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Tagged With "call"

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Re: Cold Calling today

BCarroll ·
Art- How did the Linkedin call go? Curious, as it seems like this is the (next) future for b2b cold calling (according to the consultants)!
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Re: Cold Calling today

txeagle24 ·
I have scheduled quite a few meetings via LinkedIn. Sometimes, it has been through InMail, but more times it has been the result of a client or prospect seeing something of interest that I posted and asking to schedule a time to discuss whatever that is.
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Re: Net New Business "How Do We Do It"?

Kitz ·
As a chamber member I was able to get mailing labels for all the main contacts and plan on sending an introductory letter, with a follow-up call. Still looking for a templete of a letter that I could get some ideas from.
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Re: Net New Business "How Do We Do It"?

blackjack ·
Getting involved in the community with non profits is a great way to meet new people.
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Re: Net New Business "How Do We Do It"?

David Whitten ·
40% of my business last year came from Schools or Government. I found a few niche pain points that almost any District or Department would experience and used that as my lead in with the appropriate person. For example, for schools, it was Common Core State Standards. Learning the implications and compliance issues got me lots of appointments and 4 new Districts. We utilize UCC Filing Data as another prospecting tool which works really well for having a leg-up when you walk in the front door...
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Re: Net New Business "How Do We Do It"?

Art Post ·
both threads are awesome. anyone else?
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Re: Net New Business "How Do We Do It"?

Jayjay4535 ·
I personally don't think there is a secret to it - just follow up and be the better rep. My competitors are huge companies; everyone knows who they are. However, their reps are lazy and don't visit their customers. Prospects are amazed when you have been following up with them within the past 3 years or so; meanwhile their current vendor has been through 3 reps already. It really is out of sight, out of mind in this industry.
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Re: Net New Business "How Do We Do It"?

SalesServiceGuy ·
You yourself Art dropped this pearl of wisdom a few days ago "A few days ago, I was going through my "Who's viewed your profile" on Linkedin. I try to connect with all of my second level contacts" I was on a recent sales seminar and believe that the point of Linkedin is to get and communicate with as many second level contacts as possible. LinkedIn is definitely the new sales tool of the last few years. I have been quilty of not using it effectively but now I put at least 30 minutes per week...
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Re: Net New Business "How Do We Do It"?

bandit41076 ·
social media is great. You may like these: https://www.youtube.com/watch?v=VbIG8vd0TbY http://pages2.marketo.com/dg2-social-marketing-ppc.html?source=PPC&comment=PPC_GS_US&ag=SMM%20-%20General&camp=Social%20Media%20Marketing&_kk=41362422627&kw=%2Bsocial%20%2Bmedia%20%2Bmarketing&gclid=CjkKEQjwh7ucBRD9yY_fyZe398gBEiQAAoy4JPyUNQr4Dk5yVdA065dd6XPrIbEqKanmUOpwFJZQsNrw_wcB
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Re: Net New Business "How Do We Do It"?

Art Post ·
nothing????
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Re: Telemarketing & The Person with the BAD Attitude!

copyme ·
Right on Art! Perfectly stated.
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Re: Telemarketing & The Person with the BAD Attitude!

txeagle24 ·
I agree to a certain extent, Art, but at the same time, our industry has a deservedly bad reputation for being overly-persistent in efforts to reach prospects. The way in which people evaluate products, services, vendors, etc. has completely changed due to the wealth of information that is available online. Many buyers now want to know what they want (especially in up & down the street accounts) before they ever agree to talk to a salesperson. There are only so many hours in a day, &...
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Re: Ten plus Tips for Cold Calling in the Field

Jason H ·
I have two points I will add that may help him out. First, don't assume anything when it comes to customers and their money. We had a rep who we were working with one day and he drove by a building. I asked him why he wasn't stopping and he said look at that place, there's no way that guy has any money to buy a copier. Turns out this guy was a fairly big developer and that building was his new office. They had not started construction on the project yet. They went in and the office had a...
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Re: Ten plus Tips for Cold Calling in the Field

