Call Intros (SWIIFT℠)

sales prospecting mistakes

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Top 3 Sales Prospecting Mistakes (and Quick Fixes)

If you aren’t getting any response to your sales prospecting outreach, you might be guilty of making these common mistakes.

Mistake #1: Pitching in your sales outreach

It’s tempting to explain why you’re sending a prospect an email, direct message, or leaving a voicemail, but don’t! This lets your prospect scan, decide “no”, then put you on auto-ignore. It also automatically makes your message too long and your tone too salesy.

The purpose of the outreach message is to gain attention and engage – to get the opportunity to pitch, not to pitch itself. That means your goal is to make them smile, notice who you are, type a quick reply –  NOT take themselves all the way down your sales funnel and be ready to purchase (it takes time, folks).

Try sending 3-4 lines of a personal connection and a short closed-question (NOT related to your quota) instead.

READ: Sales Outreach: How to Incorporate Emails and Phone Calls Into Your Sequences

Mistake #2: Value propping in the message

Of course you want to explain who you are, what you do, and why they care, but if you’re trying, you’ve already typed too much! Like above, the outreach is to engage, and using a marketing-approved value prop probably sounds a little pitchy. 

One sure way to get more attention instead is to make the message about THEM, not about you. Try some flattery or ask a short question instead. 

Nope, don’t try to shortcut this with some social proof or other customer names, that’s cheating! Message one should NOT be about selling them, it’s about engaging them instead. You got it!

READ: 4 Time-Saving Sales Prospecting Strategies

Mistake #3: Assuming my business

A few years ago I won an award for being a top coach in sales. Since then I’ve received over 1000 sales pitches promising to help me improve my coaching business. I have a training business that uses coaching to get results, not a coaching business. 

Don’t make the same mistake by using phrases like, “I work with businesses like yours,” or “I help ____ like you.” You may be right, you may be wrong, but it irks me to think a stranger thinks they know what I need more than I do.

To correct this, you could try showing your understanding and making a hypothesis instead. Turn, “I help training companies fix their SEO problems” into, “You train B2B sales right? Would I be anywhere close by guessing you get inbound leads?”

This message showed a bit more humility and didn’t automatically assume my business NOR make me wrong. Nobody wants to feel like an idiot – especially not by a young seller.

Remember, the goal of initial outreach isn’t to close a sale right off the bat but to spark a connection and get the prospect talking. By focusing on creating a genuine rapport, asking questions that matter, and demonstrating an honest curiosity about their needs, you set the stage for a dialogue that can lead to more than just a transaction—it can lead to a partnership. So, let’s ditch the pitch, tune into the specifics of our prospects, and start our conversations on a note of authentic interest. After all, in the realm of sales, a thoughtful approach is not just appreciated, it’s rewarded.

Outbound prospecting is tough. Want to get a leg up? Take our online course, SWIIFT℠ Introductions That Work, to learn how our SWIIFT℠ methodology will help reframe your messaging to capture a prospect’s attention immediately and get them talking to you.

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Why You Need To Stop Pitching & Lead With Value Instead [Webinar Recording]

Why You Need To Stop Pitching & Lead With Value Instead

[Video Recording]

STOP PITCHING AND FOCUS ON VALUE SELLING INSTEAD

Pitching too soon? It’s time to stop and lead with value instead! By understanding core business motivators and mapping them to your buyers, you’ll learn what levers to pull to differentiate, gain attention, and propose solutions that sell. 

In this session, you’ll learn:

  • How to align your messaging with what your customers and prospects care about
  • How to turn your value prop into a short, powerful, and conversational “SWIIFT Pitch”
  • How to use the various levers to get your prospect’s attention

You’ll also come away with 3 times to NEVER sell, how to get more replies to your outreach, and how to ensure you’re a trusted advisor, not a pitchy seller.

Watch the video replay!

STOP PITCHING AND FOCUS ON VALUE SELLING INSTEAD

Pitching too soon? It’s time to stop and lead with value instead! By understanding core business motivators and mapping them to your buyers, you’ll learn what levers to pull to differentiate, gain attention, and propose solutions that sell. 

In this session, you’ll learn:

  • How to align your messaging with what your customers and prospects care about
  • How to turn your value prop into a short, powerful, and conversational “SWIIFT Pitch”
  • How to use the various levers to get your prospect’s attention

You’ll also come away with 3 times to NEVER sell, how to get more replies to your outreach, and how to ensure you’re a trusted advisor, not a pitchy seller.

