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.

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?

The Proper Way to Set a Call Back

Mr. Inside Sales

Not all sales close on the first – or even second or third, etc. closing call. Because of that, it’s often necessary to set a call back to continue the conversation. As strange as it may sound, this is how over 50% of sales reps handle the call back.

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.

Get a Call Back This Week for Halloween

Sales 2.0

So I love this tip from Lori Richardson at 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?

Can't Close the Sale? Whose Fault is It?

Jeffrey Gitomer

Why don't you call back in two weeks?". "We We haven't had a chance to discuss it, call back in three days?". The key is to accept responsibility for no sale yet and ask questions to get the prospect to tell you more about why he is not deciding.

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. Blog Professional Selling Skills Sales Motivation sales motivation

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. If you thought sales people can “spray and pray” live, they take it to an entirely different art form when it comes to voice mail messages they leave.

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

Mr. Inside Sales

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Back to qualifying…. Join Our Next Training: Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program.

Become a Top Sales Manager with These 6 Essential Tips


The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. With so many diverse yet intertwined activities to deal with throughout the day, sales managers often find themselves in a perpetual juggling act. Become a Top Sales Manager.

Call Before 8 AM or After 5 PM to Get Past a Gatekeeper

The Sales Hunter

I’ve been exploring 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we are at number 3: Call back before 8 AM or after 5 PM. Most gatekeepers work traditional hours, so calling either before 8 or after 5 may allow somebody else to answer the phone.

Mistakes Are Better Than Regrets – Sales eXecution 243

The Pipeline

If I had a dollar for every time I heard a sales person say “I should have …”, I could start working a three day week. This unfolds with meetings as well, I often hear sales people say after the fact “I should have asked…” So why don’t they?

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What To Do When Your Salespeople Hit a Sales Slump

The Center for Sales Strategy

No matter how good you are or how long you have been in sales, sooner or later you're going to hit a sales slump. 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.

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Time To Grow Up – Sales eXchange 198

The Pipeline

The reality is that there are no absolutes in sales, nothing works all the time, every time, most things don’t work most the time, so when you have a technique that proves to be 30% – 50% effective, you have something worth adopting. By Tibor Shanto – tibor.shanto@sellbetter.ca.

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Just Email Me Something….

Mr. Inside Sales

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.) Presenter: Mike Brooks, Mr. Inside Sales.

In Online Sales, Time Waits for No One

Increase Sales

A report on converting online sales leads recently entered my email inbox. Tuesday through Thursday are the best days to qualify incoming sales leads. Presuming no one is around is potential a fatal sales presumption. Called back after several days.

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.

Should I Leave a Voicemail When Prospecting?

The Sales Hunter

The argument people say is nobody listens to them, and even if they do, they never call back anyway, so it’s a waste of time. Blog Phone Sales Tips Professional Selling Skills Prospecting phone phone skills prospecting sales prospectingI get asked this question all the time. There are a lot of reasons I don’t agree with that, and they’re spelled out in my book, but one that […].

Inside Sales Power Tip 114 – Build Trust

Score More Sales

After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head.

Sales Calls: Success through Preparation

The Pipeline

Sales people are tasked with some of the biggest challenges in the working world. A great sales person sells things, but also combines an air of expertise with a genuine feeling of concern for the client. One way to prepare for success is through pre-sales call preparation.

The Complete Guide to Effective Sales Voicemail (Plus Scripts and Example Recordings)

Sales Hacker

My friend Tom at Bottomline Technologies was running a sales team making thousands of phone calls a week. Despite all their best efforts, his sales reps were only connecting with prospects 3% of the time. Those calls were their warmest, best leads. Call me back whenever.”.

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.

The Top Characteristic of Top Sales Producers

Mr. Inside Sales

If you’re reading this article right now, then chances are you want to perform better in your sales career. But are you ready to really commit to doing the things that will catapult you into that rarified air of top sales producers? The average sales rep in the company made about 25.

