Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they are good ones. If you’re leaving ‘touching base’ and ‘checking in’ voicemails then I would not to waste the prospect’s time. If your voicemails are targeted with […]
Category: Phone
Free Sales Training: 6 of My Favorite Sales Tips
There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day. Unfortunately, there is no magic resource that will automatically help […]
The Qualification Call Follow Up Process
As most of you know I’m not a huge fan of templated e-mail cadences but I do appreciate creating efficiencies throughout the sales process and adding structure where appropriate. One area in which we can add structure to is how we follow up with a prospective client after a good discovery call. Too many of […]
How to Sell Smarter than Automated Communication and Artificial Intelligence
Cars can drive themselves. Filmmakers can replace actors with CGI. Conversations can be automated with a computer program. For years, we’ve needed a human element to get where we want to go, to build connections with people, and to communicate with others, and everywhere you look, that human element is becoming more and more irrelevant. […]
Should you leave a voicemail?
Something I get asked a couple of times a week and usually has a lot of engagement when I share it on social, is the topic of voicemails. There is always a debate if leaving voicemails still makes sense in 2018. The answer, for a number of reasons, is yes. Why you should leave a […]
Content Versus Context
I’ve been following Gary V for a couple of years now, and we even spoke at Rainmaker 2016 a couple of years ago. One thing he said that has really resonated with me is if content is King, then context is God. I couldn’t agree more with this statement and I think it’s a perfect […]
Attention Grabbing Messaging
I’m speaking at the ZoomInfo Growth Acceleration Summit today on the Missing Link Between Sales and Marketing Alignment. Since many of you won’t be able to make it I decided I would write out the presentation I’m giving and share it with you here. Enjoy! The Missing Link Between Sales and Marketing My college degree […]
Are These Weak Introductions Costing You Deals?
There are no second impressions. This is why the first few seconds of a phone call, especially with someone you don’t know, are so critical. With only a few seconds to grab someone’s attention, how you introduce yourself can make or break your deal – before it even begins. For some reason, the first few […]
Why I Think the Phone Will Make a Comeback
I’ve seen a lot of posts over the years about how the phone is dead in sales and I completely understand why. People simply don’t pick up the phone and many don’t even have voicemail boxes anymore. Add that to the fact that Millennials didn’t grow up using the phone, that the open office environment […]
Stop Asking How I’m Doing
Recently, I ended up on call list. Now I am getting calls from sales reps who work at the same type of company and who sell the same type of service. The calls don’t bother me. I completely get the game. It doesn’t even upset me that they all use the same approach and say the same thing. (Though I […]
