Welcome to Kraig Kleeman's Blog

The Must-React Institute 3-day “boot camp” style event.

blairegroup — Wed, 18 Nov 2009 19:15:10 +0000

The Must-React Institute is a 3-day training / certification “boot camp” style event that equips sales and marketing professionals with vital cold calling skills and pipeline-building processes & techniques. It is powerful for gaining access to target-buyers. It is a proven methodology for document automation sellers. The Must-React System has been adopted by SpringCM, DataBankIMX, Doculabs, Mobius Management Systems, Brainware, DocStar, MSDS Online, and a variety of other resellers and vendors.

The Must-React System provides vital direction for cold-calling, tele-prospecting, and business development efforts by eliminating value-proposition and product-benefit language, which is irrelevant at the introductory-messaging stage. Students are taught to adopt a language of persuasion, as well as to appeal to target buyers by presenting 3rd party, analyst research that is relevant to their professional mandates. When applied properly, the research-briefing presentations displace traditional, first-time sales calls. The briefings create a platform for deep qualification and rapid deal advancement.

$1,195 per attendee / early bird discount price is $995, must register by Dec 15
$795 per attendee when a single company sends 2 or more individuals

Sign Up Today to Receive Early Bird Discount!

Top Five Cold-Calling Mistakes

blairegroup — Mon, 16 Nov 2009 14:27:26 +0000

I have personally overseen more than 1 million cold-call presentations in his career. Under my leadership, Blaire Group analysts have observed and meticulously documented the results associated with thousands of cold-call presentations. Below are the Top Five Cold-Calling Mistakes as identified by our research.

To View Whole Article Please Click Here

The Single Biggest Cold Calling Mistake

blairegroup — Thu, 12 Nov 2009 15:55:23 +0000

The most common cold-calling mistake by sales people is attempting to invite their target buyers to an introductory sales meeting.

Yep, that’s right. Our culture has built up notable and lofty walls of sales resistance. When I observe sales teams’ cold-calling practices, I am forever amazed that most cold-call presentations sound exactly same, regardless of industry! Even the better opening statements are doomed to failure. Below is an actual documented cold-call presentation targeting VP Sales, VP Marketing, and VP Agencies at large insurance companies, who are buyers for web-based agent portal products. This cold-call presentation, though one of the best we have heard during an observation period, failed miserably to produce the desired effect of getting meetings with target buyers.

To View Whole Article Please Click Here

Welcome to Blaire Group

blairegroup — Wed, 04 Nov 2009 20:06:04 +0000

Blaire Group, home of The Must-React System, is a leading research and advisory firm. We equip executive managers and sales organizations to meet and exceed revenue goals through cold-calling mastery and pipeline development excellence. We also equip corporate executives with offshore, call-center selection and project management.

Kraig Kleeman, CEO of Blaire Group, is an accomplished author and speaker. Kleeman’s first book entitled The Must-React System: A Users Guide to Cold-Calling was published in 2008. He is currently writing his second book entitled Optimizing Offshore Call-Centers to Drive Financial & Functional Outcomes. Kleeman is a frequent speaker at sales conferences, executive retreats, and motivational events. Please visit our site to view all of our insightful articles.

For more information and to read Kraig Kleeman’s most recent Articles please visit:www.blairegroup.com

To register for a FREE Cold Calling Webinar please visit: http://www.blairegroup.com/index.cfm?fuseaction=page&id=186