Watch the video replay!

3 Cold (and Warm!) Call, Email, Voicemail & Intro Scripts That WORK [Webinar Recording]

3 Cold (and Warm!) Call, Email, Voicemail & Intro Scripts That WORK

[Video Recording]

TOP SALES SCRIPTS FOR CALL INTRO, EMAIL, AND VOICEMAIL

Whether your outreach is warm or ice-cold, the competition for your prospects’ attention is FIERCE and the space is noisy. We’ll kick the year off right by sharing email, voicemail, and sales call intro scripts that WORK to get replies and talk time. 

Factor 8 regularly helps clients achieve nearly DOUBLE seller talk time and increased conversion rates over 100%. And we’re giving away the goods in this 45-minute, tip-rich Sales Shot.

What you’ll learn:

  • The psychological phenomenon that hijacks your prospect’s brain and gets them to focus on YOU
  • What most outreach does WRONG
  • Two ways to guarantee you’ll never hear back
  • Actual scripts to steal – email, voicemail, and our world-famous “SWIIFT℠ Intro” 

If you could use some help crafting cold call scripts that get prospects talking, you don’t want to miss this free session!

Watch the video replay!

TOP SALES SCRIPTS FOR CALL INTRO, EMAIL, AND VOICEMAIL

Whether your outreach is warm or ice-cold, the competition for your prospects’ attention is FIERCE and the space is noisy. We’ll kick the year off right by sharing email, voicemail, and sales call intro scripts that WORK to get replies and talk time. 

Factor 8 regularly helps clients achieve nearly DOUBLE seller talk time and increased conversion rates over 100%. And we’re giving away the goods in this 45-minute, tip-rich Sales Shot.

What you’ll learn:

  • The psychological phenomenon that hijacks your prospect’s brain and gets them to focus on YOU
  • What most outreach does WRONG
  • Two ways to guarantee you’ll never hear back
  • Actual scripts to steal – email, voicemail, and our world-famous “SWIIFT℠ Intro” 

If you could use some help crafting cold call scripts that get prospects talking, you don’t want to miss this free session!

Watch the video replay!

How to Show Value FASTER with SWIIFT℠ [Webinar Recording]

How to Show Value FASTER with SWIIFT℠

[“Sales Shot” Workshop]

SHOW VALUE FASTER WITH SWIIFT℠

If you’ve known us for more than a minute, you’ve heard Factor 8 talk SWIIFT℠. The opposite of WIIFM, SWIIFT℠ means, “So, What’s In It For Them?” and it means showing that value FAST.

This fast-paced Sales Shot will introduce you to the SWIIFT℠ Six (literally every value statement of all time boils down to one of these six!), and how to insert SWIIFT℠ into your value prop, introduction, voicemail, close, objection handling – literally every aspect of selling!

If your team is turning features into functions instead of benefits, if your intro is the same as your value prop, and if it feels like you could be capturing and holding decision-makers’ attention better, it’s time to get SWIIFT℠.

BONUS: Learn which SWIIFT℠ values sell during a recession!

Watch the video replay!

SHOW VALUE FASTER WITH SWIIFT℠

If you’ve known us for more than a minute, you’ve heard Factor 8 talk SWIIFT℠. The opposite of WIIFM, SWIIFT℠ means, “So, What’s In It For Them?” and it means showing that value FAST.

This fast-paced Sales Shot will introduce you to the SWIIFT℠ Six (literally every value statement of all time boils down to one of these six!), and how to insert SWIIFT℠ into your value prop, introduction, voicemail, close, objection handling – literally every aspect of selling!

If your team is turning features into functions instead of benefits, if your intro is the same as your value prop, and if it feels like you could be capturing and holding decision-makers’ attention better, it’s time to get SWIIFT℠.

BONUS: Learn which SWIIFT℠ values sell during a recession!

Watch the video replay!

Selling to Gen Z and Millennials in 2023

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Selling to Gen Z and Millennials in 2023

Gen Z and Millennials have grown up in an interconnected world with most information available at their fingertips.

Based on current trends, they value two aspects more than anything when judging a brand – speed and authenticity.

Both generations are accustomed to instant gratification thanks to the internet and evolved communication tools. They also value brands that take a strong stance against injustice.

As a more optimistic and ethically minded group, Gen Z and Millennials make calculated decisions when buying something (especially if it’s outside the tech industry!)

