- Blaire Group

Broken Bones, Cold-Calling & ACDC


	by Kraig Kleeman The best rock show that I saw in 2008 was, without a doubt, ACDC. Don’t get me wrong: The Eagles were magnificent! Ben Harper was refreshing! Carlos Santana was sensational! But the explosively electrifying act by ACDC was in a class of its own! Heck, I advise that the editors of Wikipedia update its “Seven Wonders of the World” list to include a live show featuring ACDC. Let’s face it: Angus Young is to the guitar what Mick Jagger is to vocals: A high-energy event that knows no restraint! One evening I was reflecting on the lyrics within ACDC's song It’s a Long Way to the Top (If You Wanna Rock ‘n’ Roll). Hmmm… I am guessing that the lyrics of this song deserve a plain text interpretation. Think about it… Did they get robbed? You betchya! Did they get stoned? Ummm… is that a trick question? Did they get beat up? I hope not, but considering how much boozing goes on at rock events, my guess is yes. Did they break a few bones? Sadly yes… it’s all documented in ACDC’s chronicles. OK Kraig, what does all of this have to do with The Must-React System, you might ask? Plenty, I might answer. Must-React certification is an explosive, electrifying event for our clients' sales professionals. No, we haven't had any broken bones during training or certification time - LOL - but it is rigorously demanding, in all respects! In the first sequence, participants are observed by an outsider (me). I document all aspects of the team's cold-calling behavior against our critical selling competency grid. The observation results are benchmarked against industry standards and reported to management. The second sequence includes a message optimization period. That's were Blaire Group analysts make CALL YOUR TARGET BUYERS and craft an introductory message that is consistent with the principles of Must-React. This allows us to build an optimized talk-track that includes scripting and principles for objection management. Once optimized, the script and talk-track becomes a key component of the in-person training. During the training / certification sequence, there is a lot of structured role playing and live calling to targets. Each participant must survive the role playing prior to getting on the phones. Then, they have to complete a comprehensive certification process that includes achieving key milestones during a live calling session to the satisfaction of the instructor (me, again!). No one gets certified simply for participating. Demonstrated competence is the only path to certification! Must-React graduates often tell me the training is akin to a military boot camp, where cold-calling is the focus rather than physical conditioning. If Angus Young ever attended a Must-React training session, he would discover that... ...it's a long way to the top, if you want to be a master at cold-calling! Register for a FREE Cold-Calling Webinar entitled Optimizing Cold-Calling to Drive Revenue Complete the form below to register.		Angus Young, ACDC founder and lead guitarist Gettin' robbed... Gettin' stoned... Gettin' beat up... Broken bones... Gettin' had... Gettin' took... I tell you folks... It's harder than it looks... It’s a Long Way to the Top, If you Wanna' Rock n Roll! - It's a Long Way to the Top (If You Wanna Rock 'n' Roll - Discography: Back in Black, 1980

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