates portfolio.
• We aim to build long-lasting relationships with our clients.
How Bradley Associates can helps you to make the right decision
Like all things in life there is always an element of risk as well as reward. Bradley Associates understands our client needs are unique from each other. We believe each client needs his or her own individual strategy. Our advisors will interview prospective clients to help them carefully assess each individuals specific needs and their risk tolerance. We will provide advice to each client according to his or her own unique short, medium or long term goals.
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