For that reason, selling to Gen Z and Millennials requires a certain level of knowledge, understanding, and sales intelligence.

Here are our top tips on how to tailor your selling approaches to both Gen Z and Millennials.

Understanding Gen Z and Millennials

Understanding Gen Z and Millennials significantly helps how you approach selling to them. Here’s some key factors highlighting their similarities and differences:

  • Technology Use: While both generations are tech-savvy, Gen Z has grown up with smartphones and social media, making them more comfortable with technology than Millennials. As a result, Gen Z tends to rely more heavily on online reviews and social media when making purchasing decisions.
  • Brand Loyalty: Millennials are often associated with being loyal to specific brands, but Gen Z tends to be more open to trying new products and experimenting with different brands. They prioritize value and authenticity over brand loyalty, and are more likely to switch to a different brand if they feel it better aligns with their values.
  • Social and Environmental Consciousness: Both generations prioritize social and environmental issues, but Gen Z is more likely to take action on these issues. They seek out brands that share their values and are more likely to the ones that positively impact the world.
  • Communication Style: Gen Z tends to prefer shorter, more direct communication through text messages and emojis, while Millennials are more likely to use longer-form communication like email and phone calls. You can even notice the difference in the resume examples of each generation. While Millennials focus on achievements and uniformity, Gen Z is more likely to experiment with custom design resumes and unique one-liners within their content.
  • Social Media Influence: Both generations are heavily influenced by social media, but Gen Z is more likely to engage with influencers and user-generated content. They trust peer reviews and user-generated content more than traditional advertising.
  • Shopping Habits: Millennials are often associated with being bargain shoppers, while Gen Z prioritizes convenience and speed. Gen Z is more likely to make purchases through their mobile devices and value free shipping and easy returns.
  • Financial Outlook: Millennials came of age during the Great Recession, so they are generally more financially cautious. Gen Z is more optimistic about their financial future and tends to be more willing to spend money on experiences and products that align with their values.

READ: Sales Pitch Tips to Engage Prospects

Tips on Selling to Gen Z and Millennials

First up, let’s reiterate that Millennials and Gen Z prefer authenticity and the ability to be quick and efficient. Keeping that in mind, here are five tips on how to sell to Gen Z and Millennials.

1. Differentiate Between Self-Service and Customer Support

Seems contradictory, right? Both generations actually WANT self-service options while equally expecting excellent customer service.

Gen Z and Millennials want to become an active part of the buying process because they need as much information as possible. They also want the decisions to be final on their terms.

They actively gather as much information as possible on their (and try out free trials) before contacting a brand. Both generations would rather learn more about a product themselves or through organic customer reviews than hear about it from the brand or its sales reps, especially when a new product is involved.

For example, selling a healthcare CRM to a Gen Z or millennial customer should not be done through cold calling or emailing. Instead, adopting a more personal approach is better. Introduce them to the product and allow them to take it for a test run!

At the same time, both generations also expect complete customer support from brands. This can be done through customer service reps, social media, or other easily accessible ways for them to directly communicate and seek assistance.

2. Adherence to Personalization 

Gen Z and Millennials have been constantly bombarded with information their entire lives. Over time, this leads to information saturation, especially when today there are tons of competitors in every business space.

So the bottom line is that true differentiation is only noticed by these groups when there’s personalization involved.

Traditional advertisements involve targeting a massive audience with the same ad and message (like typical TV ads). It worked because people didn’t have enough information available, and they couldn’t use their phones to research a product and check out its reviews quickly.

But that’s the FIRST thing Gen Zers and Millennials do today!

Capturing their attention alone requires a little more effort – you want to make them feel like they’ve been specifically targeted. This is also a great way for brands to show that they care about their customers.

DOWNLOAD: Human-Centered Communication

3. Fast Media Is Key 

It’s no secret that videos have become one of the most consumed forms of media. While it started with Vine’s six-second videos, we now have TikTok, Instagram Reels, and stories on multiple social media platforms.

This form of fast media is what most Gen Z and Millennials consume on a daily basis. This is where they trust information on current events, find entertainment, and buy products.

Gen Z typically uses social media like TikTok as a search engine rather than Google. Think about that for a second – that means a huge part of selling to Gen Z and Millennials involves effectively marketing on these social platforms.

