Cold-Calling Observation - Blaire Group analysts observed 3,640 cold-call presentations made from twenty (20) different sales organizations prior to Must-React training. The research* clearly shows that professional sellers, when cold-calling, adopt a product-benefit messaging approach that produces virtually no positive yield. The results of the research concludes that both middle and senior-level executives, i.e. target buyers have neither the time nor the inclination to respond to solicitations for new product introductions.

Cold-Calling Pressure Points - The research indicates that there are six areas of vital concern for sales professionals who utilize cold-calling as a means for pipeline building and gaining access to target-buers.

1. Introductory Statement - Most sales professionals wrongly adopt a product-benefit and value-proposition language in the cold-call presentation at the expense of persuasion (see paragraph below The Pitfalls of Product-Benefit Language).
   
   
2. Objection Management - More than 90% of all sales professionals, including seasoned veterans, are unable to manage both simple and complex objections in the context of cold-calling.
   
   
3. Voice Mail Greetings - Sales professionals receive voice mail greetings more than 50% of the time when making outbound dials. The average callback rate is less than 1%.
   
   
4. Inability to Close - In the context of cold-calling, 93% of all sales professionals do not demonstrate an ability to close for a meeting with a date & time certain.
   
   
5. Lack of Call Structure and Viable Technique - 96% of observed sales professionals do not possess a coherent call structure with an organized technique that will lead to success.
   
   
6. Activity Tracking - Nearly 100% of the sales professionals observed are not tracking the proper metrics / activities that will lead to successful cold-calling campaigns.

The Pitfalls of Product-Benefit / Value-Proposition Language - Sales organizations throughout the world are adopting The Must-React System and are experiencing exceptional results. As product-benefit language and value-proposition language is increasingly outmoded, The Must-React System provides a fresh approach for gaining access to target buyers from all industries. By approaching your target-buyers on the basis of their professional mandates, you have an opportunity to engage them for an initial meeting. This is accomplished by offering analyst-briefings presented on topics that are relevant, timely, and educational in nature. Wisely, each briefing’s talk-track is designed to stimulate the target to talk about his / her corporate or departmental environment in detail. The outcome of the analyst-briefing is actually a meeting that includes depth of qualification, and where appropriate, the beginning of a legitimate sales cycle. It is the definitive methodology for building sales pipeline in the document automation solution industry.

*Methodology / Data Set - Target buyers included a broad range of executives that are difficult to reach: Chief Financial Officer, Controller, Chief Information Officer, Director Information Technology, Director Infruasturcture and Security, Vice President Marketing, Vice President Sales, Chief Medical Officer, Vice President Medical Affairs, HIMs Director (Medical Records Director), Vice President of Enrollment Services, Director of Admissions, Director of Environmental Health & Safety, Technology Transfer Officer, Chief Operating Officer, and others.

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