Ken represents a company he helped found called Above Goal. The company's software is aimed squarely at people charged with fund-raising campaigns. He sells a tool that lets them run a successful fund-raising campaign. 

Because there's never been anything like it before. Pretty cool.

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Like you, Ken is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either.

Cindi Merritt represents DXC Technology... an IT company helping businesses do more with information technology. Dx-who? The name didn't ring a bell with me either. Probably because DXC is a newer entity: Created by the merger of CSC and the Enterprise Services business of Hewlett Packard.

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They're actually a $25 billion company with a 60-year history.

Cindi brings a technology independent approach to healthcare and life science customers. Lately Cindi is focusing on a specialty area: Cyber security.

Laurie Ford represents ARF Financial. ARF is in the business of lending money and extending lines of credit to restaurant and retail owners... people who need money but often cannot get loans from banks. And they don't want to go the route of cash advances or bringing in investors.

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Laurie helps restaurateurs, franchisees, hotel owners etc. who need cash for any number of reasons. Expansions, renovations. Laurie is able to give them a great option: Bridge loans, lines of credit... access to cash.  

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And like you, she is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either. So in the end, Laurie's challenge is like yours: Getting response from potential clients using email messages... and getting more meetings set with customers. Laurie and ARF are pivoting lately... not just calling on mom-and-pop business owners. Now they're going after the big fish. Larger clients. And that means a change in how ARF is prospecting... how they're communicating with potential customers.  

Tom Nelson represents Apex Office products in sunny Tampa/St. Pete, Florida. His mission is to help people reduce costs and improve their level of service to their customers. Let's face it. Office supplies and products? Tough business!

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Tom has guts and talent. It's tough to not be reduced to a commodity—and have buyers cost shop you. You've got to add value.

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Tom must be doing something right. Because Tom's been in this industry for 22 years. But Tom is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either. And here's how I am helping him...

Mark Lentell is with Accucode... a software developer and integrator. The company focuses on mobile computing and automated data collection (bar code and RFID) technologies. Accucode provides F1000 customers with warehousing, retail, manufacturing, transportation and wireless infrastructure. And they have pretty big clients like Kroger, Miller Coors, Johns Manville, Samsonite, DHL, British Airways, The Sports Authority.

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However, Mark is focusing on one particular area: Medical device customers.

His team has put together a really unique set of services for medical device companies. So in effect what he's selling solves a very specific business problem unique to these devices. Specifically around HIPAA and FDA Quality System regulations. He says there are literally no other medical device services providers that offer the same set of services. But in the end Mark's challenge is like yours: Getting replies from potential clients.

Elizaveta Shvyndikova is with Digiteum.. a digital agency with offices in Belarus and Northbrook Illinois. She is joined by colleague, Michael Grebennikov. Digiteum offers an array of services like digital transformation strategies, site development but also high load Web applications, mobile & tablet apps… and, lately, chatbots. What's a chatbot? It's a computer program which conducts a conversation.. via audio or text. These tools are often designed to convincingly simulate how a human would behave as a conversational partner. They can be used for various practical purposes by a business.. including customer service or information desk kind of interactions. At the moment, Elizaveta is looking to meet cosmetic retailers.. and she's using LinkedIn to target and approach them. So her target market is top executives in charge of customer service and self-service experiences for customers. Her challenge is JUST like yours: Getting response from potential clients using email messages.. and getting more meetings set with customers.

Traditionally, Chegg is an online textbook rental company specializing in rentals in physical and digital formats. They provide homework help, online tutoring, scholarships and internship matching. But John is charged with generating sales conversations with a new product division... an internal start-up of sorts.

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John spent years running Chegg's talent acquisition (recruiting). But today he's leading the sales charge... since Chegg is in a unique position to help students and companies. In short, John sells the chance to reduce the amount of time a HR pro spends on sourcing, qualifying and interviewing candidates. This reduces time to hire and cost of hire and improves quality of the hire.

That last piece is Chegg's big strength, given the proprietary data they own.

And like you, John is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either. So in the end, his challenge is like yours: Getting response from potential clients using email messages... and getting more meetings set with customers. Join John and I as we discover what he's been sending out to prospects... so we can understand what's been working for him, not working and improve his messages... so he can spark more conversations with new customers more often.

Raihan hails from the great city of Toronto and is a successful entrepreneur who, with his colleagues, created Oneview. Oneview is a software tool that you access online. 