General social media ads do not cut it. You need to provide quick, consumable content that’s engaging and enlightening. What value are you bringing to them? That’s how you build a following and a loyal community today.

READ: Value-Adding with the SWIIFT℠ Selling Methodology

4. Use Their Language 

In order to communicate with Gen Z and Millennials effectively, you need to speak their language. Don’t toss in phrases or words they use nowadays (especially if you don’t know the meaning or social connotation) while keeping the rest of your business tone professional.

Authenticity trumps all. One of the easiest ways to do it? Get that form of insight directly from the source by hiring a millennial or Gen Z employee.

Speaking their language involves using their specific vocabulary, using their jokes and memes, and any relevant acronyms.

Remember these are often very trendy and constantly evolving. Make sure you’ve got someone with their finger on the pulse to continually update your brand’s language along with what’s being used by your customers.

5. Values and Activism Matters 

When it comes to Gen Z and Millennials, they have very strong beliefs regarding common societal issues. They also expect their brands to adhere to those beliefs and opinions.

You can’t expect to seem authentic if you suddenly start performative allyship or activism. Gen Z and Millennials can easily call this out or feel when it isn’t sincere. And once that happens, you’ve lost their trust – and it’s unlikely you’ll win it back anytime soon.

Start establishing a strong base of values and causes your brand supports. Moreover, be open and transparent about what you’re doing for the causes you support! For example, if your brand believes in sustainability, what is it actively doing to make the business more sustainable?

You also want to make sure all aspects of the company are on the same page – from revenue, to delivery, and other teams within the organization.

READ: Improving Sales-Marketing Alignment

Final Thoughts

Selling to Gen Z and Millennials isn’t challenging if you’re actively adapting to the changing marketing landscape.

Adopting strong marketing strategies will always help your brand in the long run and allow you to build brand affinity.

One key takeaway? Have fun with it! Continue experimenting with new ways to connect with the latest generations and remember that authenticity and speed are always your number one priority.

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Top Sales Prospecting Strategies

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4 Time-Saving Sales Prospecting Strategies

Can you guess what percent of sellers HATE prospecting?

(Hint: it’s not 100% – that was my first guess) But it is the majority of sellers…

64%! 

Yet 100% of managers DO say that sellers need to prospect more (and be better at it – if you’re one of those managers, contact us. We can help 😉)

So what can you do?

It all starts with planning.

In order to get better results without feeling like you’re wasting hours, you’ve got to put some work in ahead of time. But have no fear, there is a way for you to plan for prospecting without being part of that 64% hating it along the way (and if you already are, maybe this article will change your mind!)

Check out these top 4 sales prospecting strategies to help speed things up.

WATCH: Sales Shot –  Power Prospecting

Drastically Underprepare

Yep, read it again. Think about it this way: what’s your main goal when you pick up the phone? The obvious answer is to entice them to set up meeting 1. But that’s probably a pretty unlikely accomplishment with just one phone call.

What’s the most likely case? You’re going to get their voicemail!

READ: 4 Quick and Effective Voicemail Scripts

With speed in mind, think about the key elements you need to craft and leave your voicemail during your prospecting. Here’s a list of the usual suspects with a breakdown of why you do or don’t need them.

  • Name – This one is pretty obvious. Know their name when you call! (But guess what? Sometimes you don’t even need this when they’ll repeat it in their voicemail!)
  • Solution Match – If they aren’t even on the phone, you’ve got nothing to diagnose for them, so you don’t need it yet.
  • Value Prop – YES! (SWIIFT℠ everyone!) What value are you bringing them? An absolute must. A whopping 74% of buyers will choose to work with sellers who are the FIRST to add value according to Corporate Visions.
  • Case Study – Sure, a ready case study is helpful, but do you really want to bog down your call OR voicemail by spitting out stats? They don’t care yet! Skip it.
  • Pricing – Again, hard to know what they need yet, and that doesn’t lend itself well to providing pricing.
  • Job History -Spoiler: it’s not needed! Focus instead on one quick rapport builder.
  • Call Intro – Make sure you have this down pat.
  • Voicemail – ALWAYS leave a voicemail! Otherwise, the effort you put into making this call goes right down the drain. You’re not buying a billboard to leave it blank, are you? (Shameless plug: your voicemail is 3x more likely to get returned when you take our class, Messages That Get Returned, which we offer in our eLearning platform, The Sales Bar)

READ: Best Sales Scripts To Get A Buyer’s Attention 

So to summarize – when you pick up that phone, know their name, have your value prop handy, your call intro, and a voicemail if all else fails. Save the image below to help you remember.

