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?

Close More Sales with this One Training Tip

Mr. Inside Sales

Do you want to be a top producer in sales? And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. And then hit your MUTE button and Listen very carefully for the real objection—or objections—that are holding your prospect back.

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.

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.

Sell More! New Online Training—Early Bird Pricing!

Mr. Inside Sales

Are you ready to double or even triple your sales—in 2019? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Here’s why: This is the best, award winning inside sales training you can get—anywhere!

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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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.

Metrics—Which One is Most Important?

Mr. Inside Sales

you can automate just about everything else—including phone calls, voice mails, email campaigns, etc. How about numbers of calls? Length of the first call? What I stressed is to use recordings to measure how well a rep handles each part of the phone call.

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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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.

A Gift to Our Readers: MIS Wins 2019 Service Provider Award!

Mr. Inside Sales

We are deeply honored to be singled out as the top inside sales training and coaching firm among the many other fine companies in this space. In addition, I was named one of the “Top 25 Most Influential Inside Sales Professionals”— for the ninth year in a row!

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.

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.

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 […].

Catch & Release: Not a Closing Strategy

Mr. Inside Sales

and one of the sales reps brought up today’s quote as we were reviewing calls during the training. Instead, the rep commented that it was essentially a “catch & release” call! Think of your own company’s sales presentations.

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.

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

Steven Rosen

Successful sales people and sales organization understand the key to success is generating new business. There is simply no getting around the brutal fact that the #1 reason for failure in sales is prospecting. How to double call backs with a powerful voice mail technique.

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.

Practice Doesn’t Make Perfect

Mr. Inside Sales

If it did, then we’d all be great golfers, tennis players, and sales reps. And, unfortunately, this is what happens to so many sales teams. Just make more calls, stuff more leads into the pipeline!” And it all starts by practicing perfection—rather than poor sales skills.

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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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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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.

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.”.

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.

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

Do you or your team suffer from call reluctance ? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. can quickly result in call reluctance.

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.

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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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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One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Let’s start with the obvious: Sales reps talk too much. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. Often times, when talking past the close, sales reps will actually introduce objections.

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.

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).

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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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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