Call Intros (SWIIFT)

5 Tips to Transition from Field to Inside Sales

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5 Tips to Transition from Field to Inside Sales

There’s no ifs, ands, or buts about it – virtual selling is here to stay, folks. That’s why the transition from field to inside sales is becoming more prevalent. 

If you’ve spent years perfecting the art of in-person selling and are struggling (or resisting) the shift to virtual, it’s time to get on track and embrace it. 

I get it – virtual selling is a whole different ball game where reaching contacts is harder, your sales cycle is longer, talk tracks are shorter, and a whole slew of other things you’re not used to. 

That’s why I took 30 minutes on our recent Sales Shot to break down key virtual and hybrid work practices that will help you feel like a superstar again. 

Whether you’ve been at it for awhile or recently transitioned, these are tips you can start implementing RIGHT NOW to help you fill those holes in your pipeline. 

DOWNLOAD: How to Sell to the CFO to Keep Deals Moving

Pick Up The Phone

Do you like baseball? (Even if you don’t, stick with me for a minute.)

Home base is closing the deal and having a happy client – but you can’t get to home base if you aren’t even on first! First base is getting someone on the phone. 

Chances are, they’re not going to pick up on the first try. In fact, less than 20% will connect on that initial call. Even if it takes 12 attempts to connect – you keep calling! 

Research shows that 30% of leads are never even contacted at all. That’s a ton of missed opportunity. Especially when you consider that 82% of buyers admit they bought something after a series of cold calls. 

So, moral of the story: Pick. Up. The. Phone.

Always Leave a Voicemail

If you’re making all these calls, you’d absolutely better be leaving a voicemail – a GREAT voicemail. In fact, make voicemails your new BFF! 

Voicemails have a few different goals. The most obvious one is getting a callback. Realistically, most of them are probably never going to get returned. But here’s what you CAN do: create a positive impression of yourself and your company, and guilt them into either picking up the phone or eventually calling back. So, get creative and make it fun!

The 4 most effective types of voicemails are: 

  • Lever – Drop their first name, reference one of their coworkers, mention a previous rep they worked with – something that’s going to get their attention! Whatever you do, make it about them!
  • Mystery – Keeping the message short and vague can pique their interest.
  • Urgency – Are you running a limited promo on a product or service? Are they losing money by the minute if they aren’t using your product? Give them a reason to JUMP! 
  • Value – There are 6 of them we teach (remember SWIIFT, everyone?), but remember that during economic challenges people tend to care most about saving money and mitigating risk. 

Whatever you do, ALWAYS leave a voicemail. No voicemail = no touch. It’s like buying a billboard and leaving it blank. Yikes! 

Quick Tip: Send an email right after you leave a voicemail. Your likelihood of getting a response is MUCH higher when you mix voicemail + email. 

Embrace Smaller Goals

A year ago, your quota probably looked a whole lot different than today. So, take your goals and break them up into smaller, more achievable pieces! 

The average successful call is now just 3.5 minutes! 

Structure your calls around these 3 key questions: 

  • What do I need to learn? 
  • What do I want them to know? 
  • What commitment do I want to close? 

Qualify Your Leads

Do NOT go through an alphabetical list of prospects and pick away at it until you get to Z. 

Take the time to actually qualify your leads and call based on that score! You’ll have A,B, C, and D leads (and you can probably skip the D leads). Start with your A leads and work your way down the list until you finish the C leads. 

As a general rule, here’s how often to call each lead:

  • A leads = 10-12 dials 
  • B leads = 8 dials 
  • C leads = 6 dials

Build A Bridge to Call #2

If you got someone talking on the phone after a cold call, the hardest part is over. So make sure you’re taking advantage of it by ALWAYS scheduling the next step WHILE you’re on the call.

Can you schedule the follow-up call now? How about sending a calendar invite with next meeting’s info? Have you given your cell number to get theirs? 

Give yourself permission to call back by urging them to look at their calendar and confirming when you’ll be connecting again. 

WATCH: Transitioning from Field to Virtual Selling

Keep in mind, the more you try out these tips, the easier it gets and the more success you’ll see. So get on the virtual train with the rest of us and start building that pipeline. You got this!

