Without Call-Backs, Your Lead Gen Is Dead in the Water

No More Cold Calling

Here’s how to generate leads and get call-backs. Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. How to Score a Call-Back.

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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Marketing The First Hurdle in the Sales Process

Increase Sales

” My immediate response was “Please tell me about your sales process beginning with your marketing plan including strategies and tactical execution.” ” Then I heard again “We don’t need marketing.

Dead is Dead! (At Least in Sales and Marketing)


Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead. Do sales reps like to cold call? Would the message, “cold calling is dead,” resonate with them? Here are a few things in sales and marketing that are not dead.

B2B Marketing Guide


Why Did We Write This B2B Marketing Guide? This B2B marketing guide was written to provide a high-level overview of the key components included in a B2B Predictable Pipeline Strategy. Who is This B2B Marketing Guide For? How much do you spend on sales and marketing?

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Marketers: Should Salespeople ONLY focus on Closing Sales.

Score More Sales

Marketers: Should Salespeople ONLY Focus on Closing Sales? “Salespeople should just focus on closing sales, and let the marketers do the rest through automation.” OK, so back to the contest and e-book you can contribute to on marketing automation.

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


A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before. I don’t place all the blame on marketing. Each year lead quotas go up while budgets go down, and marketing has to do something – so they turn to technology. Agree on your market, media and message; 2.

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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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Watch These Sales & Marketing Thinkers in 2012 ? Best of 2011.

Score More Sales

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. Developing professionally by expanding your knowledge is one of the best ways to grow market share. Thanks for all the contribution of marketing data into the business world. Request a Call Back.

The Facebook Event for Marketers You Need to Know About.

Score More Sales

The Facebook Event for Marketers You Need to Know About. I’m happy to share information about an upcoming Facebook Marketing event that will be online with many fantastic speakers. 50% Savings on Web’s Biggest Facebook Marketing Event. Join 22 experts (including Brian Solis, Mari Smith & experts from Intel, Cisco, Xbox & SAP) as they help you master Facebook marketing at Facebook Success Summit 2010. Request a Call Back.

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.

Put A Judicial Branch In Place to Eliminate Wasted Leads


Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. This is a problem marketing and sales cannot solve alone.

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Does Your Sales Team Know How to Follow-Up on a Lead?


Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. The day of the call.

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?”

How to and Why to Cold Mail – Sales eXchange 203

The Pipeline

If you are a regular at this blog, you know that I am big proponent and supporter of cold calling. I think clod calling is a necessary part of a multipronged approach for engaging with potential buyers you have not have not spoken to before, or have a means of generating a referral to.

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.

One Email Guaranteed to Get a Response

Tom Hopkins

Nothing is more frustrating than not hearing back from a prospect or client. You’ve sent your information, delivered your presentation, been given a day/time to call back and, and…nothing. And despite all your phone calls, emails, etc.,

Four Proven Responses to: “We’re all set”

Mr. Inside Sales

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Back to qualifying…. Response Three: “I understand—I didn’t expect to catch you in the market right now.

Time to Stop with the Cheap Sales Behaviors - Part 2

Increase Sales

Loyal customers as well as centers of influence appreciate those acts of kindness and will remember you before the last salesperson who called on them. Returned Phone Calls. With all the SMB in the marketplace, your sales lead or customer will just as quickly call your competitor.

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Social Selling Is So “Last Year’s News!”

Partners in Excellence

One of the things I also love is there is usually a lot of great market research and data. Communicating Future Of Buying Marketing Prospecting Sales and Marketing Tools Social Networking Last week, I happened to be attending SAPInsider’s CRM2015 Conference. Every once in a while, it’s great to attend these types of conferences, both for what you learn and the people you meet.

Why Salespeople are Ditching Your New Sales Presentation

Performance Sales and Training

Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team. Sales or Marketing? And sales and marketing also both play a role in whether a presentation is adopted, adapted, or discarded.

Never Blow Off A Media Invitation by Christina Hamlett

Increase Sales

For the third time in as many weeks, I’m waiting to hear back from advertisers to whom I’ve sent a media invitation with short and relatively painless lists of interview questions for the development of feature stories in the local press.

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You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]

No More Cold Calling

One guy even said he was thinking of cold calling (shudder) and doing more marketing. How long does it take to make one more call, send one more email, or contact someone you know on social media to schedule a phone call or a get-together? If you don’t ask, you don’t get.

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


RESEARCH: Are folks responsible for reaching out to your market knowledgeable and prepared for quality conversation? 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)?

10 Sure-Fire Ways to Build Sales for Entrepreneurs ? Score More.

Score More Sales

Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. We are not marketers, but we know that you need at least one well-done webpage.

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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”.

Teleprospecting: When marketing lead response time is a priority (and when it’s not)

B2B Lead Blog - Inside Sales

We slashed that to five minutes or less with: Automated alerts — Our IT team developed a program that notified our lead generation specialists to make a call the moment someone submitted a Web form. As a result, whenever someone submitted a form, the person received a call back within five minutes more than 85% of the time. However, again, that doesn’t mean if you have a complex sale you can kick back and wait to respond to inquiries.

Do You Have A Backup Process?

Smooth Sale

Magically, the suggestion worked, and I was back in business. #2. Following instructions, she called back a week later to make another appointment. The first remedy for procedures not backed up is to acknowledge the situation.

Your Company’s Best Brochure is You

Keith Rosen

Learn why the hasty and untimely use of brochures and other marketing material can easily spoil even the best prospecting efforts. Marty was well into his conversation with a prospect that he cold called minutes ago. Otherwise, it’s really a judgment call on your part.

How to Turn Cold Leads into Warm Leads

Mr. Inside Sales

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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[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)

DiscoverOrg Sales

In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc. I’m here to tell you that cold calling is alive and well – but you’ll rarely get a call back from a voicemail alone. Give me a call.

[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)

DiscoverOrg Sales

In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc. I’m here to tell you that cold calling is alive and well – but you’ll rarely get a call back from a voicemail alone. Give me a call.

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

Performance Sales and Training

While it’s ideal if you can find a story about a similar customer in terms of industry, market, length of time in business, size, etc., Most stories are generated from marketing so they may be much longer than you need. Do a call back.

How to Close More Revenue Today — With The Leads You Already Have. Use The “3 L’s”.

SaaStr - Sales Strategy

But also make sure every lead is called back. Most marketing automation and some CRMs have at least very rudimentary lead scoring built in these days. what they do on your marketing site or app) with some data (company size, fit for your app, etc.)

When Competitors Cooperate, Big Revenues Can Happen ? Score.

Score More Sales

How well do you know others who sell in your niche, your space, your target market? It is called, Sales Shebang, and is put on by best-selling sales author Jill Konrath. Request a Call Back. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press.

Sales Calls: Success through Preparation

The Pipeline

In a market that is increasingly concerned with “inbound” techniques , the traditional sales call is more powerful than ever. Whether a cold call or an arranged one, clients are more appreciative of the human connection than ever before. Guest Post – Megan Totka.

It's not about RESPONSE. It's about PREVENTION. | | Sales Training.

Jeffrey Gitomer

Offer to call back or come back in a few days? For all requests and questions, including reprint permission, please call 704/333-1112 or email us. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. It’s not about RESPONSE.

Always Thank The Gatekeeper

The Pipeline

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact).

I Left a Voicemail Message. Now What?


“I followed your advice on how to leave voicemail messages that get more callbacks and since using it, my call backs have increased. But my question is, what do I do with the prospects that haven’t called back?” The 2nd Attempt Call.

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.