The Pipeline

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2 Reason To Always Leave Voice Mail – and Get Called Back – Sales eXecution 285

The Pipeline

Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. Our buyer are struggling to pack 16 or more hours in to a 10 hour day, and taking bad calls from bad sales people is not on the list. By Tibor Shanto - tibor.shanto@sellbetter.ca .

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Please Stop Apologizing – It’s OK To Do Your Job

The Pipeline

It’s a prospecting call, please stop apologising, it’s OK to do your job. But we are not given that choice, so we have to cold call. And if you are going to cold call, then by definition you will interrupt. I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff.

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Voicemail for Buyers vs. Voicemail for Prospects

The Pipeline

A Quick Look Back. Pink slips ruled the day, you know I called but rarely any detail. But it is the opposite during the trying to engage phase, cold calling. So once the prospect digests everything, considers it twice, why do they need to call you back? That will include calling you back if you leave a number.

Buyer 289
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Prepare For The Post Labor Day Sprint

The Pipeline

Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. The five, in no particular order, are: Avoid falling back into usual routines. Harvest referrals. Recalibrate with your team.

Harvest 360
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Definitely The Best Day To Make Calls

The Pipeline

A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls. This question is as old as time, imagine if the Serpent had speculated as to the best day to call on Eve?

Call-back 290
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To Research Or Not To Research?

The Pipeline

Taking us back to the question, “to research or not to research?”. Unless you have a one call sale, you will need to secure the second meeting even if you have success on call 1. The majority will tell you they do most, if not all their “research” before even prospecting someone. Research Or Recreation?

Research 386
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Voicemail For Dummies And Other Romantics

The Pipeline

Believing that voicemail helps them move the call towards what a percipient may expect in a live call. If we were sincere, we would call voicemail by its actual name, ‘Business Triager’. If you make ten calls, what are the chances that all ten are in the process of looking for your product? It will not! Business Triager.

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