The Proper Way to Set a Call Back

Inside Sales Training

closing call. Because of that, it’s often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week.

Get a Call Back This Week for Halloween

Sales 2.0

Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply?

Get a Call Back This Week for Halloween

Score More Sales

Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply?

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.

Sales Motivation Video: Make Your First Two Calls Follow-Up Calls

The Sales Hunter

Get started quickly Monday morning by making your first two calls to people you promised you would get back to. You will impress them with these call backs first thing Monday morning.

How to Leave Voicemails that Generate Results


Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. A wise person once asked: How many return calls do you get when you don’t leave a voicemail? How will the prospect benefit from calling you back? Messages like: “It is important that you call me back immediately” will fail.

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3 Reasons Your Voice Mails Fail

The Pipeline

Voice mail is not going away, mostly because people will have to answer their phones rather than being able to screen calls and preserve their time and sanity for things other than bad prospecting calls. Again, One Singular Purpose: get a call back!

How to Increase Your Closing Percentage

Inside Sales Training

It’s no wonder most sales people go home exhausted at the end of the week and are discouraged when they come into work on Monday and look at their list of prospects to call back…. Let me ask you a question: Do all of your leads end up buying? Of course not.

VIDEO SALES TIP: Voicemail and Your Sales Success

The Sales Hunter

Think how often you call a prospect or customer and reach their voicemail. Do you ever wonder if you should leave a message — or if you should just call back another time? What you decide in that moment can dramatically impact your sales success.

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A Powerful Tip For Following Up On Literature

MTD Sales Training

The cold call went so well, you wished it were recorded so you all of your peers could hear. The prospect sounded glad you called, and seems anxious to receive your information package. However, when you call back, it sounds like you are talking to a totally different person. Suddenly, the prospect became defensive and

Did You Get My Voice Mail?

The Pipeline

Yesterday I got a call about a piece I wrote for Radius titled: Get More Call Backs: How To Increase Returned Voicemails By 50%. Let’s face it, the reason most people want you to “leave a detailed message”, is so they can know exactly why not to call you back, and they don’t.

In Online Sales, Time Waits for No One

Increase Sales

This report by B2B Behavior highlighted these three (3) online sales behaviors: Response time is critical – Call within 5 seconds of securing a sales lead increase qualifying that lead 29% higher than waiting for 5 minutes. Called back after several days.

Call Reluctance is Just as Popular as Ever!

Understanding the Sales Force

Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments.

3 Voicemails That Will Stop a Deal Dead in its Tracks

Hubspot Sales

Follow these strategies and you might see a 30% increase in call-backs, just like my team did. And believe me, if you’re calling their cell, your prospect is paying attention to the length of your voicemail. Game me call beck when you have timmy. “.

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)


One side argues that you should just pick up the telephone and make the call. I maintain that calling in “cold” is unnecessary and unproductive. Why else would I, someone in the lead generation business, get multiple calls and emails from lead generation companies every week (and multiple calls over time from the same firms)? He referred to calls he gets just about every week (where he is the prospect). “I’ll

Phone Prospecting – Cool and Not Cool

The Pipeline

It is not about striking a relationship that you hope will lead to something, that’s called dating; anyway, who says they can’t buy from you before you form a real relationship; who says there needs to be a whole lotta clicking, liking, and retweeting before you can engage?

What To Do When Your Salespeople Hit a Sales Slump

The Center for Sales Strategy

A client has been with you every month for the past 6 months, but then calls you up and says they need to take the next couple of months off. The appointment you have been working so hard to set tells you to call back in 6 months. Slumps happen to everyone.

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Are You Saying the Right Things?


Even though buyers do not always call back, they are usually listening. As the salesperson attempts to connect with the buyer through a sequence of voicemails and emails, the salesperson should treat the process like a dialogue.

Handling the, “I Need to Speak With….” Objection

Inside Sales Training

Let me ask you this, though: is getting their approval the ONLY thing holding us back from doing business together?”. Give a brief pause here and wait for push back. 2) Do you see how you already have a call back appointment? Cold Calling Scripts Overcoming Objections

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results


The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads. The human executes that direction with excellent conversations (based on call flow, not scripts), well-crafted voicemails and carefully written emails.

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Should you leave a voicemail?

John Barrows

Look, I get it, no one calls anyone back anymore. It’s a good idea to cold call yourself every once in a while as well so you can hear what you sound like. I also recommend cold calling your boss every once in a while, leave a message and then ask for feedback.

Why Set Out For 2nd Prize?