NEED MORE TIPS TO MASTER INSIDE SALES?

Join one of our upcoming Virtual Sales Training Masterclasses! We offer 4 different classes for BDRs, SDRs, ISRs, account executives, and account managers all focused on areas like prospecting, objection handling, running virtual sales demos, closing, and more!

VIEW VIRTUAL SALES TRAINING MASTERCLASSES

Mastering the Transition from Field to Virtual Selling [“Sales Shot” Workshop]

Mastering the Transition from Field to Virtual Selling

[“Sales Shot” Workshop]

TRANSITIONING FROM FIELD TO VIRTUAL SELLING

Virtual and hybrid work practices are here to stay now which means it’s time to brush up on some new virtual selling skills.

Listen, you’re gold at the in-person presentation, but you’ll need these phone sales tips and tricks to GET the meeting. In this session, you’ll learn how to leave a better voicemail and ensure it’s returned, how often you should call a prospect, the best days/times to call, how to avoid the brush-off, how to find new contacts and reach the decision-maker, and more!

This session is ideal for field sellers who are now selling virtually, as well as sales reps in manufacturing, logistics, pharmaceuticals, healthcare, or other traditionally face-to-face industries.

Watch the video replay!

TRANSITIONING FROM FIELD TO VIRTUAL SELLING

Virtual and hybrid work practices are here to stay now which means it’s time to brush up on some new virtual selling skills.

Listen, you’re gold at the in-person presentation, but you’ll need these phone sales tips and tricks to GET the meeting. In this session, you’ll learn how to leave a better voicemail and ensure it’s returned, how often you should call a prospect, the best days/times to call, how to avoid the brush-off, how to find new contacts and reach the decision-maker, and more!

This session is ideal for field sellers who are now selling virtually, as well as sales reps in manufacturing, logistics, pharmaceuticals, healthcare, or other traditionally face-to-face industries.

Watch the video replay!

Beyond the Keyboard: Tips for Prospecting via Phone and Video [“Sales Shot” Workshop]

Beyond the Keyboard: Tips for Prospecting via Phone and Video

[“Sales Shot” Workshop]

VIDEO PROSPECTING TIPS FOR 2x RESPONSE RATE

Want to increase the size AND quality of your pipeline? Then it’s time to pick up the phone AND turn on your camera! It’s easy to hide behind email and social, but if you want to close some final deals and build a massive sales pipeline, you are going to need some fresh ideas.

Watch this 1-hour session focused on using both phone AND video during prospecting. We’re sharing the top 5 levers to try when cold calling, how to overcome common objections, video best practices to improve email response rates, how to avoid prospect ghosting, and MORE! Special guest, Alicia Berruti from BombBomb, joins LB for this session.

Watch the video replay!

VIDEO PROSPECTING TIPS FOR 2x RESPONSE RATE

Want to increase the size AND quality of your pipeline? Then it’s time to pick up the phone AND turn on your camera! It’s easy to hide behind email and social, but if you want to close some final deals and build a massive sales pipeline, you are going to need some fresh ideas.

Watch this 1-hour session focused on using both phone AND video during prospecting. We’re sharing the top 5 levers to try when cold calling, how to overcome common objections, video best practices to improve email response rates, how to avoid prospect ghosting, and MORE! Special guest, Alicia Berruti from BombBomb, joins LB for this session.

Watch the video replay!

Thank you to our sponsors!

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#GirlsClub

Human-Centered Communication [Digital Book]

Human-Centered Communication

[Digital Book]

DIGITAL POLLUTION IS THE PROBLEM.
HUMAN-CENTERED COMMUNICATION IS THE SOLUTION.

As the amount of time we spend in a virtual environment increases, so does the amount of noise we encounter there. The seemingly endless series of unwelcome digital distractions range from frustrating to dangerous. As individuals and businesses, we not only spend time and energy managing this digital pollution, we often create it. At risk are relationships and revenue.

The only viable way forward is to be more thoughtful, intentional, and personal. Human-Centered Communication provides a philosophy and practice to help you connect in more meaningful and effective ways with prospects, customers, team members, and every stakeholder in your success.

