Cold Calling 101
The goal of a cold call
What is to sell the meeting? (book the appointment)
The three* steps in the overcoming objections framework
What is agree, pull more info, sell the meeting
*Solution/Pitch
Characteristics of the most valuable opportunities for Lightyear
Bulk Site Procurement/NIM
Strategic Procurement
Good size footprint (anything 20-50 locations and above)
Geographic disbursement of locations
How should you prioritize accounts?
How should you prioritize accounts?
Scheduled Meetings
Follow ups with no shows
Follow ups with engaged prospects but no meeting (inbound)
Uncontacted (Campaign lists)
How does Lightyear make money?
Procurement
NIM
Billing Consolidation
An example of a pattern interrupt
What is anything that forces someone to change their natural pattern of thought. Ex. “This is a cold call, do you want to hang up”
The one thing that can make the difference between success or a failure when overcoming objections
What is active listening?
What are the characteristics that make up the most valuable opportunities for Lightyear?
Bulk site Procurement
Strategic Procurement
What are the best practices for following up with meetings scheduled?
Schedule calendar events reminding you when to follow up for events that are more than 2 weeks out
Call to confirm any appointments in 2-3 hours that haven’t confirmed via email
Confirm any appointments scheduled within 24 hours
Confirm appointments that were set more than a week out that are scheduled for the current week
If they no-show, enroll them in a rescheduling groove flow until you hear back
Where in the platform you can go to see a map of all of your locations, services, installations in progress, and services expiring within 6 months
What is “Inventory”?
Observing, Listening, and Questioning
What is the steps to determining pain/needs
SPIN THE WHEEL OF OBJECTIONS!
*Depends*
Why do customers want NIM?
They do not have a centralized system of record for their current services
Their services and contracts inventory has gaps
They do not have good processes in place around renewals
MACD ticketing is painful
Reporting across their services footprint is impossible
Bills may be going unpaid causing service disruptions
They spend too much time managing telecom!
Demonstrate the process to cancel a Lightyear request after a lead has been disqualified
Older networking technology that routes traffic using the shortest path based on “labels,” rather than network addresses, to handle forwarding over private wide area networks.
What is MPLS?
Your best 30 second elevator pitch
What is: At Lightyear, working with other companies, managing implementations, benchmarking pricing, and keeping track of network inventory can be more than a full time job. That’s why we started Lightyear. We automate all of this, utilizing the best telecom dataset out there, to ensure you always get the best price and that your network is continuously optimized.
The differences between an aggregator and a TEM
What is a company that buys telecom services from other ISPs for that customer. Often marked up 30-100%.
A TEM primarily focused on bill payment / invoicing and not procurement
Name 3 characteristics of "complex" deals
Complex Deals
Redundancy - Carrier diversity
Path Diversity
Large circuits (lots of bandwidth)
A meeting gets booked via chili piper on your calendar and you can tell based on LinkedIn and SFDC research that it should get routed to an AE or EAE. What do you do?
a. Keep the existing Gcal and invite AE/EAE and slack Kaitlyn
b.Delete the existing Gcal event, don't send an alert to the prospect, and rebook using the right queue
c.Use the chili piper reassign feature
The correct answer is b!
3 characteristics of a “complex deal”
Redundancy - Carrier diversity
Path Diversity
Large circuits (lots of bandwidth)
The number of outbound meetings we need to book this quarter in order to hit our goal of 30 SA meetings?
What is 52
What are the 4 pain points of working with an aggregator?
Services marked up 30-100% with an aggregator
Poor implementation and issue resolution experience, as you’re playing “telephone” between carriers
Limited underlying carrier coverage makes it hard to get redundancy
Very high taxes and fees that further inflate price
Name 3 use cases for Tier 1 Accounts?
See Notes
The person I reach out to on a Lightyear account is no longer with the company. What do you do?
Go to LinkedIn or ZoomInfo and find someone else to reach out to
How Lightyear’s products cover the entire enterprise telecom Lifecycle
What is Quoting → Implementation → Inventory management→ Renewals
*See Notes*