Resources
By Jim Domanski
Most sales reps would rather endure a root canal than make a cold call. Cold calling is often be grueling so many reps procrastinate. And as they delay, the thought of dialing becomes more and more onerous. But it doesn't have to be that way if you follow these 15 simple tips:
1. The 1 hour sprint - Treat the cold calling not as a marathon which is tedious and grueling but rather as a sprint. Devote a good solid hour to calling then stop. An hour is manageable and achievable and not nearly as discouraging as the thought of four hours of cold calls.
2. Set a goal. Having a 1-hour sprint is great, but tie it to an objective. For example, you might have a goal of a minimum of 30 or 40 attempts. This will help ensure that you stay on the dialing track and not idle away the time with other activities (see #7 for more info).
Read more: 15 Ways to Stay Motivated and Focused When Cold Calling
By Jim Domanski
The problem with the majority of voice mail messages is less the message… and more the message treatment.
In telephone selling situations, communication occurs at two levels: the actual words (the logic) we use and the tone (the emotion) we employ. Study after study reveals that about 84% of your messages comes as a direct result of how you sound - your tone- when you deliver your message. Therefore, it stands to reason that the better your delivery of the message, the better your results.
Incite2 Frequently Asked Questions
Q: Do I have to alter the way I use salesforce.com today to be able to evaluate Incite2?
A: No, Incite2 works with your existing salesforce.com configuration.
Q: Salesforce is already hard to use, won't your product add more confusion to using salesforce?
A: No, Incite2 simplifies most of the common tasks that salespeople use with salesforce. Incite2 makes it easier to use... and a lot faster to get things done.
The Who-to-Call Dashboard is designed to remove all the confusion about figuring out which list to use and which people to call. The dashboard provides a single, world view of the database, personalized for each rep, to keep calling efforts focused and call queue management simple. With the Incite2 Who-to-Call dashboard, sales reps can focus on calling their most important leads first, understand their queue of leads in each campaign and review their lead pipeline to better manage work efforts and results. This will revolutionize how your salespeople manage leads and calling efforts.
In a business-to-business environment, the telephone is used as a key tool throughout the sales process to schedule initial conversations, conduct lead qualification and steward an opportunity to closure.
Sales management is continually on the lookout for ways to increase sales results. For sales organizations that use the telephone as a primary means of prospecting, new technology advances and process improvements offer breakthrough performance enhancements.
This whitepaper details an approach to make more calls using ShadeTree's Incite2 product for salesforce.com and a simple but powerful method to improve calling results using ShadeTree's Dynamic Conversation Playbooks.
In a business-to-business environment, sales conversations are a key element to successful sales results.
In this whitepaper we examine the difference between optimized sales conversations and less effective ad-hoc approaches. We include concrete steps that sales professionals and management can take today to improve the conversations your sales team will be having with prospects tomorrow.
Read more: Engaging In Effective Sales Conversations Whitepaper
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Incite2 Product Introduction