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Case Study: Research and Lead Generation in the US Security & Defense Market Project Background: One of Israel's leading manufacturers of defense products for perimeter and border protection sought to expand their distribution channels in the US market. Additionally, the company was scheduled to exhibit at ISC West, the premier comprehensive and converged security trade event in the U.S. Project Objectives: - Identify relevant distributors in the US. - Identify the relevant managers/decision makers in each company along with their personal contact details. - Generate leads for the ISC West show and leads in the US market in general. Stage 1: Target Mapping The Skylimit - Strategic Marketing Solutions team, in collaboration with the manufacturer, identified all potential targets in the US market. These targets included distributors dealing in: - Security/access control products - Police/law enforcement equipment - Army equipment - Border security - Private security companies Stage 2: Research The Skylimit team researched distributors and suppliers in each category. We also scanned tender platforms to identify security distributors applying for various perimeter and border protection tenders. As a result, we compiled a list of 120 potential distributors with full contact details. Stage 3: Lead Generation (2 months) Acting as employees of the manufacturer, we used LinkedIn, email, and phone to reach out and generate leads from the list of 120 potential distributors. Results: Over 50 responses were generated, leading to multiple meetings at the ISC West show and enabling the manufacturer to meet with distributors in multiple states after the show.

In the realm of government sales, fostering strong client relationships is crucial, but it's just the tip of the iceberg. To truly succeed in selling to the Government, several key factors come into play: - **Standing Offers and Supply Arrangements:** Is your company part of any existing agreements that match your target department or business line? - **Security Clearance:** Does your company hold the necessary security clearance, or is it eligible for clearance? - **Alignment with Government Mandates:** Do your products or services align with the mandates set by the current or upcoming administration? These elements form the bedrock of a successful government go-to-market strategy. Without addressing these fundamental aspects, the path to success in government sales may encounter significant obstacles.

📢How to Handle "We Want to Speak to a Reference" Early in the Sales Process📢 What’s your go-to response when a prospect asks to speak to a reference early in the sales process, during the Approach or Interview step? Here’s what I say: "Absolutely! Does this mean you’re moving forward with us, pending a positive reference check? I ask because I want to ensure all your questions are answered and to be mindful of protecting our clients’ time—just as we’ll protect yours when you become a reference for us! We typically schedule reference calls as one of the final steps. Does that work for you?" Why this works: 1️⃣ Temperature Check – It helps gauge their level of commitment and readiness to move forward. 2️⃣ Logical Pushback – It explains why reference calls are best saved for later, without coming across as defensive. 3️⃣ Respectful Boundaries – It protects the time and goodwill of your existing clients who’ve generously agreed to be references. This approach keeps things professional, ensures forward momentum, and strengthens trust with both your prospects and your existing clients. How do you handle reference requests early in the sales process? Share your strategies below! 👇

Brief summary on "Fanatical prospecting" by Jeb Blount Chapter 5 📖 He talks about three laws that serve us in sales. The universal law of necessity is governed by desperation. Desperation complicates our sales process leading to failure. It makes us look weak and needy, the customer notices it through your body language. The 30-day rule tells us that prospecting for 30 days will bear fruit for another 90 days, if you miss one day of the first 30 days it will affect the other 90. The law of replacement does not talk about taking advantage of new prospecting opportunities to close deals. First rule of the sales slump, it reminds us that we must be focused on prospecting and meeting our objectives. By being focused and working daily we can receive good things, find the right people and the right times, the more we prospect the luckier we get.

Now you can bring out your prospect’s objections in 10 seconds… Just use this FBI easy-to-apply psychological trick on your next sales call! This trick, used by FBI high-risk negotiators, is called Labeling. It consists of talking out your prospect’s possible objections and worries with a single sentence. After hearing it, just like magic, your prospect will start talking about this and possible other objections. This has three huge benefits for you: You will instantly know if that objection is true or now You will know how your prospects feel about working with you Your prospects will feel like you are understanding them. All this by only using one sentence. You can start your label by using “It seems like…” or “it looks like…” And it should go something like this: “It seems like the price I just proposed shocked you as it probably wasn’t what you expected.” Now, here’s the most important part… SHUT THE HECK UP! After labeling, let your counterpart freely express and do not interrupt unless strictly needed. Also, don’t worry… your prospect won’t come at you screaming “you don’t know how I feel!!” Rather I’m sure they won’t even notice it! Do you think this trick is valid? Or is this just useless?

Sales Tip Of The Day - Always Have A Next Step You should not leave a meeting without a solid next step that has been agreed upon. It would be best to schedule the next meeting / follow-up meeting when you have the potential customer on the line. However, you will often hear objections including but not limited to “just email me and we will put it on the calendar.” As a result, the potential customer goes into the Witness Security Program (WITSEC), never returning your calls or emails. As an alternative, you must schedule the next meeting / follow-up meeting with the potential customer right then and there. Furthermore, if the next step is to send a proposal/contract, it would be best to tell them that you will put a proposal/contract together and walk them through it. When a potential customer makes a commitment, they are more likely to show up at the follow-up meeting. #salestip #SalesStrategies #ColdCalling #OvercomingObjections

The deal isn't signed until the ink is dry! 🖋️ In sales, it's easy to feel like a deal is in the bag once you get that verbal agreement. But remember, the deal isn't truly secured until everything is finalized. This false sense of security can be dangerous. It can lead to complacency, missed follow-ups, and ultimately, lost deals. When you do this, you are telling yourself that you have arrived. And once you have arrived, there’s nowhere else to go, right? Psychology is working against you. 🚫 To avoid this: 🔹 Stay Engaged: 📞 Keep the communication lines open and address any concerns promptly. 🔹 Document Everything: 📝 Ensure all agreements and terms are clearly documented and understood. 🔹 Follow Up: 🔄 Regularly check in with the client to keep the momentum going. 🔹 Plan for Contingencies: 🔄 Always have a backup plan in case things go south. 🌟 By maintaining a proactive approach, you not only increase the likelihood of closing but also build stronger, trust-based relationships with your clients. Stay vigilant and keep pushing until the deal is truly done! 💪

As a freight broker, building a strong prospect list is the foundation of your success. To maximize results, avoid relying solely on: - Cold calls - Overpromising to potential clients. - Don't ignore online presence Instead, focus on personalizing your outreach and leveraging referrals to gain credibility. A multi-channel approach - using phone - email - social media - in-person meetings ensures you stay top of mind when prospects are looking for solutions. Mastering these do’s and don’ts will help you build long-term relationships. ♻️ What channel do you use to help find customers? ------------------------ #logistics #freight #transportation #3PL #LTL #manufacturering #socialmedia #marketing

Are you using the same proposal for all your prospects? Stop it! Tailor your sales proposals to the specific personality style of your prospect using two simple questions: 1) Does the prospect like more or less detail? - More detail -> Provide extensive details with proof - Less detail -> Use an Executive Summary - Not sure -> Include Executive Summary with details as backup 2) What kind of support do they need? Provide additional details that align with the needs of the prospect: 🦁 Saves them time 🦚 Helps them look good 🦉 Shows them how to prevent mistakes 🐑 Reassures them that the solution is a fit Remember, if you put the same proposal in front of all your prospects… You’ll be wrong 75% of the time… Git Sum!