A Sales Compass – A Blog by B2B Sales Connections

Recently, Susan posted  a blog that generated a lot of discussion on the merits of leaving a voice mail. There were numerous comments left debating both sides of the issue. I would like to relay a quick voice mail story that happened at one of my clients this past week.

The clients sales team had long debated the pros and cons of leaving a voice mail message and a few of the sales people decided they were going to start  leaving a well crafted voice mail and see if they would be successful.

Two days later one of the rep’s called me up so excited they were almost coming through the phone. He had left a voice mail for a prospect who he had never spoken to at a company on his target list.  Twenty minutes after he left the voice mail the contact from the prospects company called him back to find out more about the product he was selling.

Instead of launching into a ‘pitch’ about his product he asked the prospect what prompted them to call. It turns out the client had just been told by a major supplier they would not be renewing their contract and shipments of the products would stop. The prospect pegged the value of the contract at over $3 million and asked for a meeting immediately to disuss the opportunity.  Not bad for a 20 second voice mail.

By the way, all the sales team has started to leave voice mails.

AIM HIGHER

Robert J. Weese

Managing Partner

www.b2bsalesconnections.com

Regardless of how expensive or complicated your product is, a written proposal should not be longer than 6 pages. Too much information can actually slow or halt the sale, not move it forward. Your prospect only needs just enough of the right information to make a logical buying decision. Did you need of want detailed blueprints of framing, plumbing and electrical wiring before you bought your house? Neither does your prospect!

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Do you need to know how to build trust with your customers? Join our free webinar where we share quick and easy ideas that will help you build trust and credibility with your prospects. Webinar doesn’t fit your schedule? View the presentation video here.

Do you want to make more money in sales? Do you need help with a sales situation? Do you need some sales career advice? Are you a sales manager wondering how to improve your team’s sales results? For less than an average dinner out, you could ask your B2B Sales Coach! in our Daily Conference Calls!

Should you leave a voice mail when using the telephone to prospect?  The answer to that question has been debated by sales people since voice mail was invented. 

Some believe that leaving a voice mail is a complete waste of time.  Since prospects will never return your call, it is more productive just to hang up and dial another number.

Top producing sales professionals, on the other hand, have a different view.  They always leave a voice mail, no matter what.  Granted, the chances may be low that you will receive a return phone call, but those chances are higher than if you just hang up the phone and never leave a message in the first place. You are there anyway.  Why not leave a voice mail? (more…)

Today most resumes are submitted by email, therefore you must create and submit it using a file format that the employer’s computer can read.  Sometimes this is specified in the job ad itself.  If so, use the file format that’s been requested.

If the file format is not specified in the ad, then use Microsoft Word .doc or Adobe .pdf formats as these are very common and very easily read file formats.  If you do not have the software to create these types of files, you can download free software from http://www.openoffice.org/ to do so.   

Another option is to convert your resume to rich text .rtf format using the “Save As” command in your word processing software.  Every word processing program can create a document this way.  More importantly, virtually every potential employer will be able to open and read this file format.

Remember, your resume cannot get you the interview if the potential employer can’t open it. 

To download a free copy of our white paper How To Write An Effective B2B Sales Resume, visit our Sales Download Centre.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. Webinar doesn’t fit your schedule? View the presentation video here.

Do you need some sales career advice? Are you looking to make a career change but you are unsure in which direction you should head? Do you need some honest feedback on your resume? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.