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How to leave better sales voicemails: 8 ways to boost your response rate


Crafting a quality sales voicemail has become something of a lost art. Considering how often cold calls go to voicemail, your ability to leave compelling sales voicemails can have an enormous impact on your success during the prospecting stage. In this article, we’ll discuss why sales voicemails are important, eight tactics you can use to craft better messages, and three simple voicemail scripts worth stealing. Should You Even Bother Leaving Sales Voicemails?

3 Reasons Why Your Sales Calls Suck.

MJ Hoffman

Below, I’ve outlined three sales mistakes I often hear reps make on the phone. 3 Common Sales Mistakes You’re Making on the Phone. It’s referred to as a “call back,” because you’re calling back to something familiar. Can we circle back tomorrow? ”.

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


One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management.

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3 Top Sales Tips for Keeping Sales Focus ? Score More Sales

Score More Sales

Sales Tips and Strategies to Grow Revenues. 3 Top Sales Tips for Keeping Sales Focus. Grow Sales. Focus in growing sales and revenues is challenging for many small business owners and entrepreneurs, let alone actual sales professionals. B2B Sales.

Important Words in Sales – Tenacity and Optimism

Score More Sales

In talking with many sales reps this week I’m hit with two words that come up when I talk with the most engaged, most passionate, and most financially successful. One rep told me that since his prospect didn’t call back they must not be interested.

Sales Pipelines: A Comprehensive Guide for Sales Leaders and Reps

Hubspot Sales

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? How to Build a Sales Pipeline. Common Sales Pipeline Mistakes. Sales Pipeline Metrics.

Top Ten Characteristics of Top Sales Producers (Part Four)

Mr. Inside Sales

In today’s ongoing series of the “Top Ten Characteristics of Top Sales Producers,” I’m going to introduce you to one of the main differences between the Top 20% of sales producers versus the other 80%. The sales reps sat around the conference table with a look of wonder on their faces.

Sales: It Takes Work to Be Mediocre ? Score More Sales

Score More Sales

Sales Tips and Strategies to Grow Revenues. Sales: It Takes Work to Be Mediocre. OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position. Previous post: Sales Tips From a Witch and a Ghost for Any B2B Seller.

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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. Gain sales acceptance.

How to Increase Sales Tips & Snippets – Just Let Go

Increase Sales

Let go of the bad stuff, the complaining customers, the sales leads that do not call back is another great how to increase sales tip. Consider this how to increase sales tip of “just let go” and you may be surprised by the results. Sales Cartoon.

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


Cold calling is dead. I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call? Would the message, “cold calling is dead,” resonate with them? Step in the process calledsales-accepted lead.”

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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Prospectors’ Guide To Objection Handling – Part IV – “No Time” – Sales eXchange 164

The Pipeline

Prospect: I’m really busy, can you call me back? Prospect: Call me Tuesday morning! Chick chack, back to work in less than five seconds. Prospects love the busy objection, the shortest line between ring and back to work. Call to Action).

Sales Managers—Pay Attention to How Your Reps Communicate

No More Cold Calling

Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? And in Sales 2.0, new sales buzzwords appear daily.

Build Sales with this Summer Reading List ? Score More Sales

Score More Sales

Sales Tips and Strategies to Grow Revenues. Build Sales With This Summer Reading List. Our 50 Days to Build Your Sales book is on there – just wanted to add that it is a super easy read – actually in very large type. Summer Reading List – Sales Reads.

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3 Proven Voicemail Tips

The Pipeline

While it has been near 40 years that voicemail has been the constant companion to sales professionals, it still seems to challenge many, especially when it comes to connecting with unknown buyers. How do you get them to call you back and still hold your own?” As with almost all things in sales, there needs to be a purpose to everything we do, every action, every decision not to act, you should always be asking “why am I doing this, how will it lead to my defined next step?”

12 Tips to Leave the Perfect Sales Voicemail

Hubspot Sales

There's no doubt about it -- leaving a good sales voicemail is hard. And even if you do record a well-crafted message, do prospects actually listen to them, or take the time to call you back? Here are the nine elements of a perfect sales voicemail. Sales Voicemails