The debate about whether to leave a voicemail message on a cold call is as old as voicemail itself. You all know that leaving a voicemail rarely results in a callback, no matter how great your technique. Statistics found on various sales web sites show a range of five- to ten-percent of voicemails are returned. So even if you are spectacular at your VMs, you might top out at 25-percent call backs. So is it really worth it?

I say yes. Definitely. You just need to change your reason and expectations for leaving that message. Instead of expecting a callback, use the voicemail as a friendly, personal, targeted billboard. If you do it right, the next time the person sees or hears your name, they'll have some kind of positive brand recognition.

The trouble with a classic elevator speech is that in tele-sales no one has the time or the inclination to hear what you have to say.

Communicating by phone is different than face to face where a suspect or a prospect will grant you a few more moments if only to be courteous. On the phone it is simple and easy for a prospect to terminate the call and that's one of the main reasons why you need an escalator speech.

An escalator speech is an abbreviated version of an elevator speech and it is absolutely vital in the world of B to B tele-sales. Whereas an elevator speech is based on the premise that you present what you do over the time it takes to travel a few floors up an elevator, the escalator speech is based on the premise that you present what you do in the time it takes to travel only one floor.

Change.  Inevitable,  Constant.  Everyone's talking about it.  Social media, the new (2.0) customer, the downsized organization - and how selling strategies need to change to adapt to today's customer.

As sellers, I think we can all agree on a few things, today's customers: 

• Are harder to get on the phone
• Are less likely to respond to email
• Can discover a lot more about us and our solutions than they used to be able to (because we help them)

Oh yeah... one other thing: 

• Our solutions and services are still relevant... helping improve and optimize our prospect's businesses. 

Want to know the best way to get a prospect to call you back or respond to an email?

Communicate in simple language how your solution helps your prospect: 

• Improve or better execute their business strategy
• Lower the risk of achieving their business strategy
• Solve a problem that is impacting their business strategy

The primary objective of any sales call is to get the prospective buyer to take action.  Is a lead an actual prospect?  To qualify a lead, we must first get his attention and build his interest prior to "qualifying" him/her and moving to a next step or action.