You got hung up on? Congratulations!

Let me just bottom line this bad-ass blog post for you guys. When reps are “scared” on the phone, this is what they’re scared of. Seriously. It is literally the very worst that can happen to them when selling on the phone. (Actually it would be a funny post to see what WAS the worst thing that ever happened to you when selling on the phone…let’s do that next!).

So my advice is, help this happen to them as soon as possible. In fact, put a contest around it and reward it.

It’s not EXACTLY like falling off a horse or throwing someone fully clothed into the deep end of the pool. . .but it’s the Factor 8 phone sales training equivalent. The rep who emerges on the other side? Total. Bad. Ass.

Watch the video for more details. Thanks for promoting bad-assery!

LB

PS – Last week I talked at the SalesHacker / SalesForce conference in New York City (holy humid you guys. I didn’t even sight see!). I talked a lot about the benefits of focusing on your reps’ introductions and helping them get on first base.

We’ve built our first Factor 8 “Training in a box” and I’d love you to check it out. It’s free, and it has step by step instructions on how to use all our free training tools to roll out training on better intros to your whole team. Give it to your trainer or a sales manager and send us your results! Here’s the link to get it: www.factor8.com/fixyourintros.

Only Bad-Ass Inside Sales Managers Will Coach

Did you know that one of the reasons your Inside Sales Managers aren’t coaching their Reps is that they, too lack confidence? Let’s peer inside the under-confident Manager’s brain for a minute:

“What can I teach him? He’s a top rep!” or,
“I’ve been at the company half as long as she has.” How about,
“Last time we tried to coach he pushed back so much. I’m not up for this today…”

Yes, even great Managers find it easier to answer the email, fix the report, and respond to the customer issue. So let’s promote some bad-assery with our front line Manager coaches. How? Just a few simple words:

“Your team is so lucky that they get your input on their calls.” Or
“Your reps really benefit from your insights. I love seeing you coach.”

Done. Bad-assery managed. Well done boss.

Coffee is SOOO not for closers anymore

…nor are the cookies for the “Boss Baby” fans out there. But I digress (already!)

Listen, in today’s modern sales era, we don’t typically get face to face meetings.  This is when closing was king. We can assume our contacts are busy and they are hiding from us behind their phones. I mean, how often do you pick up calls from unknown numbers or known vendors?

Coffee Is For Closers

That means the BIG SKILL for inside sales (and smart field / channel sales) isn’t the close, it’s the opening! It’s moneyball folks, you can’t close what you can’t open. OK, I mixed metaphors there. It’s about getting on base with our intro.

My team and I listen to about 1000 phone calls a year, and we’ve categorized the majority of sales intros out there into six horrifying and all-too- common bad-intro buckets.

  1. “Show up and Throw up.” Seriously, I played an actual example of one of these at a conference and we had to fast forward it for time. The customer didn’t talk for 2:24. Guess what he said when he did?
  2.  “Good for You.” Congratulations on being my Account Rep. Did that seriously warrant a call to waste my time?
  3. “Yeah, that’s my Value Prop.” There’s a time and place for your two-second pitch. The intro is NOT it.
  4. “Get out of Jail Free.” Don’t ask them if they’re the person who handles purchasing decisions for your service. Who in their right mind would say “Yes! (And I love vendor calls!)”
  5. “The Set up.” I’m not sure who invented the “That would be of value to you, right?” pitch but I want to hit him every time I hear it (yeah, we both know it was a guy). It just BEGS me to say no. “You want to save money right?” Shut up.
  6. “The Toucher.” Don’t touch my base. Ever.

Sales Call Intros that Work

The good news in this litany of bad is that intros are easy to fix. How? Put your customer at the heart of it. Lead with what’s in it for THEM and not you. Sure YOU want to introduce yourself, but why should THEY care?

In two sentences you can get their attention AND lay out the purpose of your call. How? We call it the SWIIFT intro (So, What’s in it for Them?). This is what I’ll be covering in my webinar on May 24th at 10:00 AM PT. We’ll dig a little deeper & get tools to help you fix intros at your office. Click here to register. If you can’t make it during the live webinar, you’ll still get the recording.

OH! And I collect these now. Send me your hilarious examples of my top 6 offenders. We’ll edit the names to protect the guilty. Yeah, I’d love to hear your good ones too – AND how many more at-bats you and your team are getting. Check out our business development training download for case studies on how fixing intros raised close percentages up to 300%! (oh, so I guess I just told you, but download it anyway ok? It’s new and I’m really proud of it).

So let’s get out there and play some ball! Oh, but now while drinking coffee right? Oh, whatever.

Are Your Reps Struggling With Confidence?

Confidence on the phone is critical, and it has to start immediately.  Like the moment you even utter your name.  When we hear Reps struggling with confidence during training, we use this silly tip to help them say their names like they MEAN it.  That’s right, like a BOSS.  What is it?  We attach the word “dammit.”

What?  Try it.  When you hear, “Hi, my name is Lauren??” like a question, call your Rep on it and challenge them instead to say, “Hi, my name is Lauren, DAMMIT.”  Then again.  Then louder.  Make them laugh and yell it!  When you’re sure they’ve got it, drop the dammit and see how it sounds.  Tell them that now they SOUND like the bad-ass they are.  Catch them doing it right later in the day and let them know how great they sound.

 

Challenge each of your managers to do this with one rep today and hand out rewards for the most improved.  The whole team can get in on cheering the Rep who’s most improved.

Get after it!  Promote some bad-assery today.

 

This is part 3 of our Bad-Assery Inside Sales Tips. Be sure to check out Part 1 and Part 2.

Factor 8 Named Inside Sales Training & Development Provider of the Year

We’re thrilled to announce that Factor 8 took home four industry awards at the Annual AA-ISP Inside Sales Leadership Summit on April 20. The prestigious honors included the 2017 “Inside Sales Training Service Provider of the Year” and three individual designations in the category of “Top 25 Most Influential Inside Sales Professionals.”

“I’m tremendously proud that we’ve once again been recognized by our industry association and peers with inside sales, AA-ISP,” noted President Lauren Bailey, Factor 8. “Our team is particularly thrilled to receive Inside Sales Training and Development Service Provider of the Year, which is based on direct feedback from the inside sales reps and managers who’ve experienced our training workshops.”

Factor 8 Inside Sales Training and Development

Since 2013, Factor 8 has received numerous designations from AA-ISP, including:

  •     2017 Inside Sales Training Service Provider of the Year
  •     2017, 2016, 2015 and 2014 Top 25 Most Influential Inside Sales Professionals – Lauren Bailey
  •     2017 Top 25 Most Influential Inside Sales Professionals – John Healy
  •     2017 Top 25 Most Influential Inside Sales Professionals – Regina Manfredi
  •     2016 Service Provider of the Year: People Development
  •     2015 AA-ISP Leadership Development Provider of the Year Award
  •     2013 Spirit Award – Lauren Bailey

Learn more about Factor 8’s inside sales training here and manager training here. Follow Lauren Bailey on Twitter @factor8sales.

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His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.

His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.

His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.

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His stet corpora nostrum in


eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id.

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