Jason H ·
I also meant to add that as a newbie its important to know as many people as possible. I have reps who know many different people all the way down to the security guards at big facilities. I, like Art, probably don't prospect enough. I'm lucky to get 25 calls a week compared to my reps who probably do 30-40 a day, but still have about a 600,000 book of revenues each year. Even in a management role I can't get it out of my system to go out and sell. It's taken me close to 10 years but now I...
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Re: Ten plus Tips for Cold Calling in the Field

Czech ·
All great stuff. I'd like to add in a few more points. 1) Never use a cold call to sell, only to gather information. Receptionists and office managers are loaded with information because they are the primary users. Ask if they are having any problems with their copiers and you might be surprised with what you hear. 2) The 4 most important questions you need to answer in every cold call: What do they have? How long have they had it? Who is the decision maker? Who was their previous vendor? 3)...
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Re: Ten plus Tips for Cold Calling in the Field

Old Glory ·
My thoughts, some of which repeat what others have said, maybe in a different way: I cold call for information, phone call for appointments to a large degree. What I would add to Czech's 4 point list is to ask who they call for maintenance. That usually tells you, not only the company, but the brand, and if the receptionist doesn't know, then they likely don't have many problems. I almost always separate fact find from presentation. Too many reps "get an answer" then "do some selling", "get...
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Re: A Funny Thing Happened while Phone Cold Calling Today

aficio400 ·
Have not sold I years but IT guys like glory. Use the Realestate companies name and linkedin that and look for the person that claims to be IT.
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Re: A Funny Thing Happened while Phone Cold Calling Today

Larry Kirsch ·
Wow. Your the best.
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Re: A Funny Thing Happened while Phone Cold Calling Today

Jason H ·
I love it when people say that. I have pointed it out to people and actually sold them a system after they realized how stupid they sounded saying they didn't accept calls/drop in's from Sales People. I have politely told business owners down to receptionists that I hope their sales reps are not treated the way I was when I walked into their office when they are in the field trying to earn a potential clients business.
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Re: A Funny Thing Happened while Phone Cold Calling Today

Czech ·
If I could make sixty calls in one day I would feel like Superman. What's your secret? My current process is: a) Research the prospect and company b) Write out a potential value proposition c) Contact the customer to schedule an appointment d) Depending on the outcome, follow up with an email or LinkedIn message 4 calls per hour * 6 hours = ~ 24 calls / day
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Re: A Funny Thing Happened while Phone Cold Calling Today

JeffR ·
Art, When I have run into this, I call the sales people. They know how hard it is to find out information and get connected to the right people. They are usually sympathetic and helpful! Haven’t found one yet not to be! JeffR
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Re: Letter to Mr. Jones about Sales Reps

kathie ·
I don't know Art, makes you come across as a bit of a d**k, if you ask me. EVERYONE and their dog says they can do this or that and promises the moon...they have been told to refine their value message and lead with that. Sounds too gimmicky and practiced. I think the best approach is to be real and authentic and lead with confidence and authority. You will never sell everybody, but those who ARE ready to purchase your widget will remember you. IMHO.
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Re: Letter to Mr. Jones about Sales Reps

TML ·
It's a little aggressive, but shouldn't you be if you're in outside sales. If you've got no way of accessing a DM, in particular through a phone call, what options do you have? This person should understand your tenacity, I would hope, because his livelihood is based off of others selling. Good luck!
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Re: Letter to Mr. Jones about Sales Reps

Doug ·
Great idea
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Re: Letter to Mr. Jones about Sales Reps

