Tagged With "phone"

Blog Post

Telemarketing & The Person with the BAD Attitude!

Art Post ·
T here was a recent thread on LinkedIn from an Executive from a Major Manufacturer that I took exception to.    In that thread (post), the LinkedIn user was complaining because they had downloaded a white paper from a web site.  In that...
Blog Post

How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

Art Post ·
In advance of our Print Analyze App (smart phones & tablets) that is scheduled for February 9th & February 15th , I asked Jean Francois LE BRIZE to provide me with the same story that he told me at my first webinar a few months ago. Below is the blog from Jean: Thereis not a lot of software aimed at the salesman in the Imaging business. Among them, PrintAnalyze Full. PrintAnalyze Full is a cloud solution: the Salesman can perform audits, retrieve meters, calculate a...
Blog Post

Selling Copiers "Reading Between the Lines"

Art Post ·
Cone of Silence Muchof the content that I use for my blogs comes from the daily grind of selling hardware & software. There will be days when I hear something unique,have a conversation witha client or aspark if imagination that will cause me to write. Actually, yesterday wasone of those days.Our VP of Major Accounts came over to my humble abode of 24 square feet and asked me about an he email he had received from a potential...
Survey

What OS Does Your Cell Phone Use?

Art Post ·
Apps are the wave of the future, we're interested to know what OS you are using, Android, Windows or Apple aka IOS
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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...
Comment

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...
Comment

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...
Comment

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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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: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

Larry Kirsch ·
sounds like a great tool in the right hands. Thanks looking forward to the meeting,,,
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Re: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

jswinberlin ·
Art, once the app is downloaded, how do you get login information. Is this a software as a service? Is there a monthly fee? Thanks!
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Re: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

Art Post ·
There is a monthly fee, sign up for the webinar for the 9th or the 15th of February please, here is the link https://www.p4photel.com/calendar
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Re: Selling Copiers "Reading Between the Lines"

TML ·
Art, this article is a quandary that I'm sure everyone's experiencing more of. It's often you field the email request or phone request with the information they think they need and "just send me a quote". Unless they're a solid customer I almost always push for and get the appointment. I usually leave a voicemail, but not with the information requested, typically I ask for a call back and then also follow that up with a quick email saying I left a voicemail, give me a call back. I can attest...
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Re: Selling Copiers "Reading Between the Lines"

John Saramak ·
Art, well put and so true. We have to use the technology advances of email and vmail to keep up with the pace. We have to be very careful on choosing between the live personal transaction or electronic. First, if someone doesn't know who you are through a preceding live chat, there can be misinterpretation of what you leave them. They may not know how to take it, or ignore it regardless if the message conveys value. We always need to take into account that we don't know when an electronic...
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Re: Selling Copiers "Reading Between the Lines"

Art Post ·
TML Hopefully our VP of Major will be in today and we'll find out how that went. I will let you know. Art
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Re: Selling Copiers "Reading Between the Lines"

Art Post ·
John I'm going back to the eighties now, I will not email, fax, mail or give a pricing over the phone. If that's not acceptable for the client then they can go find someone else.
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Re: Selling Copiers "Reading Between the Lines"

txeagle24 ·
In the scenario your VP asked you about, I would let them know our typically delivery/install process and the associated timelines and would ask if they would like me to email them the necessary paperwork or schedule a time to review it together. If the contact says yes, we're likely moving forward in the process. If he says no, it makes it easy for me to find out why he is asking & gives me a platform for uncovering and addressing his objections. I would withhold any mention of...
Comment

Re: 5 Reasons Why Cold Calling is NOT Dead

TimB ·
Nice post. Truly, "Attitude is everything". Whenever I get a bit gun-shy about making cold calls (which is more often than not, I confess) and the seeming 'wasted' effort it can feel like, I remember some sage advice my wife (a.k.a Head Cheerleader) gave me one time, which helps: "Honey, remember, you're just looking for the live ones."
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Re: 5 Reasons Why Cold Calling is NOT Dead

Art Post ·
LOL "just looking for the live ones", awesome
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Re: 5 Reasons Why Cold Calling is NOT Dead

jswinberlin ·
Art, great article. I was listening to a podcast the other day and they were alluding to the fact that cold calling is dead and social media marketing has replaced it. While I believe both are necessary, there still doesn't seem to be any substitute for face to face contact. You get so much more information! As Frank Betcher puts it in his book "How I Raised Myself From Failure To Success In Selling", if you "act" enthusiastic you will become enthusiastic.
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Re: 5 Reasons Why Cold Calling is NOT Dead

Art Post ·
JS: Thanx for the comment. Yup social media is here to stay, but, it can be so impersonal. Too me, social media marketing is akin to radio, in order for it to have a lasting and dramatic effect. You have to develop a strategy and do it over and over for a long period of time.
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Re: 5 Reasons Why Cold Calling is NOT Dead

Jeff Datkuliak ·
I always enjoy reading short reminders regarding this and always share with our sales team. The key for me is that I enjoy talking to and engaging with new folks. When I stop thinking of selling or "trying to out-talk" someone and focus on how our services can help them improve their business, the exchange is fun!
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Re: 5 Reasons Why Cold Calling is NOT Dead

GCBS ·
This is a good point. The problem with most people cold calling is that they get that "defeatist" attitude when someone is rude to them. Kill them with kindness I say! I always put it like this, if I see a place that I don't know about...I think, well...if I don't go, I don't know! For every 5 people that are rude, there are 10 that are pleasant and willing to talk to you for a few minutes. Keep Up The Grind!
Blog Post

It's 5PM Do You Know Where Your Best Sales People Are?