His software is simple. So elegant. It allows someone working in procurement (buyers) to manage contracts more effectively than the way they're doing it today.

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Simply put: Raihan sells a way to manage contracts better. Smarter. And save time. Time is money. His team also provides consulting to help businesses streamline how they purchase products & services in general.

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Oneview allows you to store all contracts in one place, easily search for contracts by keyword, view information at-a-glance, and get important alerts and notifications without having to open a single document. Raihan is chasing financial services, real estate, telcom and professional services clients. Also, non-profits.

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And like you, Raihan is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either. So in the end, Raihan's challenge is like yours: Getting response from potential clients using email messages.. and getting more meetings set with customers.

Miro is "niched out" and deeply experienced in what he does for clients. Lately, I've been helping him strengthen his communications technique to start conversations with candidates and new client prospects.

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Miro helps a energy, infrastructure, oil-gas, construction and chemical companies find people. The best people. That's his niche. And his clients need temporary or permanent jobs filled. He's been at this for 10 years now... and has developed relationships with 80% of the top talent in Netherlands region.

Plus, Miro himself is an engineer. He really knows his market.. because he once worked in it himself.

As successful as he is, Miro never stops prospecting new business. And these days he is bringing a simple value to his potential buyers: finding the best talent, faster than they could do it themselves.

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What Miro sells is simple enough to understand BUT it's not so simple to break through to decision-makers using the phone, email and LinkedIn. Click below to meet Miro and learn more about who he is calling on... the types of contacts he's looking to meet. Miro is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either. So in the end, his challenge is like yours: Getting conversations started with candidates and potential clients using email.

Chris is with Pitney Bowes. And if you don't know Pitney Bowes... well you've probably never done much work involving packages and mailing! The company has been around forever and is a serious market leader. But Chris is charged with hunting more prospects and keeping his territory thriving with new accounts for PB.

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Chris in the mail & parcel sorting service division of the company. And I could try to describe the services he provides... and the type of customers... but it will be best to have him tell us himself. 

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What Chris sells is simple enough to understand, but it's not so simple to break through to decision-makers using the phone, email and LinkedIn. Come meet Chris and learn more about who he is calling on... the types of contacts he's looking to meet. Chris is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either. So in the end, his challenge is like yours: Getting conversations started with potential clients.

William is with a company he helped found called VCI International. In the simplest terms William sells the opportunity to improve. He and his team have a methodology to help individuals and teams develop more and better ideas faster. Innovate.

As he says, think outside the bulb!

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His team helps people become better problem-solvers. William has impressive clients like AON Services, HP, Vodafone and Infosys. But William is charged with hunting more prospects and keeping his business thriving with new accounts.

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He wants to help demystify innovation and put it in the hands of everyday business people. As many as he can meet. And I could try to describe the services he provides... and the type of customers... but it will be best to have William tell you himself. So listen in as we meet William to learn more about who he is calling. In the end, William's challenge is like yours: Getting conversations started with potential clients who are often comfortable with the status quo

Brant is with Ricoh Canada, which is part of Ricoh Americas Corporation, up in the Calgary region. Brant represents a twenty billion dollar brand. But that isn't as easy as it sounds. Because everyone has to prospect new business. These days Brant is bringing a simple value to his potential buyers: Cost reduction from eliminating paper-based processes and going electronic. Another value is group collaboration. He's bringing better electronic meeting tools to organizations. He has niches he's targeting like law firms... so he's able to focus his solutions very nicely. What Brant sells is simple enough to understand. But it's not so simple to break through to decision-makers using the phone, email and LinkedIn. But Brant is brave. He's fearless. And he has already been putting many of our tips to use. Have a look at exactly how he's taken his old email approach and tuned-it-up.. strengthened it... so you can consider a similar approach. Then I'm going to take a shot at making his drafts even more provocative.. more likely to create responses.

Jill represents a technology staffing company specializing in contingent staffing. She also helps with staff augmentation when her client's IT projects start to get bigger. She specializes in helping find application development and ERP talent for her clients. As successful as she is, Jill never stops prospecting new business. These days she is bringing a simple value to his potential buyers: finding the best talent, faster than they could do it themselves. She has already been putting many of my tips to use. So we'll give you a peek at what she's been up to so far. Then I'll make her drafts even more provocative.. more likely to create responses. 