JeffR ·
I’ve run into this a few times. I figure they’ve found their vendor for whatever service and are “happy” with them. Whether it’s a business friend, friend of the family, or relative. What they don’t know is—how good of a deal are they getting?—or are they getting hosed and don’t know it. I hear this a lot—“They gave me a deal I couldn’t refuse.” This tells me the customer just doesn’t know this market—many of us could have supplied the same deal—and we would have shown you why it wasn’t a...
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Re: Letter to Mr. Jones about Sales Reps

Jason H ·
I love it. I've used something like that several times and some times when they realize they wouldn't want their sales people treated like that they open up. My favorite are the church's. They seem to be the worst about being rude to sales people. I had one that slammed the door in face and almost broke my nose. I called the pastor the next day and told him that I'm sure if I was coming by to discuss joining the church his staff wouldn't have been so rude and they should practice Monday to...
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Re: Letter to Mr. Jones about Sales Reps

Czech ·
Originally Posted by Jason H: I love it. I've used something like that several times and some times when they realize they wouldn't want their sales people treated like that they open up. My favorite are the church's. They seem to be the worst about being rude to sales people. I had one that slammed the door in face and almost broke my nose. I called the pastor the next day and told him that I'm sure if I was coming by to discuss joining the church his staff wouldn't have been so rude and...
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Re: Letter to Mr. Jones about Sales Reps

Jason H ·
Czech, I was furious mainly because I literally felt the door stop as it touch my nose. You probably couldn't fit a piece of paper between my nose and the door. And she slammed the hell out of it. My nose would have just shattered.
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Re: Letter to Mr. Jones about Sales Reps

Jason H ·
Czech, I was furious mainly because I literally felt the door stop as it touch my nose. You probably couldn't fit a piece of paper between my nose and the door. And she slammed the hell out of it. My nose would have just shattered had it been an inch closer.
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Re: Letter to Mr. Jones about Sales Reps

Art Post ·
Czech and others who commented: Ty for the comments!!! I've got nothing to lose, and companies that continue to shut themselves off from sales people have everything to loose. I'm afraid that more and more companies are putting up walls to deter sales people, even when they have their own sales people.
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Re: Letter to Mr. Jones about Sales Reps

kathie ·
But we all do the same thing when the ball is in our court. I get calls all the time from people wanting to sell me software packages with my machines, I blow them off because I know my customers aren't interested....I've asked, believe me. Besides, the fact of the matter is we are interrupting them with something WE think is important. I still cold call all the time, but in person. I get a card, leave a card and a flyer then follow up periodically. I don't take offense, I am the one asking...
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Re: Letter to Mr. Jones about Sales Reps

txeagle24 ·
I don't think I would have done this unless it were a bridge I was absolutely willing to burn in case they received the message in a negative manner & were offended. Many of my largest, most profitable clients are ones that I called on for years & even lost out to other vendors multiple times before finally winning their business. If a decision maker thinks I'm a sore loser or unprofessional in how I communicate to people I hope to do business with, it could definitely eliminate any...
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Re: Letter to Mr. Jones about Sales Reps

Art Post ·
Just an FYI on the above account. That was my first call to them, and never did a stop in cold call. I was more surprised that someone would answer that, "We don't accept solicitor phones calls" and then more upset that I was going to ask, "what do you accept", and was hung up on. The way I figure, is the boss probably does not know what's going with their receptionist. In reference to burning bridges, I'm figuring that there's a lot more accounts in my territory, than what Kathie might have...
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Re: Letter to Mr. Jones about Sales Reps

bandit41076 ·
Did you ever send this letter and what happened?
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Re: Letter to Mr. Jones about Sales Reps

Art Post ·
sent the letter, zero response, typical
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COVID19 "Remote Working" Day Thirteen of Sales

Art Post ·
I was hoping that day thirteen would be a lucky number for me. It wasn't and I'm still hanging in their with zero orders since I started working remotely. I had a tough time going to sleep last night, the mind was still running, thoughts of what to if this that or the other thing happens. Even with two sleeping pills it was not a good night. Think I finally dozed off somewhere in the 1AM area. Thursday has started just like every other day. By 8am I was at the PC and going through my CRM to...
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My Corona Tales from Today

