A cold call completely out of the blue is a surprise.
As soon as you answer the phone, there’s a moment of stress and uncertainty. Is this someone I know? What do they want? Can I trust this person? The longer it takes the person to introduce themselves and the reason…
Heard of the 7-38-55 rule of personal communication?
▶︎ 7% of your communication is through spoken word ▶︎ 38% is your voice and tone ▶︎ 55% is your body language The prospect can’t see your body language over the phone, so most salespeople conclude that 93% of your…
Put yourself in the prospect’s shoes.
Companies like Google, HBO, and Apple create world-class products because they spend millions of dollars on user research. They know how their users think, what they want, and what their motivations are. This is part of an approach called design…
“Cold calling is dead!”
I’m tired of this argument. Not because cold calling, without a doubt, does still work. I’m tired because the argument is between salespeople and “sales gurus.” What our prospects think about cold calling is more important than what salespeople think….
Call coaching.
What I hear from most inside sales teams is, “We do a lot of call coaching. I sit close by our reps so we overhear just about every one of their calls.” That is not call coaching. Your rep’s end…
Looking for a great sales podcast? Check out The Why and The Buy.
Jeff Bajorek and Christy Walters-Hebert run my favorite sales podcast right now. They’ve interviewed folks I’m a big fan of like Jeffrey Gitomer, Anthony Iannarino, Mark Hunter, Amy Volas, Mike Weinberg, Jake Dunlap, Liz Heiman, Andrea Waltz, Deb Calvert, and…
LinkedIn is a prospecting gold mine if used correctly.
The old way of using LinkedIn was sending automated messages through tools like Dux Soup, Leonard, and Linked Helper. (if you’re still doing this…please…stop…) I can’t lie, this is how we built our initial customer base at Blissful Prospecting. But…
Outbound 3.0 is here…
Outbound 1.0 (90s-2000s) Push Mass email blasts (à la the Predictable Revenue referral cold email) are all the rage Email and phone are not used together in a multi-channel approach Pre-call research isn’t needed to book a meeting Outbound 2.0…
When’s enough?
It’s a question many of us ask ourselves when prospecting. We’ve seen the stats on follow-ups. More, more, more. And that’s where many sales teams are getting it wrong. Volume of follow up should not take priority over the FOCUS…
You’re not bugging the prospect as much as you think.
When I tell sales teams their sequences should include 10-15 touches over 30-45 days, I usually get a few concerns. “I’ll run out of things to say.” “Won’t that bug the prospect?” “I don’t want to be a spammer.” All…
