We know that very few prospects are answering their office phones these days- although they are at their desks when we call. Many people ask me, why can’t I just try their cell because I know they will answer that? Sure, they may answer it but it’s not recommended that you prospect someone on their [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Introducing’ Category
Is Voicemail In or Out?
How many of you are leaving voicemail messages these days? Voicemail may be dying but there is still room for good voicemails. I landed one of my biggest clients last year by leaving one simple voice mail message so keep the faith and don’t give up on voicemail too soon. Check out the article, The Art [...]
Smooth Timing Thanks to Genius
Ever wish you could know exactly what your prospects do when they receive your emails, eblasts or newsletters? Sure, we track click-through rates and page views, and measure response or no response. But the field of web analytics is getting more sophisticaed and I’m excited about a great tool that Genius has created. It’s called SalesGeniusâ„¢, which is a [...]
What’s your call objective?
I’ve been talking about this in my training and it’s a bit more complex than it seems. Determining a call objective is synchronizing what you are thinking and what you are saying and making sense with it. I’ll break this down for you: When are are calling a prospect- whether we are following up from [...]
What does your outgoing greeting say?
Some of you change your outgoing greeting every day while others change it each week. Usually when you are going to be out of the office is also a good time to change it. Aren’t we tired of hearing the same things in our outgoing greeting? Here’s a sample: “Hi, this is Bob and I’m [...]
The Dynamic Duo
When you are making new introductions, don’t just count on your phone and voice mail efforts. If you are keeping track of outbound call metrics, you must also keep an eye on outbound emails. The phone can no longer stand alone. Email is necessary to back up your prospecting efforts. So how does it work? Theses two should be [...]
Name Tripping
I have an unusual name-most people who first meet me have a difficult time pronouncing my name. I feel bad as I listen to them struggle with it, avoid it, ask me how to say it or simply take the liberty of shortening it like calling me Josie. I don’t meet Mike and decide to call him Mikey or [...]
Keep in shape, tape and train
It’s amazing how many times I meet clients who have established outbound telebusiness teams that don’t do any call recordings. Somehow, somewhere, someone had a bad experience with it so they decided to shelf the idea. Their legal department may have caught wind of this and demanded disclaimers on outbound calls, which kills any opportunity to [...]
Clues we lose when we’re on the phone
Field sales people have it easy because they get to see their prospects and customers. Recently I met with someone I’ve been chasing for several years and the need finally arrived where he wanted to check into sales training for his growing organization. This guy is a pretty high-level director from a very prestigious company. In the past, [...]
Expect a surprise!
I start this month anxiously waiting to be surprised. It will preferably be a good surprise and so my expectations are up and I’m ready. It’s a good place to be as I treat everything coming to me with a new freshness to it because I’m looking for that aha moment that I know is [...]