Dan is with Fielo.com, a cloud-based software tool that runs loyalty and incentive programs for organizations with re-sellers. He helps clients incentivize, reward and engage sales partners, customers and consumers. Dan's solution helps incentive program managers drive desired business outcomes and strengthen brand. This clinic uniquely focuses on Targeted (one-to-many) outbound email approaches. That's Dan's game: Demand generation. Activating his Marketing Qualified Leads list -- moving them toward Sales Qualified. Join us as we identify Dan's trouble spots and find ways to strengthen his copywriting to drive behavior.

Jeff is on the sales development side... and Patti on the marketing end of a company called Appthority. They provide mobile security solutions … to keep enterprise data and employee privacy secure from mobile device, app and network threats. Jeff & Patti help clients extend enterprise security beyond traditional frameworks... to the true point of risk introduction: mobile apps and devices being used by employees. Lately they're focusing on information security teams... helping Fortune 500 enterprises secure data from mobile app, device, and network threats. Targeting: Telecom, Pharmaceutical, Financial Services, Energy among others. We'll see how they're approaching messaging so far. Then Jed & I will strengthen drafts to make them more provocative... more likely to create responses from potential clients. 

Ted Clayton represents one of the largest providers of lighting and electrical products, electrical services, electrical construction, and energy management solutions in the United States. Facility Solutions Group, (FSG) has been in business for nearly 4 decades. The company develops, designs, markets, sells and supports all types of lighting, electrical, control, and energy-saving products and services. And energy is Ted's product line. Ted helps businesses to build, maintain, expand or upgrade their facility infrastructure. Think in terms of new construction to remodels to improving ongoing operations. Lately it Ted is focusing on particular niches.. like food service customers. But FSG serves a really wide variety of industries... and even gets into high end residential and individual consumers. What's Ted's unfair advantage? Well we'll find out. Warning: Ted has been selling to operations executives for nearly TWENTY years. He's got a LOT of experience to lean on. But as successful as he is Ted never stops prospecting new business. Please note: Ted has actually taken this workshop before. So you're in luck. Because you'll get a peek at what he's been up to so far. Then I'm going to take a shot at making his drafts even more provocative.. more likely to create responses. 

Tom Halseth represents U.K. based Blue Jay Solutions... formerly called LeanLogistics. Tom is from the great state of Michigan and Blue Jay is a global software-as-a-service company. They provide Transportation management and supply chain services. His product is software driven. Hundreds of companies Bluejay's software to see their entire transportation network in a more productive way. Basically Tom is helping his customers make better decisions, improve strategy and become more proactive at managing transportation spending. He's calling on retailers, distributors, freight forwarders, manufacturers and logistics service providers. And like you, Tom is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either. So we'll meet Tom and help him form stronger cold email approaches when prospecting.

Shannon is with Kronos, a large, established provider of cloud-based workforce management solutions. Kronos provides solutions across healthcare providers, educational institutions, retailers, manufacturers, banks and government agencies of all sizes. Tens of thousands of organizations – including half of the Fortune 1000® – and more than 40 million people in over 100 countries use Kronos every day. Not bad right? But Shannon is tasked to add a few million more! She's brave and she's capable. As with many large, older brands that are expanding into new service areas, Kronos is often assumed to play (only) in its traditional market. So Shannon is tasked with bringing new offerings to clients who might assume Kronos isn't an option for their need. Join us as Jed and Jeff dive in with Shannon to strengthen her cold prospecting messages -- from cold emails to follow-ups.  

Tim is targeting a specific type of employee within large corporations -- to help manage their money and investments. His provocation is outstanding, given his investment in the Spark Selling technique -- provoking curiosity in potential customers. Tim joins toward end of this session asking Jeff & Jed to critique his already strong draft. 

Starting at 01:05:45

Patrick calls Arizona home and is a business development manager at Insight. Insight is a $6B global Fortune 500 company providing hardware, software and professional IT services solutions. They serve 80% of the F500 in the US and in over 200 countries. But that just isn't big enough... they've got to get bigger. Enter Patrick. Basically, Insight provides digital innovation strategies like moving data centers to the cloud. They also provide connected workforce and supply chain optimization solutions. They also wrap services around the hardware and software. And this is where Patrick comes in. Patrick is mainly targeting existing Insight customers who have a $1 million investment or more. He has been doing cold outreach and will continue to. But he's pivoted lately to organizations who already know Insight on the hardware side... to see if there's a fit in providing services to them. Tune in as we quickly summarize Patrick's situation... his specific challenge!