Group Your Leads

Make it easier on yourself by grouping your leads together. Here are some quick categories to organize them by:

  • CRM History
  • Trigger Event (did they all attend a conference? Fill out an inbound lead form?)
  • Profile/Demographics
  • Offer (do you have an incentive to offer when you reach out to them?)
  • Location (do you have a rep going to that location soon? Perfect time to reach out!)
  • Social Connection (mutual friend, past acquaintance, school history, etc.!)

READ: Build A Lead Qualification Strategy

Group Your Research

When you do your research, your first instinct might make you feel like you HAVE to give individual attention to every single person and potential lead. Guess what? You don’t!

Easily group call goals, qualify & explore questions, voicemail scripts, and your SWIIFT intros.

What should you individualize? The rapport builder – it’ll be unique for each person.

Boom, you just saved yourself a whole lot of time!

Never Prepare Twice

Be nice to future you! By taking better notes and including specific details about the voicemail you’ve previously left, you’ll never be left scratching your head wondering what you’ve already done and having to double back.

Here’s what to include:

  • What group is your lead in
  • What value prop did you use
  • What was your rapport builder
  • What was your call goal
  • What type of voicemail did you leave

BONUS: Always Add Value

Seems like a no-brainer, right? You always want to call to add value to your prospects. Try the following:

  • Interact with them on social media – comment and share their posts
  • Recognize something – give a compliment!
  • Customize your request
  • Be brief
  • Always GIVE something first
  • Ask short and closed questions to get them talking

Bottom Line

Prospecting is always going to be a numbers game. Remember: it takes 6-9 times to get to 90% of the people on your list! Put in the work – but don’t worry about putting in extra.

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Power Prospecting: Spend Less Time, Get Better Results [“Sales Shot” Workshop]

Power Prospecting: Spend Less Time, Get Better Results

[“Sales Shot” Workshop]

PROSPECTING TACTICS TO SAVE TIME AND IMPROVE RESULTS

Let’s face it, there are only about 5 people in sales today who LOVE to prospect. The rest of us power through it because we know we need to.

In this power-packed, 30-minute Sales Shot, we’ll help you get excited about prospecting, save you hours of wasted time planning, and probably double the number of people who actually take your calls. You’ll walk away with a go-to checklist for prospecting, five ways to group leads, tips on how to improve your messaging to get a reply, and more! Worth it? We think so.

Share with your entire team for a free group sales training session.

Watch the video replay!

PROSPECTING TACTICS TO SAVE TIME AND IMPROVE RESULTS

Let’s face it, there are only about 5 people in sales today who LOVE to prospect. The rest of us power through it because we know we need to.

In this power-packed, 30-minute Sales Shot, we’ll help you get excited about prospecting, save you hours of wasted time planning, and probably double the number of people who actually take your calls. You’ll walk away with a go-to checklist for prospecting, five ways to group leads, tips on how to improve your messaging to get a reply, and more! Worth it? We think so.

Share with your entire team for a free group sales training session.

Watch the video replay!

How to Plan for Prospecting [Cheat Sheet]

How to Plan for Prospecting

[Cheat Sheet]

Proper planning prevents poor prospecting

Prospecting is one of the most important parts of the sales process. And when prospects are being inundated with various sales outreach, it’s more important than ever that it’s done right. That’s why we’ve put together a handy cheat sheet to help you get organized and properly plan for prospecting.
 
Download our cheat sheet for:
  • 4 tips to remember when prospecting
  • Tips on which prospecting lists you need to create
  • Call intro and voicemail script examples
With this cheat sheet, you’ll be well on your way to growing your sales pipeline. 
 
This cheat sheet is served to you straight from our course, Planning for Prospecting, in our eLearning platform, The Sales Bar. If you’d like to gain access to The Sales Bar, contact us today.

Download your cheat sheet below!

Proper planning prevents poor prospecting

Prospecting is one of the most important parts of the sales process. And when prospects are being inundated with various sales outreach, it’s more important than ever that it’s done right. That’s why we’ve put together a handy cheat sheet to help you get organized and properly plan for prospecting.
 
Download our cheat sheet for:
  • 4 tips to remember when prospecting
  • Tips on which prospecting lists you need to create
  • Call intro and voicemail script examples
With this cheat sheet, you’ll be well on your way to growing your sales pipeline. 
 
