A Sales Compass – A Blog by B2B Sales Connections

Technology has changed our lives forever.  We can now communicate with virtually anyone, anywhere at any time.  However, technology has also created a new set of rules for what I consider acceptable and unacceptable behavior. 

Some believe this new business etiquette to be generational in nature; that since those who are younger grew up with technology, it is only them who make these faux pas. Since I have personally experienced people of all ages make these mistakes, I say age has nothing to do with it.

Let me give you some examples.  (more…)

‘I hate cold calling”. Have you heard that line a thousand times or more in your sales career?  Or how about the promise to “never make another cold call again”.  Let’s not forget the ever popular “cold calling is dead”.  Of course there are tons of books, articles, blogs and tirades about the death of the cold call but there are still lots of industries where they work and lots of sales people who are very successful because they pick up the phone and dial.

(more…)

Do you find that there are just not enough hours in a day?  Are you working long hours, making call after call, but you still don’t sell enough to even come close to reaching quota?  If you answered yes to these questions, you may be one of the many sales representatives who mistakenly believe that being busy is the same as being effective. (more…)

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

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…)

I was recently asked:  “If you are new to cold calling how do you know when you are ready to pick up the phone? ”  The short answer to this question is when you have properly planned your prospecting approach and you have a phone number!  (more…)

Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year?  Think you don’t have time to spend on your own ongoing personal development? Did you know that if you spend just 10 minutes a day reading, that adds up to over 60 hours a year?

Investing in yourself is always a safe bet!

Prospecting Your Way To Sales Success – How to Find New Business by Phone, Internet, & Other New Media by Bill Good (more…)

Cell phones can often cut out.  When listening to your voice mail, sometimes all your recipient can hear is “613-???-?295″.  They have no way of calling you back if they wanted to!  Always say your phone number twice, once close to the start of the message and again at the end.

Aim Higher!

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

You don’t always have to answer a customer question in person to be effective.  Sometimes an after hours voice mail message with the requested answer not only satisfies your customer, it saves you valuable selling time as well.

Aim Higher!

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

Tired of voice mail tag?  Try leaving a detailed message on your first call.  That way, if you are not available when your contact calls back, at least they can leave the answer to your question on your voice mail.

Aim Higher!

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