The Pipeline

C. The prospect hasn’t had a chance to read, but will, and asks you to call in a week. But it is also true that that should be what you settle for, not your intent going into the call. By Tibor Shanto -

Make Voice Mail Work For You In Prospecting

The Pipeline

Many find all kinds of reasons (excuses) to rationalize (excuse) why they fail to make call in order to engage with prospects to fill the gap in their pipelines. Now I know that the “no cold calling crowd” and their “social cronies”, are saying, “duh, we know the phone does not work”.

Should You Use: “Is this a good time” – Yes or No?

Inside Sales Training

The debate of whether to open your calls asking, “Did I catch you at a good time?” for presentation call backs), is alive and well – unfortunately. I’ve been making calls – both prospecting calls and closing calls – for a long, long time.

14 Ways to Respond to the "Call Me After the Holidays" Objection

Hubspot Sales

Responding to "Call Me Back After the Holidays. Calling prospects in the last few weeks of Q4 means you’ll hear a season-specific objection: “Can you call me back after the holidays?”. You’ll end the call without providing any value or learning new information.

What does Do Nothing Really Look like for your Prospect?

Sales 2.0

No calls back. And if you do know, have you fed it back to your prospect in a way that is clear & easy for them to understand? Who is your biggest competitor? If you’re in IT sales is it IBM. Apple, Google, Wipro, some dudes in Bulgaria? Probably not.

Sorry, Practice Doesn’t Make Perfect

Inside Sales Training

Unfortunately, whenever I go into a company and listen to their pitch, or the way they handle objections, or open their calls, I hear it. That is practicing a poor selling skill, and the result is a lot of calls backs and chasing unqualified leads.

Successful Voice Mails are like Bikinis! – Sales eXecution 309

The Pipeline

With that in mind, I’d like to use a perspective I learned some time back from someone in finance. They want to know exactly why NOT to call you back. Detail leads to no call back. By Tibor Shanto – .

Voice Mail Week Part III – The Technique and why It Works! (#video)

The Pipeline

In Part I and Part II of this trilogy we looked at context, and how there is more to voice mail than just the message and getting a call back. I suspect that there will be push back again, and I invite the challenges and feedback of all quality from all sources.

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The First Few Words in Cold Calling Do Matter

Increase Sales

Many small businesses use cold calling to increase sales. From call centers to individual salespeople, dialing for dollars continues to be a marketing strategy. Yesterday, I received a cold call that stated with the following: “Do you guys use credit cards?”

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?


The DRM asked for a call back on a specific date at a specific time. This was a “Gold Call” that has led to a huge opportunity for our client. Should you leave a voicemail?

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Do you Want to Succeed in Sales? Are you Fanatical About Success?

Steven Rosen

The 5 C’s of Social Selling and how to use them to get prospects to start calling you. How to double call backs with a powerful voice mail technique. Break free from the fear and frustration that’s holding you back.

The Proper Way to Handle a Call in Lead

Inside Sales Training

Call in leads can be tricky. Because reps often equate the implied interest of a call in to being “qualified,” they often skip some important steps. A CEO called me the other day and wanted to know more about the kind of training I offered.

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Why the ‘will to win’ isn’t enough…

Inside Sales Training

To start with, I started showing up an hour before work began, and I headed straight to my desk to begin making calls. I spent my lunch hours listening to my calls and critiquing them. “It’s not the will to win that matters – everyone has that.

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Turn a hard no into a yes with the easiest follow-up technique I know

And all it takes is trying one simple strategy I recently discovered: HUCA (Hang up and call again). But for some reason, I thought things would be different when I recently called up my airline and tried to change the details on an upcoming flight. I’d called. Call again.

How to Turn Cold Leads into Warm Leads

Inside Sales Training

Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. It’s called a “touch point plan,” and it’s very effective if done right.

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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal


While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. The CFO with the deal described above, who was with one of the top five largest utilities in the country, at one point called one of our associates back and left this message: “Don’t stop calling me. But then he gets busy and forgets to call back.

5 ways to maximize impact of customer success stories in your presentation

Performance Sales and Training

Do a call back. If you’ve referred to the story earlier in your presentation, call back to it in your closing to reinforce it and keep it top of mind. Customer success stories or testimonials can be one of your strongest selling tools.

5,000 Marketing Technology Tools (and Sales Execs Still Need to Find Over Half of Their Own Leads)


Because sales reps have become conditioned to expect poor quality leads from marketing they tend to not follow up on marketing’s leads – or they call once or twice and assuming the lead was bad because the prospect did not call back – putting marketing in the position to try the next new thing, which is most cases is one of the new technology solutions that recently hit the market.

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Who Is Your Best Prospect?

The Pipeline

If based on your process and onboarding, and related training, there is still a divergence around this core issue, you need to stop, step back and plug this hole. By Tibor Shanto – .