This cheat sheet is served to you straight from our course, Planning for Prospecting, in our eLearning platform, The Sales Bar. If you’d like to gain access to The Sales Bar, contact us today.

Download your cheat sheet below!

6 Logistics Sales Tips to Master Phone Selling

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6 Logistics Sales Tips to Master Phone Selling

Freight and logistics sales has undergone a massive change in the past few years. As companies embrace digital transformation, in-person sales meetings are falling in frequency. So you’re probably spending a lot more time on the phone than before. 

This can be…how should I put it…intimidating? 😱 Or at the very least, uncomfortable?

So here are six logistics sales tips to help you crush cold calls and reach those tough-to-crack prospects. 

(Psst! Interested in logistics sales training? We can help! Contact us today.)

1. Don’t stop calling

For sales calls, the third time isn’t the charm. You have to call someone at least six times before you get a response. Not just for cold leads, but warm leads too. 

People are shocked when I say this. But think about it: when was the last time you called someone once and immediately got a response? (I’m gonna guess it doesn’t happen that often.) 

Over 36% of purchased leads receive no sales contact. And it’s not because reps are lazy. It’s because we’d rather go after the low-hanging fruit for immediate results. But there just isn’t enough low-hanging fruit to go around. If you want consistent results, you’ve got to climb a little higher. That’s why I recommend 10 touches for A leads, 8 for B leads, and 6 for C leads…as a bare minimum. 

READ: How to Build an Account and Lead Qualification Strategy

2. Leave a voicemail and send an email—every time

Yes, you read that right. Every time. It’s easy to ignore a missed call. It’s harder to ignore several missed calls, multiple voicemails, emails—you get the picture. If you’re going to invest the time in making several hundred calls a week, make it hard for them to forget it. 

Think of the voicemail as a resume. It’s there to show who you are, what differentiates you, and what value you offer. If you put it in front of them enough times, the prospect is more likely to pick up. Once that happens, then you can start selling. 

WATCH: How to Leave Voicemails that Get Returned 

3. Be patient. 

In a virtual environment, sales cycles can be longer than traditional, F2F approaches. So when you make 100 calls in a day and don’t hear anything, don’t worry! Eventually, you’ll call someone enough times and they’ll pick up (even if it’s because they feel guilty 😉). At that point, you can make them feel like they’re the one doing you a favor by taking the call. 

READ: Quick and Effective Voicemail Scripts

4. Keep your intro and pitch SWIIFT℠

Salespeople often talk about “engaging prospects.” But what does “engage” actually mean? It’s simple: An engaged prospect is a talking prospect. And what’s the best way to get someone talking? Ask them a question. 

So instead of going through your usual dog-and-pony show, use the SWIIFT℠ methodology (So, What’s in it for Them?) to flip the conversation around. SWIIFT℠ gets the prospect to answer 2-5 short, closed questions to get the conversation going. This helps you build the necessary rapport and understand the prospect enough to demonstrate your value. 

READ: The SWIIFT℠ Selling Methodology

5. Don’t “check in” with prospects. 

Be real: how many times have you jumped at the chance to “check in” with a sales rep? Yeah, me neither.

If you’re going to ask for your prospect’s time, you better give them a good reason to get on the line with you. So start brainstorming how you can add value to them:

  • Address a specific issue they raised last time you talked
  • Update them on new and improved features
  • Talk about something in the news and how you can respond to that
  • Share something you learned from another client—a kind of cross-pollination

Don’t just call to sell something. Call to add value…real value.

DOWNLOAD: 20 Value-Add Reasons to Call Your Customers

6. Make the most of short calls

In virtual sales, the average first call is three-and-a-half minutes. If you last that long, you’re doing great. 

You may wonder: what could I possibly get done in such a short amount of time? In reality, you only have to do three things:

  • Differentiate yourself
  • Get a commitment for the next step
  • Book the next call

Commitments change depending on where the buyer is in the journey: set up a demo, loop in other stakeholders and decision-makers, read over a contract, or even sign and onboard. But every call you make needs to involve getting some kind of commitment. Then, you use that commitment to bridge to the next call. 

READ: Call Bridging 101

So there you go. Follow these six tips, and I promise you’ll be crushing those sales calls. Happy selling!

Watch The Video Below For More Logistics Sales Tips.

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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 a while 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 the 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!

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