Category Archives: Cold Calling Strategy
There are some ugly rumors going around, and the only right thing to do is clear the air of all these falsehoods. Cold calling is so not dead. In fact, it’s still alive and kicking. It’s just been updated with
You and I have heard, many times, the old adage “Knowledge is Power!” We can’t argue with the truth inherent in this statement. Education is key to personal and financial growth. There are those who, lacking a college education or
I’m a marketer at insidesales.com and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals. The Goal of Inbound Marketers First, let me say that I like my job and
[This article is part of a multi-blog series on how to build a high velocity sales team. Click the following links to view previous blogs: Part 1, Part 2, Part 3, and Part 4- Inbound. To the view the original
Quantify your Leads to Expand your Sales Pipeline and Increase Sales Velocity: Stretching the Sales Funnel
Companies are spending huge amounts of marketing budget on new and innovative tools, techniques, and systems to generate interest in the form of web leads. Ironically, those same companies are using antiquated techniques to qualify those leads, wasting much of
20th century Canadian scholar and media theorist Marshall McLuhan once stated that when it comes to communication, “The medium is the message.”
In his mind, it was not always the content of the message that mattered, as much as the the method in which it was delivered.
For example, a television set can deliver a broad variety of messages through the media of video and sound—sitcoms, “reality” shows, newscasts, the NFL, talk shows, cartoons, full-length feature movies, and Shark Week. However, we often forget what TV can’t control—the fact that the recipient has to receive those messages under a very specific set of conditions.
The viewer has to be in front of a television screen, tuned to the right channel, able to hear the audio portion of the broadcast, and have a minimum level of outside distractions.
Have you ever considered just how much time, money and energy we dedicate to having a “maximized TV watching experience”? If the “medium is the message,” based on its use conditions, the message of the TV medium is that it’s a big deal. An investment. An experience compelling enough for us to plan our living arrangements around its very existence.
And here’s the kicker:
A sales phone call is no different. . . . .
One of sales reps’ most common questions is, “How many dials does it really take to make contact with a decision-maker, and how do I know when I’ve reached my limit of “pleasant persistence” and am now merely angering the prospect?”
By the numbers, every piece of sales research we’ve ever done indicates that it takes between 6 and 8 call attempts to reach a decision-maker (though this number generally goes down if you’re mixing in other media like email and voice messaging at the same time).
However, our research also shows that most sales reps only make 1.7 call attempts to reach a new prospect (far below the statistical mean to actually make contact), that they overestimate the total number of calls they’ve made (most reps think they’ve made far more call attempts than they really have), and that they rarely combine all three of the major “contactable” media—phone, voice message, and email—to produce the best results . . . .
Aside from the sheer hilarity of some of these ingenious ways to screw up a sales call, I noticed a surprising trend:
Even in this incredibly small sample, the caller often still closed the sale, in many cases because of the “screw up,” rather than in spite of it.
Why? Because the blunder showed the prospect that the caller was human.
Now obviously I’m not suggesting that sales reps make a social faux pas on every call to increase sales. But it does demonstrate that all of us, in every profession and vocation, respond to something real, something relatable.
We don’t like talking to automatons. We don’t like getting “pitched.” Insincerity is about as valuable as a useless management meeting . . . .
The web has disrupted everything we know about sales and marketing. Even the time-honored practice of cold-calling has fallen by the wayside, and face-to-face selling, advertising, yellow pages, and direct mail are limping along. But in return, the Internet is