Art Post ·
Yes, I went to the office today. Yes, traffic was light when it's normally jammed. Cell phone disruptions were common today with many "failed calls" in or out. Thinking that's due to the higher band width usage with many peeps using phones for hot spots or just on social media. Emails from clients after sending on-line meeting requests is low, emails from a few clients stating they are not taking ANY visitors. I had four appointments on tap for this week, two cancelled altogether, two...
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COVID19 "Remote Working" Day Forty-One of Sales

Art Post ·
I guess the day is not over until it's over. Tonight I received text from a good industry friend of mine with some rather bad news. Seems two calls went out to two groups of employees from Canon. Those that were on one call were laid-off with no future employment, those on the other call were furloughed and hopefully will be getting their jobs back at some point in time. My source could not tell me how many were affected but stated "a large group of employees, each call was no longer than 15...
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Re: Why I Still Cold Call for Copiers after 33 Years

ArtNicholas ·
Art your comments are great to help remind people of the "Lost Art of Cold Calling" or Gold calling. I was kicked out of the Sears Tower more than once cold calling Laser Printers (yup Laser Printers in the 80s) but uncovered some great deals as well. You've added tips that show how better prepared we can be on cold calls now than back in the day!
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Re: Why I Still Cold Call for Copiers after 33 Years

John Saramak ·
Could agree more to the cold calling as well as the planning and preparation. I can send an intro letter in the mail, but if I take it to the reception desk to personally deliver, chances improve. A planned segment of cold calling/hot knocks along with a few scheduled appts makes for a good day. That cold call is your first impression and make the reception person or initial contact a VITO!
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Re: Why I Still Cold Call for Copiers after 33 Years

Wallingford ·
Pardon my ignorance, but what is a VITO ?
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Re: Why I Still Cold Call for Copiers after 33 Years

Old Glory ·
Very Important Top Officer It's an alternative to talking about C Level Officers as if they are really approachable. VITO may be a C level person but doesn't have to be. The best book in the world is called Selling to VITO by Parinello
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Re: Why I Still Cold Call for Copiers after 33 Years

Wallingford ·
Thanks....I will check the book out.
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Re: If I Were King of My Sales Department

tonyl ·
I am out of the office until 09/01/2014. I will respond to your message when I return. Note: This is an automated response to your message "Post By Art Post: If I Were King of My Sales Department" sent on 8/27/2014 12:21:48 AM. This is the only notification you will receive while this person is away.
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Re: If I Were King of My Sales Department

Larry Kirsch ·
Salesman vs. sales manager? Benefits and shortcomings of both.. Interesting exercise..
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Re: If I Were King of My Sales Department

Art Post ·
Larry Thanx for the comment, hope you are doing well! Am I going to see you again this year at the Canatta Dinner?
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Re: If I Were King of My Sales Department

BCarroll ·
Great post! 11. Assign a rep a topic (round robin) to present at the next weekly sales meeting. Rules- show the team a new selling feature / function / solution, present it as you would to a client, and keep it short ( 5 minutes max) & sweet. After presenting, stand and receive constructive criticism from the rest of the team. Keep it fun and informative- but don't take it the task lightly. This will improve product knowledge, research skills, and presentation skills.
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Re: If I Were King of My Sales Department

Larry Kirsch ·
Hope so. Planning on being there.
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Re: If I Were King of My Sales Department

Art Post ·
I like 11.!! I even like the rules better. Your thread also reminded me to add this. 12. Reps, especially new reps would be in charge of training their customers on how to use the system. At first, they would travel with the solutions engineer or (me) and watch them train the customer on how to print, copy and scan.
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Re: If I Were King of My Sales Department

John Mooney ·
13.) I would ask my reps to tell me something what each ZBA in their 'top 20' actually do as a company. It's astounding how many "I don't know" I tend to hear.
 
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