Voicemails

7 Phone & Video Prospecting Tips for Sales Reps to Crush It

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7 Phone & Video Prospecting Tips for Sales Reps to Crush It

Plenty of sales reps love the convenience of email and LinkedIn prospecting. But rapid-fire, stock messages do little to build rapport and trust with your prospects. 

That’s why, as much as some people despise it, you have to pick up the phone. 

As young reps continue to phase into the sales force, there is a growing challenge for them to get beyond the keyboard. And while the pandemic certainly didn’t help matters, fostering those face-to-face (or voice-to-voice) connections has become more critical than ever.

Suffice it to say that salespeople can’t afford to rest on their laurels. We have to fight harder to build pipeline, persuade prospects, and win deals. 

That means moving from behind the keyboard, picking up the phone, and utilizing videos in prospecting.

If you’re ready to crush it, here are seven tips that can help our reps make the most of phone and video in their prospecting efforts. 

1. Don’t rely on email alone

It’s important to connect with people on social and email, certainly. But think about it: when’s the last time you bought something over email? 

Never mind that people are wary of scammers and phishing attempts. No one buys from text on a screen. 

People buy from other people. More importantly, they buy from people they trust. 

That doesn’t mean you shouldn’t use email. But there are ways to make email more engaging and personal. 

For example, emails that use video get a 96% higher click-through rate than those that don’t. It makes sense: video shows off your face, which helps to foster that personal connection.

So if you’re relying on a “spray and pray” approach to email where you’re sending as many as you can hoping for something to stick, just stop. You’ve got way more tools at your disposal. 

2. Make your videos watchable

Just getting started using video in your prospecting efforts is a great first step. But if you really want to maximize your chance of success, then you need to make your videos as watchable as possible.

Most people drop off of videos 70-80% of the way through. So it’s important to structure your video so you get their attention and deliver necessary value as quickly and efficiently as possible—before they click away. 

Here are some tips to make your videos more watchable:

  • Start with empathy. Show the prospect that you truly understand the problem they’re facing. 
    • Lead with value. Catch the prospect’s attention by offering something to help with that problem as early in the video as possible. 
  • Use a list to structure your video. “3 things before our call tomorrow,” or “4 things I noticed on your website.” That will help make the video more scannable and increase the prospect’s likelihood of retaining that information
  • Caption your video. Adding captions to videos can increase the watch rate by up to 80 percent. Captions also help with scannability. 
  • Put your call-to-action in the middle. It logically makes sense to throw the CTA at the end. But by that point, most people have dropped off. Put it in the middle to increase the likelihood that people will actually see it. 

3. Use the prospect’s name off the bat

The first few seconds of a video are key to getting your relationship with the prospect off on the right foot. One great way to do this: use the prospect’s name.

This goes back as far as Dale Carnegie: people perk up when they hear their own name. When you use their name, you set the tone of the relationship as a familiar one, which increases their likelihood to trust you. 

What’s more, when you use a prospect’s name in a video, it’s proof that you aren’t batch-sending messages. You’re taking the time to record a personalized message, which shows that you’re putting effort into building that connection. 

WATCH: 10 Tips for Building Human-to-Human Connections on Sales Calls

4. Don’t just call prospects once

It’s no surprise that phone calls used in tandem with email help to increase the likelihood of a response. 

The problem, however, is that only 10% of sales reps make more than three attempts to reach a prospect. Calling more than three times may seem like a lot, when you consider that it takes anywhere from seven to fourteen touches to get a conversation with a prospect, then frequent follow-up is key to making that conversion. 

Also remember that while email and social media are powerful tools, they have one purpose: to get you on a call with the prospect. That’s the only way you’ll be able to sell them. 

5. Don’t waste time following up if your data is incorrect

Spray and pray is popular because it’s quick and easy. Even if half the data is incorrect, you’re spending so little time on each prospect that it nets out positive. 

But when you’re taking the time to follow up multiple times, record videos, and build relationships with prospects, investing in the wrong people can be a significant time sink. 

That’s why it’s important to do your homework. One tip we recommend at Factor 8 is if you get a voicemail, hit the 0 button to find the directory or talk to someone else in the company. 

What I tell people is: try to be James Bond for about 10 dials. You’re going to learn something critical that will help you find the right person or provide you with important information that you can then use to land the deal:

  • Who reports to who?
  • What system do they have?
  • How long has your decision maker worked there?
  • Are there any current projects that are a priority?
  • How many employers/locations are there?
  • Other key influencers that you should include in the process?

Use your personality, talk to people, and get some critical account information that can help you become more successful as you build your relationship with them over time. 

READ MORE: How to Use Sales Intelligence to Boost Profits

6. Qualify, qualify, qualify

First of all: sales qualification is not the same as lead qualification. The latter is a marketing indication that a prospect may be ready to buy due to their engagement. Sales qualification is about how much money you can make with a particular account—what’s the potential that they’ll buy from you?

There are a number of factors that go into play here:

  • Size of sales team—more reps means more revenue
  • Is the company B2B or B2C?
  • What tools or platforms does the company already have (especially important if you sell SaaS)?
  • Do salespeople have to acquire their own tools or does the company provide them? 

One great tip for this: don’t blow past the gatekeepers! In your haste to get to the decision maker, you may end up missing the opportunity to gain some vital information on the company that can help you tailor your video and phone communications. 

READ MORE: How to Build an Account and Lead Qualification Strategy

7. You were hired for your personality—use it

If marketing could source leads and close deals on their own, we wouldn’t need sales.

The reason you have a job is because salespeople can do something marketers just can’t. You weren’t hired to send canned messages. Marketing can do that more efficiently than you. 

Salespeople are there because personality makes a huge difference in how prospects feel about potential vendors. For many businesses, it’s the people that are the differentiator between themselves and their closest competitors. 

So let people get to know you. You’ve been hired to be a personality. Use it!

If your sales team struggles to use phone and video effectively, Factor 8 can provide the training and resources needed to get everyone up to speed. Learn more about our training and coaching services here. 

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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, during an economic downturn, it’s more critical than ever. 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, during an economic downturn, it’s more critical than ever. 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. 

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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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!

10 Virtual Sales Tips Guaranteed to Add Faster Revenue [Webinar Recording]

10 Virtual Sales Tips Guaranteed to Add Faster Revenue

[Webinar Recording]

10 VIRTUAL SALES TIPS GUARANTEED TO INCREASE REVENUE

Lauren Bailey, Founder and President of Factor 8, gives logistics sales representatives advice on how to add faster revenue starting with the very first call. She also breaks down sales tactics for managers to better understand the sales cycle and help reps develop strategies for closing business whether the market is hot or not.

This recording is from FreightWaves Sales + Marketing Summit.

Watch the video replay!

10 VIRTUAL SALES TIPS GUARANTEED TO INCREASE REVENUE

Lauren Bailey, Founder and President of Factor 8, gives logistics sales representatives advice on how to add faster revenue starting with the very first call. She also breaks down sales tactics for managers to better understand the sales cycle and help reps develop strategies for closing business whether the market is hot or not.

This recording is from FreightWaves Sales + Marketing Summit.

Watch the video replay!

What is the SWIIFT Selling Methodology

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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!

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!

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