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For those of you who wanted to see Brandt’s keynote address to entrepreneurs at the 2010 Utah Governor’s Economic Summit, here is the slide show filled with advice garnered from experience, mentors, and the Junto Partners program.

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Brandt Page, founder and CEO of Launch Sales and Marketing, an outsourced sales company specializing in B2B sales pipeline creation for their clients by providing lead generation, qualification, and appointment setting services, has been named the 2009 Utah Technology Council (UTC) Emerging Executive of the Year.
The UTC gave Brandt Page the award at its Annual Members Meeting on April 9 at Salt Lake City’s Grand America Hotel. The meeting included addresses by Bob Gay of Huntsman Gay Global Capital and Utah Governor Gary R. Herbert.

Click on the image below for pictures of the event:

Brandt Page of Launch Sales and Marketing awarded Utah Technology Council's Emerging Executive of the Year for 2009. Pictured from left: Alan Hall, UTC Chairman of the Board, Gary Herbert, Utah Governor, Brandt Page, Richard Nelson, UTC CEO

Further details on the event can be found by clicking here: Lead Qualification and Appointment Setting CEO Wins Award

More information on the Utah Technology Council can be found at http://www.utahtechcouncil.org. More information on Launch can be found at http://www.launchsalesandmarketing.com.

Today we introduce columns written by Launch’s Account Managers to our readers.  These are the fearless chosen who cold call executives on a daily basis and schedule successful appointments with them for our clients.  They have a wealth of experience, and we wanted them to share that talent with our readers.

Hints to a Successful Exchange

by Kristen Bess
Account Manager at Launch Sales and Marketing


“My secret to living to 103? I stay active by throwing out junk mail and alert by dueling with telephone sales people!”

Some days when I am on the phone for an extended amount of time it becomes more likely that I can lose initiative. To always make the most out of each lead, or conversation I try to remember a few things to keep my day on task. When implementing these skills I am not only successful in regards to the client but I also keep myself engaged in the conversation.

Leadership in Client Interactions

Don’t water down your dialogue.

  • Believe in what you are saying
  • Continue to believe your client needs what you have!
  • Be strong and confident when presenting your dialogue

Gain Trust and enter in a safe zone

  • Understand your own voice and how to present your best self
  • Avoid becoming defensive
  • Influence by motivating

Insure that they feel you care about their goals

  • Must have an explicit “making a difference” common purpose
  • Adhere to their needs first

Have respect throughout the conversation

  • Allow them to feel as if they are leading the conversation
  • Listen and always respond to them
  • When people feel disrespected there concern turns to anger.

Don’t confuse want with approach.

  • Must have an explicit “making a difference” common purpose
  • The result of influence and motivation will be the mission of a common goal

Remain focused

  • Be intentional
  • Search outside the box and look for new alternatives.

Draw to a close clearly

  • Repeat the conclusion of the conversation back to them
  • Display high personal character and follow up.

“Have the courage to try and recover from failure.”

The Harvard Business Review posted a blog entry in which the author says

“(T)he cold call is not only alive, it’s kicking. And it should be utilized by every B2B sales force.”

For the entire article, click on Cold Call Tactics That Increase Sales

Marci Reynolds, author of the Sales Operation blog has recognized Launch Sales and Marketing as a sales thought leader worth following on Twitter.

Focusing on sales and marketing tips, definitely worth a follow.

One of our newest recruits was dialing away when she got an inbound call from one of her prospects, the CEO of a company doing over $30 million a year.

While Launch Sales and Marketing has a 13-22% inbound contact rate for its prospects (returning phone messages and emails), this phone call was not what Candice was expecting.

The gist of the conversation was:

“Candice, we love you, we want to hire you. Can you move out to Virginia?”

After contacting him, we received the following email back from him:

“(N)ot one in 20 callers gets more than 12 seconds of my time, let alone an email response like this”

There is a reason Launch is so successful. The right people and the right messages are catching the eyes or our clients’ prospects.

Emails and calls like this are what we consider one of the highest compliments we can receive.

This past past Monday (March 29), the Utah Governor’s office invited Brandt Page, Launch Sales and Marketing‘s CEO and Founder, to give the keynote address at the Governor’s Student Business Summit as part of the Utah Economic Summit.