The concepts and models in this book apply to any form or channel of communication, but human centricity favors video. More visual and emotional than faceless digital communication, video enhances tone, intent, subtlety, nuance, and meaning. Learn to be clearer and more confident on camera in live video calls, meetings, and presentations, as well as in recorded video emails, social messages, and text messages.

The experts studied, interviewed, and featured:

• Jacco van der Kooij, Founder of Winning by Design
• Dan Hill, Ph.D., President of Sensory Logic
• Mathew Sweezey, Director of Market Strategy at Salesforce
• Julie Hansen, Creator of the Selling on Video Master Class
• Adam Contos, CEO of RE/MAX
• Lauren Bailey, Founder and President of Factor 8 and #GirlsClub
• Mario Martinez Jr, Founder and CEO of Vengreso
• Viveka von Rosen, Cofounder and Chief Visibility Officer at Vengreso
• Shep Hyken, Customer Service and Customer Experience Expert
• Morgan J Ingram, Director of Sales Execution at JB Sales Training
• Dan Tyre, sales executive and founding team member at HubSpot

Make sure you check out Lauren Bailey’s chapter (8) which covers how to incorporate video into your prospecting strategy.

Download Book

DIGITAL POLLUTION IS THE PROBLEM.
HUMAN-CENTERED COMMUNICATION IS THE SOLUTION.

As the amount of time we spend in a virtual environment increases, so does the amount of noise we encounter there. The seemingly endless series of unwelcome digital distractions range from frustrating to dangerous. As individuals and businesses, we not only spend time and energy managing this digital pollution, we often create it. At risk are relationships and revenue.

The only viable way forward is to be more thoughtful, intentional, and personal. Human-Centered Communication provides a philosophy and practice to help you connect in more meaningful and effective ways with prospects, customers, team members, and every stakeholder in your success.

The concepts and models in this book apply to any form or channel of communication, but human centricity favors video. More visual and emotional than faceless digital communication, video enhances tone, intent, subtlety, nuance, and meaning. Learn to be clearer and more confident on camera in live video calls, meetings, and presentations, as well as in recorded video emails, social messages, and text messages.

The experts studied, interviewed, and featured:

• Jacco van der Kooij, Founder of Winning by Design
• Dan Hill, Ph.D., President of Sensory Logic
• Mathew Sweezey, Director of Market Strategy at Salesforce
• Julie Hansen, Creator of the Selling on Video Master Class
• Adam Contos, CEO of RE/MAX
• Lauren Bailey, Founder and President of Factor 8 and #GirlsClub
• Mario Martinez Jr, Founder and CEO of Vengreso
• Viveka von Rosen, Cofounder and Chief Visibility Officer at Vengreso
• Shep Hyken, Customer Service and Customer Experience Expert
• Morgan J Ingram, Director of Sales Execution at JB Sales Training
• Dan Tyre, sales executive and founding team member at HubSpot

Make sure you check out Lauren Bailey’s chapter (8) which covers how to incorporate video into your prospecting strategy.

Download Book

SWIIFT Selling

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What Is the SWIIFT Selling Methodology?

Every 2 years there’s a new airport sales book, am I right? The longer I’ve been around, the more I’ve watched them cycle through. Ask questions! No, share insights! Add value! Wait, actually challenge instead. I don’t think I’ve read one I find incorrect, but I’ve also never aspired to be an airport author.

To me, the methodology is always secondary to the process. Also, the sales methodology only addresses the decision-maker conversation, and in virtual selling, the conversation is less than half the battle.

I take pride that Factor 8 content helps sellers find the right people, capture new contacts, figure out who to call, how to get (and keep) their attention, and get a call back – and all of that is before conversation one! (and yes, you can buy a tool to help with nearly all of that, but trouble ensues when tools replace strategy – that’s a different blog). 

All that said, we don’t have a sales call where we aren’t asked about our methodology, and this is fair. You don’t want us teaching your people something counter to your culture, your process, or your existing methodology. 

