Voicemails

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!

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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!

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

Virtual Selling Tips to Help Reps Win More Deals

[Cheat Sheet]

WIN MORE DEALS FASTER

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.

Here’s what you’re getting:

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

Download our FREE virtual selling cheat sheets to help reps start winning deals sooner!

Grab your downloads below!

WIN MORE DEALS FASTER

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.

Here’s what you’re getting:

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

Download our FREE virtual selling cheat sheets to help reps start winning deals sooner!

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!

4 Voicemails That Get Returned [Script Samples]

4 Voicemails That Get Returned
[Script Samples]

Get 2-3x Returned Calls With These Voicemail Scripts

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? Truth: Most voicemails are BAD.

We’ve spent years mastering the art of leaving the perfect voicemail. Download our 4 voicemail starter scripts to get more returned calls!

Grab your download below!


Get 2-3x Returned Calls With These Voicemail Scripts

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? Truth: Most voicemails are BAD.

We’ve spent years mastering the art of leaving the perfect voicemail. Download our 4 voicemail starter scripts to get more returned calls!

Grab your download below!


One-Two Punch: Email + Voice Scripts That WORK When Prospecting [“Sales Shot” Workshop Recording]

One-Two Punch: Email + Voice Scripts That WORK When Prospecting

[“Sales Shot” Workshop Recording]

Does Your Prospecting Messaging Stink?

Let’s face it, nobody loves cold calling. That’s why we’ve renamed it prospecting! 🙂 Whether it’s a warm call, a cool call, or even existing customer calls — it’s harder than ever to capture our buyers’ attention. Enter the best-practice cadence and omnichannel approach of Email + Social + Phone. It works, but ONLY if your messaging doesn’t stink.

In this special Sales Shot, Lauren Bailey is joined by Brooke Bachesta, Revenue Enablement Manager at Outreach, and they\’re sharing their top tips on how to master your omnichannel prospecting outreach.

Watch the video replay!

Does Your Prospecting Messaging Stink?

Let’s face it, nobody loves cold calling. That’s why we’ve renamed it prospecting! 🙂 Whether it’s a warm call, a cool call, or even existing customer calls — it’s harder than ever to capture our buyers’ attention. Enter the best-practice cadence and omnichannel approach of Email + Social + Phone. It works, but ONLY if your messaging doesn’t stink.

In this special Sales Shot, Lauren Bailey is joined by Brooke Bachesta, Revenue Enablement Manager at Outreach, and they\’re sharing their top tips on how to master your omnichannel prospecting outreach.

Watch the video replay!

Learn more about the sponsor of this event!

Outreach

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Sales Voicemail Scripts

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4 Quick and Effective Sales Voicemail Scripts

Are you thinking, “Should I leave a voicemail? Nobody ever calls back! Am I doing something wrong? Why aren’t people calling me back? Can I leave a better voicemail?” 

Don’t worry, you’re not alone… and you aren’t wrong.

A good 90% of our outbound calls end in voicemails and less than 3% are actually returned. Oh boy, math time. That means up to 225 voicemails left every week if I’m making 50 calls a day. And only 7-8 potential clients calling me back. More bad news: That’s because your voicemails are probably bad (sorry). 

Frankly, most voicemails aren’t great. In fact, voicemails are the one time I advocate for a script. Actually, 4 scripts. After 15 years of teaching phone sales, we’ve found 4 voicemails that consistently get more calls back. We’re talking, double to triple more. Ready for the math? That means 14-23 calls back in a week instead of 8. Dude, 14 more conversations every week! That’s like getting a bonus day of selling time every week, for only the cost of changing up a voicemail. Yup, it’s literally that easy.

WATCH: How To Leave A Sales Voicemail That Gets Returned

You want to know the four types now, don’t you? You’re in luck. They’re all below with voicemail scripts. 

Awesome Voicemail Script #1 – Value

Honestly, most voicemails are either all about the sales rep, why THEY are calling, and what THEY want. Or, they are vaguely veiled sales pitches. If you want to stand out, focus all of your attention on the customer instead. We call that So, What’s In It for Them or SWIIFT℠. Each potential customer wants to know if a call back is worth their time, so answer their unasked question immediately by pushing the value. Warning: if you push too hard, these can run the risk of sounding like a sales pitch. So, we find they work best for existing accounts or existing relationships. To use them with a new account, we suggest using it in combo with some mystery. Did you say mystery?

Value Voicemail Script: 

Ted!? LB at Factor 8. (480) 555-2424. I’ve got three things that will save you time this quarter. Call me back for a five-minute run down. I’m at  (480) 555-2424. Thanks!


Awesome Voicemail Script #2 – Mystery 

Folks, FOMO is real. So let’s use it. Just a little mystery can have your potential clients saying to themselves, “Do I know them?”, “Why did they call me?” When you leave them wanting to know more it can translate into real-life callbacks. It may take guts, but when you use this strategy with the right customers, it will pay off!

Mystery Voicemail Script:

Ted!? It’s Lauren at  (480) 555-2424. Call me back. Again, I’m at  (480) 555-2424. 

 

Awesome Voicemail Script #3 – Levers

A lever is information that proves your credibility, convinces them this isn’t a cold call, AND that you know your stuff! A lever can be account information, history, company knowledge, or a person – from either your company or theirs. The BEST lever is their boss. 

Lever Voicemail Script #1: the Boss Lever

Hi Ted. Lauren with Factor 8. I’ve been talking with your boss, Amy, and she asked me to call you so I promised her that I would. Please reach me at (480) 555-2424. Again, Lauren with Factor 8 at (480) 555-2424. Thanks!

See the subtle implication that his boss wants him to talk to me? This voicemail script works if I call Amy and she says, “I don’t handle that, that’s Ted.” I say, “OK, I’ll call Ted,” and then we’re off to the races. I know, this is a special scenario, but use it as often as you can. For a regular lever, try something like:

Lever Voicemail Script #2: the Standard Lever

Hey Ted, LB here over at Factor 8. I’ve been working with your CXS team there for a few years. Will you please call me back? I’m at (480) 555-2424. Again, Lauren with Factor 8 at (480) 555-2424. Thanks!

Awesome Voicemail Script #4 – Urgency

If you’ve ever told someone that you’ll send an email anyway or that you’d call them back anyway, you’ve crushed the urgency in the situation. Reverse it instead! Ratchet up the intensity by adding a timeline and some energy (and even a little mystery). Try to get them to call back immediately after listening! 

Urgency Voicemail Script:

Hey Ted. Lauren calling with Factor 8. I’m trying like crazy to reach you by end of day. Please call me at (480) 555-2424. Again, Lauren trying to get to you urgently. Call me back quickly please at (480) 555-2424.

Of course, we love the good combination message. Bringing a few different voicemail scripts together can create some real voicemail magic!

Combination Voicemail Script:

Ted? Lauren with Factor 8. Sue gave me your name. We need to talk today about your account so I can help save you some money. Please return my call at (480) 555-2424. That’s (480) 555-2424. Talk soon.

This script has urgency, mystery, a lever, AND value! (And you can still say it in under 10 seconds.) Now, that’s a powerful voicemail. I’d call back… wouldn’t you? I hope you found one that speaks to you – so more of your prospects will too.

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