Besides overseeing Launch’s amazing growth, Brandt was a natural fit for the university and high school students in attendance. Launch was featured in UtahCEO magazine as the sixth fastest growing company in Utah that was originally founded by a student.   Inc. magazine invited Brandt to apply for the magazine’s 30 Under 30 list and American Express asked Brandt to contribute to its Twitter platform for business owners.  Most recently, Brandt was awarded the Utah Technology Council’s Emerging Executive of 2009.

Some of the advice Brandt shared with the students:

  • Get mentors, and use them! (a concept Brandt was featured in UtahCEO for following)
  • Do not just give equity away in your company
  • Sell your business service before you start it
  • Be willing to share your business ideas, do not keep them a secret
  • Be smart, finish strong in school
  • If you are going to fail, fail fast
  • Take action

Brandt Page, CEO and Founder of Launch Sales and Marketing, was the keynote speaker at the 2010 Utah Governor's Student Business Summit as part of the State Economic Summit

Alex Lawrence, Partner and Chief Evangelist at Funding Universe, has accepted an invitation to be an advisor to Launch Sales and Marketing. Mr. Lawrence brings extensive experience in starting, growing and selling large scale, high growth businesses to Launch’s panel. He has successfully exited three previous ventures (technology, franchise and multi-state chain). Earlier this year, TechCrunch predicted Twitter would purchase TwitJump, since then, Funding Universe subsequently purchased TwitJump. Mr. Lawrence started TwitJump to help businesses build their brand using Twitter.

Mr. Lawrence’s expertise on growing businesses was an natural match for Launch, who focuses on increasing sales technology companies’ pipelines through setting qualified appointments. Sales professionals generally spend 80% of their time finding leads. Launch’s reduces that time so companies’ sales teams can focus more time on closing. Some of Launch’s current client list includes MarketStar, ZenPrint, DirectPointe, and SEO.com. In its first year of business, Launch experienced 500% growth in revenue, during what economists call a recessionary year

“We are honored to have Alex as an advisor to Launch,” said Brandt Page, CEO of Launch. “His insights have already had a significant impact on our growth so far. It seemed every time we had a strategy to expand, be that through social media or working with local and national business leaders, Alex was one step ahead of us showing us how it was done. It was a natural fit for us. When he accepted the invitation to be an advisor, I could not have been happier.”

Launch is not the only company that taps into Mr. Lawrence’s knowledge. Mr. Lawrence teaches a class on Entrepreneurship at his Alma Mater and also writes a column on entrepreneurship for one of the largest newspapers in the State. He maintains a healthy blog following at http://www.TheEntrepreneursBlog.com and on Twitter @AlexanderLaw. In the past, Alex has served on the board of several local and national entrepreneurial organizations.

More information on Launch can be found at http://www.LaunchSalesandMarketing.com. Also, follow us http://twitter.com/LaunchSales

Check out our latest press release:

Salt Lake City, UT, United States, 11/24/2009 – Launch Sales and Marketing hires new team members to create added value as an outsourced business-to-business outbound phone sales force for emerging and established businesses.

In response to rapid growth, Launch Sales and Marketing has hired a number of seasoned professionals to meet their clients’ needs. Launch cold calls targeted businesses and schedules qualified appointments for their clients who are looking to grow sales in the midst of current economic turmoil. Contrary to hiring youthful, minimum-wage employees like most outbound call centers, Launch leverages the experience (10-20 years) of its new hires to put them in peer-to-peer conversations with C-level executives over the phone.

Today, Launch has announced the recent addition of David B. Goates to its team. Dave is a skilled business strategist who is a principal owner of local financial consulting firm Omega Financial Group, LLC. He has been extensively involved in the organization and management of many successful startups, turnarounds, and sales professionals.

Recently, he created and managed a sales group originating annuity product for securitization in a CDO. His management and training expertise will be relied on by Launch as it continues to grow. Goates holds a B.S. in Business Management and Finance from the University of Utah. Author of a contemporary blog, The Goates Notes, he offers commentary on politics and religion. His philosophy: “When you’re done changing, you’re done!”

He volunteers with his wife, Patsy, as the Chair for the Professional Placement Program of the LDS Employment Resource Center in Salt Lake City, helping others find work in a record unemployment market.