So for the first time in 15 years, I’m finally defining Factor 8’s methodology. It’s called:

SWIIFT Selling

No, it isn’t a typo. SWIIFT stands for, “So, What’s In It For Them?” and it’s the opposite of WIIFM (“What’s In It For Me”, in case you needed help with that one 😉 ). And although nobody purposely teaches reps to use the WIIFM methodology, it’s what happens in sales calls when we don’t teach them not to. 

If you’re unsure what I mean, check your inbox. 99.9% of sales messages are about the rep, the company, the product, and what they want. 

“I wanted to check in with you to see if you were getting enough leads because my company is helping others get leads and we’re the leading provider of leads and we’re doing an event about leads…”

Enough!

This is what happens when we onboard reps with company and product information only. They go out and parrot that information. Instead, SWIIFT Selling teaches sellers to always first ask, “So, what’s in this call for them?” And to re-focus a message, a call, a value prop, or a call intro into one that leads with value for the customer. 

If you’re thinking, “wait, I thought value-based selling is dead,” just try letting your 24-year-old rep lead with a challenge. Ouch! Also, SWIIFT Selling doesn’t mean it’s ONLY about value, it means we use value and customer centricity to get and keep attention for our discovery call and our product demo, and our closing call.

Of course, SWIIFT Selling also implies speed. Bingo! This is absolutely critical in virtual selling. 

  • If my email is too long OR all about me, we’re dead in the water.
  • If my intro is too long or all about me, we’re dead in the water.
  • If my discovery is too long or all about me, we’re dead in the water. 

You know I could go on, right? Voicemails, value props, solution proposals, objection handling… 

I can’t think of a single place where keeping our focus on speed and what the customer cares about hurts us in sales.

Wait, maybe there’s a book in this after all.

Wondering what customers care about? Watch our video on Factor 8’s SWIIFT Selling Six below!

Want more training on how to use the SWIIFT Selling Methodology?

Join one of our upcoming Virtual Sales Training Masterclasses! We offer different classes for BDRs, SDRs, ISRs, account executives, and account managers all focused on areas like prospecting, objection handling, running virtual sales demos, closing, and more!

VIEW VIRTUAL SALES TRAINING MASTERCLASSES

Win Sooner. Earn Faster. Stay Longer. [Live Event Recording]

Win Sooner. Earn Faster. Stay Longer.

[Live Event Recording]

RETAIN REPS LONGER BY TEACHING THEM TO WIN DEALS FASTER!

The real secret to retaining your talent longer is making sure they start winning deals and earning commissions as soon as possible. In this live session from Selling Power’s Sales 3.0 Conference, Lauren Bailey shares five tips in 15 minutes that are guaranteed to supercharge your team for success sooner. Buckle up; LB is known for her “no-BS style,” and we promise this session will move fast, get real quickly, and provide tips you can put into action immediately.

Bonus: You’ll also receive 3 cheat sheets to help you (or your reps) master their cold/warm call intro, beat the brush-off, and leave a voicemail that gets a call back.

 

Watch the video replay!

Virtual Selling Tips to Help Reps Win More Deals [Cheat Sheet]

Virtual Selling Tips to Help Reps Win More Deals

[Cheat Sheet]

The real secret to retaining sales reps is making sure they start winning deals and earning commissions as soon as possible. We’re here to help! We’ve gathered 3 uber helpful cheat sheets to help reps leave killer voicemails, craft an enticing call intro, and overcome the brush off.

Download our FREE virtual selling cheat sheets to help reps start winning deals sooner! Here’s what you’re getting:

  • 4 Voicemail Script Starters
  • SWIIFT Call Intros Samples to Steal
  • How to Handle The Brush Off

Grab your downloads below!

The real secret to retaining sales reps is making sure they start winning deals and earning commissions as soon as possible. We’re here to help! We’ve gathered 3 uber helpful cheat sheets to help reps leave killer voicemails, craft an enticing call intro, and overcome the brush off.

Download our FREE virtual selling cheat sheets to help reps start winning deals sooner! Here’s what you’re getting:

  • 4 Voicemail Script Starters
  • SWIIFT Call Intros Samples to Steal
  • How to Handle The Brush Off

Grab your downloads below!

