Another opinion about Cold Calling

Interesting article from Martin Stevens (here). What we learn in the article? Here we go:

  • It is working but it could be a waste of time
  • Geography and Brand are criticals
  • Local accent is a must
  • The solution you are selling will open or close the door
  • Share a story is better than never
  • KNOWLEDGE ! As I said since the beginning of my blog. Knowledge is the key.
  • Keep Silence !
  • Your pitch isn’t important… till they feel comfortable with you (so your tone of voice)
  • Get the right info about your contact using Social tools
  • The master keys: DESIRE, MOTIVATION and HUNGER !

Source: LinkedIn

How to success with a trial ?

Look at you how happy you are when you get a trial from one of your lead. If your prospect is trying your solution that may sounds good but it doesn’t mean he has a project. So get your phone to qualify the lead using the BANT  methodology  (Budget, Authority, Needs and Timeframe).

  • Most of the time a trial means a short or long time project. But sometimes it could be just by curiosity.

In case of project, you will need to assist your prospect. So you will need to do:

  • Engage with your contact to write a to do list
  • List your competitors
  • Qualify and prioritize the needs  to know if your product can answer all of them.
  • Don’t leave your prospect alone but schedule at least one call a week with your pre-sales to check if all is OK.
  • Send all the technical docs
  • Frame the project.
  • Guide your contact
  • Validate if the trial is finished and all the pints answered

Don’t waste your time if the needs don’t answer to what the prospect wants, this may be a dead end.

You will need to be extremely reactive to all the questions, so push your pre-sales to work in time. It will give you so much ! Time is money and respectability.

Place yourself as the main point of contact of your prospect, even if it is technical related. The knowledge is so powerful to manage in time and properly the deal.

Keywords: Schedule – Share and Knowledge

Why you should use social tools to sell ?

Nowadays, we are all digital sellers and we need to find new ways to reach out our sales target. We are lucky to live in 2017 where almost everyone use social websites to promote them-self or their company. People get easier to find rather than 20 years ago where cold calling was a must.

Did you know ?

  • Sales reps using social selling are 50% more likely to meet or exceed their sales quota. (Liz Gelb-O’Connor)
  • 73% of salespeople using social selling as part of their sales process outperform their sales peers, and exceeded quota 23% more often. (Aberdeen)

Daniel Disney (Profil) said he closed a one million deal using LinkedIn. Is it true or fake, I really don’t know. Let’s say TRUE !

What we understand?

  • SMB, cold calling represents 10-15% closed deals.
  • Enterprise Account or large companies: You have to use social tools to get the right contact
  • Build relationships using the social tools

“Before connecting you may want to follow their pages, share and engage their content and start to build the foundations of a relationship. You may then increase your chances of them accepting to connect formally.”

Source: LinkedIn

Must Read: Shocking Sales Tips Stats

I found this article on LinkedIn in February. If you see sales as maths or science,  those stats are made for you. On you daily work, you should consider them as a BIG plus !

Sales Email Stats

1. Email opens increase after 12 p.m., with the most active period being between 2 p.m. and 5 p.m. (MailChimp)

2. Tuesday emails have the highest open rate compared to other weekdays. (Experian)

3. 33% of email recipients open emails based on subject line alone. (Convince and Convert)

4. Subject lines with more than 3 words experience a drop in open rate by over 60%. (ContactMonkey)

5. Personalized emails including the recipient’s first name in the subject line have higher open rates. (Retention Science)

6. For B2B companies, subject lines that contained the words “alert” and “breaking” perform well. (Adestra 2013)

7. B2B customers have become desensitized to words such as “reports”, “forecasts”, and “intelligence”. (Adestra 2013)

8. SDRs experienced a 15% growth year-over-year in conversations per account (and across contacts) before passing the qualified opportunity. (AG Salesworks, Outbound Index)

Sales Voicemail Stats

9. The average voicemail response rate is 4.8%. (InsideSales)

10. A team of 50 sales reps leave about 1,277 hours of voicemails per month. (RingDNA)

11. 15% of every sales reps’ time simply leaving voicemails. (RingLead)

12. The optimal voicemail message is between 8 and 14 seconds. (The Sales Hunter)

13. 80% of calls go to voicemail, and 90% of first time voicemails are never returned. (RingLead)

Sales Call Stats

14. On the phone, tone is 86% of our communication. (ContactPoint)

15. On the phone, words we actually use are only 14% of our communication. (ContactPoint)

16. The best times to call are Wednesdays and Thursdays from 6:45 to 9 a.m. and 4 to 6 p.m. (RingDNA)

17. The worst times to call are Mondays from 6 a.m. to noon and Fridays in the afternoon. (RingDNA)

18. 80% of sales require 5 follow-up calls after meeting. (Scripted)

19. 44% of salespeople give up after one follow-up. (Scripted)

BONUS: Social Selling

20. 96% of sales professionals use LinkedIn at least once a week and spend an average of 6 hours per week on LinkedIn. (The Sales Management Association)

21. 5% of B2B sales teams consider social media a successful lead generation method. (Ken Krogue)

22. Sales reps using social selling are 50% more likely to meet or exceed their sales quota. (Liz Gelb-O’Connor)

23. 73% of salespeople using social selling as part of their sales process outperform their sales peers, and exceeded quota 23% more often. (Aberdeen)

24. The best time to tweet is during commute times and lunch breaks; 1 to 3 p.m. and early morning, 8 to 10 a.m. (Buffer)

25. The best time to post on LinkedIn is during business hours, Monday through Friday from morning to midday. (Buffer)

Source: LinkedIn

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