“Launch is an emerging company with a vision, and its CEO, Brandt Page, is destined to accomplish great things. He is a business innovator and dynamic leader with the passion to be a thought leader in reinvigorating the lost art of the sales cold call,” said Goates. “He’s the rare blend of creative vision and tactical know-how in an increasingly techno-savvy world.”

In a recent presentation to the Utah Technology Council, Brandt observed, “Our clients have learned they can leverage Launch to cold call and fill their sales pipelines with qualified appointments. Launch’s model is to use a select group of highly trained sales professionals who build on principles of integrity, hard work and a positive attitude mixed with entrepreneurship and innovation. These skilled professionals make 150 calls a day, creating 20 – 40 new sales opportunities each month for their clients.”

In today’s economy, Page and Launch seem to have discovered an innovative application for an old idea. “Cold calling is how many businesses are prospering right now,” concluded Page.

Signs of new economic growth are now appearing in Utah and elsewhere. While many companies are downsizing or standing pat, others are pursuing new opportunities. Launch hopes to be one more business that will lead the way out of the doldrums.

About Launch Sales and Marketing, LLC
Launch Sales and Marketing, LLC (launchsalesandmarketing.com) provides high quality, scalable, and expert outsourced sales and marketing for businesses. The primary focus is business-to-business inside sales for technology products and services companies. Launch is an essential component of a business-to-business sales solution. Whether you are an established firm or a start-up that wants to grow faster, fill your sales pipeline, leverage sales efficiencies, or add sales revenue, Launch is the answer.

Telephony World published the following article on their site.

While we do not agree entirely with all of the ideas detailed in the article, the authors make some powerful arguments on why appointment setting is vital in today’s environment.

The article is below:

Appointment Setting During a Recession: Keep Calling Even If Nobody’s Buying?

Appointment setting services can and should drive sales of their clients’ products and services. But what about when mostly nobody is buying? Should the appointment setters stop calling until business spending picks up?

Those are great questions for business decision-makers to be asking, because business spending has been extremely challenging of late. Research firm The Gartner Group predicted in March of 2009 that business spending on IT products may decline by 3.8 percent during 2009. Small business optimism, meanwhile, has plunged to truly sad depths.

In such a harsh business spending climate, can appointment setters still be worth their fee?

Appointment Setters the Bargain of the Century–If an Upturn Is Around the Corner

Appointment setting services provide a powerful, low-cost way to build an initial relationship with prospects who may someday turn into clients. Ironically, a dire recession may be the best time of all to make appointment setting phone calls.

After all, not so many people are calling during a tough economic time. The phone is not ringing nearly as often as it does during boom times. Companies that do continue appointment setting campaigns may find increased receptivity from less busy business owners.

Additionally, these quiet times are historically only preludes to the next business spending upturn. The NFIB Small Business Economic Trends Report, issued in April of 2009, noted that capital spending and inventory levels are at or near record lows–and have remained at those lows for record spans. Can this drought continue for much longer?

If and when all this “pent-up demand” comes online, it is natural to expect that companies that have built relationships during bad times will be well-positioned to sell when in fact prospects do start buying.

Appointment Setting Pay Must Stay Connected to Appointment Setting Performance

However, the above “yes” must be viewed through the prism of conservative business practices. That is to say, companies that choose to use appointment setting services must not overspend on appointment setting services. More than that, it must be verifiable that appointment setting is worth the cost.

But how can appointment setting efficacy be determined if traditional measures of success such as increased sales are not reliable because of negative macro-economic spending trends? This is a huge challenge for both the appointment setting client and the appointment setting service itself: how to know when an appointment setting campaign is working when sales are not going up right now.

One way to approach this thorny matter is to connect appointment setting pay to factors other than increased sales. The particular metric used may depend upon the needs of the client. For instance, one client may measure success by number of prospects contacted per day. Another client may focus more on contacting only the most qualified leads.

Whatever metrics are decided upon, the upshot is the same–other metrics should be employed when increased sales is not telling the whole story.

http://www.telephonyworld.com/basics/article/appointment-setting-during-a-recession-keep-calling-even-if-nobodys-buying/

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Launch Sales and Marketing

B2B phone based lead generation/qualification and appointment setting sales for technology based companies.