How to Leave a Sales Voicemail That Gets Returned [“Sales Shot” Workshop]

How to Leave a Sales Voicemail That Gets Returned

[“Sales Shot” Workshop]

If you’re not leaving a voicemail, you’re doing it wrong. 👎

A shocking 90% of outbound calls end in voicemails, and only a mere 3% of those voicemails are actually returned. So why aren’t you receiving a call back? It’s likely because your voicemail stinks. 😩

In this session, we’re teaching voicemail strategies that work! You can expect double to triple returned calls – that’s about 5-10 more conversations a week (or another selling day!).

Fill out the form to watch the recording AND access a cheat sheet of our favorite 4 voicemail scripts that are guaranteed to earn a call back!

Watch the video replay!

If you’re not leaving a voicemail, you’re doing it wrong. 👎

A shocking 90% of outbound calls end in voicemails, and only a mere 3% of those voicemails are actually returned. So why aren’t you receiving a call back? It’s likely because your voicemail stinks. 😩

In this session, we’re teaching voicemail strategies that work! You can expect double to triple returned calls – that’s about 5-10 more conversations a week (or another selling day!).

Fill out the form to watch the recording AND access a cheat sheet of our favorite 4 voicemail scripts that are guaranteed to earn a call back!

Watch the video replay!

Quick Tips for Better Cold Call Openings [“Sales Shot” Workshop Recording]

Quick Tips for Better Cold Call Openings

[“Sales Shot” Workshop Recording]

HOW TO KEEP PROSPECTS WANTING TO KNOW MORE

You’ve got mere seconds to capture the attention of a prospect once they pick up the phone. It’s critical you get the information you need as quickly as possible. That’s why you need great cold call openings.

In this 30-minute session, you’ll learn how to craft your SWIIFT Intro to quickly entice prospects, plus ways to overcome the dreaded “I’m not interested” brush-off to salvage the opportunity and keep the lead alive.

Bonus Feature: 5 tips for staying positive and keeping energy and confidence high while making cold calls from Factor 8’s own SDR.

Watch the video replay!

HOW TO KEEP PROSPECTS WANTING TO KNOW MORE

You’ve got mere seconds to capture the attention of a prospect once they pick up the phone. It’s critical you get the information you need as quickly as possible. That’s why you need great cold call openings.

In this 30-minute session, you’ll learn how to craft your SWIIFT Intro to quickly entice prospects, plus ways to overcome the dreaded “I’m not interested” brush-off to salvage the opportunity and keep the lead alive.

Bonus Feature: 5 tips for staying positive and keeping energy and confidence high while making cold calls from Factor 8’s own SDR.

Watch the video replay!

Learn more about the sponsor of this event!

Outreach

Need help adapting to the new remote selling world? Request a demo of Outreach, the #1 sales engagement platform that closes more deals faster — so your reps can achieve revenue goals from anywhere. Companies that choose Outreach can expect a 387% return on the investment over three years and an 11% increase in sales productivity (valued at $6.9M). See what the #1 sales engagement platform can do for your business today.

SWIIFT Intro Training In A Box [Guide]

SWIIFT Intro Training In A Box

[Guide]

EVERYTHING YOU NEED TO FIX YOUR COLD CALL INTROS

This full guide gives you step-by-step instructions to implement the Factor 8 SWIIFT Intro on your sales calls, including:

  • Recorded webinars 
  • Articles with actionable, how-to tactical tips
  • Cheat sheets straight out of The Sales Bar
  • Grading forms to see how well you’re doing
  • “Touch-base” montage for fun 

Download your guide below!

EVERYTHING YOU NEED TO FIX YOUR COLD CALL INTROS

This full guide gives you step-by-step instructions to implement the Factor 8 SWIIFT Intro on your sales calls, including:

  • Recorded webinars 
  • Articles with actionable, how-to tactical tips
  • Cheat sheets straight out of The Sales Bar
  • Grading forms to see how well you’re doing
  • “Touch-base” montage for fun 

Download your guide below!

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