Art Post ·
I'm with you, in recent years it's been tougher and tougher to get through to DM's (decision makers) to schedule that first appointment. In some cases it's taken me a hundred plus calls and many years of trying to get the DM on the phone. The good thing about the 100 plus calls is that by the time I do get the DM on the phone they definitely know what I'm calling about. Gatekeepers are better than ever, and the thought of potential phone scams keep them vigilant in their quest to not let you...
Topic

Cbeyond Wins 2013 Best in Biz Award

Art Post ·
Cbeyond's TotalCloud(R) Phone System Recognized as Small or Medium Business Service of the Year ATLANTA, Nov. 26, 2013 (GLOBE NEWSWIRE) -- Cbeyond, Inc. (Nasdaq:CBEY), the technology ally for small and mid-sized businesses (SMBs), today announced its TotalCloud® Phone System has been named a Small or Medium Business Service of the Year (Bronze Winner) in the 2013 Best in Biz Awards , the only independent business awards program judged by members of the press and industry analysts. Cbeyond's...
Blog Post

A Funny Thing Happened while Phone Cold Calling Today

Art Post ·
What a day on the phones today, needed to pick it up a notch. I've got 16 or so opps that I need to move forward and most seem to be stalling out.   So, what do you do?  Simple, you make more phones and or stop ins.  Since, I'm back...
Blog Post

State of the "Art" Sales Technology

Art Post ·
Today, I had the chance to site with our newbies for about an hour or so.  There was no agenda, just an off the cuff talk track.  My first intention was to see how much they know about closing, whether for an appointment or a sale.  ...
Blog Post

Letter to Mr. Jones about Sales Reps

Art Post ·
Dear Mr. Jones:   I hope this letter finds you well.  I was doing some research on commercial real estate companies and I happened across your web site. I do business with two of the largest commercial real estate companies in Monmouth...
Blog Post

5 Reasons Why Cold Calling is NOT Dead

Art Post ·
What exactly does a Cold Call mean?   To me, it's the first contact with a potential prospect by either a phone call or stop in.   Funny, I was looking for some images on google for "cold call" and ninety-nine percent of those images...
Blog Post

7 Technologies That I Used to Use While Selling Copiers

Art Post ·
While on a long drive to one of my accounts on the fringe of my territory, I had time to think about some of the technologies that I've used to help me sell copiers.   The Phone in a Bag:   Pretty cool right!  For you newbies, you...
Topic

TCS Positioned as a Leader in Gartner's 2019 Magic Quadrant for Data Center Outsourcing and Hybrid Infrastructure Managed Services, North America

Art Post ·
NEW YORK and MUMBAI, India , June 26, 2019 /PRNewswire/ -- Tata Consultancy Services (TCS), (BSE: 532540, NSE: TCS), a leading global IT services, consulting and business solutions organization, has been recognized as a Leader in the June 2019 Gartner Magic Quadrant for Data Center Outsourcing and Hybrid Infrastructure Managed Services, North America 1 . TCS received this position for the fourth year in a row. " Digital transformation of the enterprise core requires the smart orchestration...
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Re: It's 5PM Do You Know Where Your Best Sales People Are?

Jason H ·
That is so true. I think back at all the DM’s I’ve met in their office after 5. One I can think of in particular was a church who was a Toshiba direct customer. I was leaving a chamber event (about an hour from home) and saw lights on. I stopped in and the office manager happened to be there. We talked for a few minutes and hit it off. She asked me why I was still out prospecting in the evening etc. They still had about a year left on their lease and as we got closer to term and I had...
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Re: It's 5PM Do You Know Where Your Best Sales People Are?

Art Post ·
awesome Jason!
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Re: It's 5PM Do You Know Where Your Best Sales People Are?

TML ·
Great post Art! I’ve got a team of young reps (23-27) and preach this to them on the regular. I’m hoping the same words but from an industry vet like yourself sink in. Thanks and hopefully one day before you hang up your fuser belt we can grab a cup of coffee and shake hands! Michael We’re celebrating our 50th anniversary in a new location! See my email signature for the new address! T. Michael Laverty Jr. Business Development Manager Colony Business Systems 155 N. Donnerville Rd.
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Re: It's 5PM Do You Know Where Your Best Sales People Are?

Jason H ·
@TML love that! The Fuser Belt!
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Re: It's 5PM Do You Know Where Your Best Sales People Are?

Art Post ·
I got a decent chuckle out of the fuser belt also. @TML, you know once every couple of months I'm in your neck of the woods. Maybe we can met before I hang up my fuser belt!
 
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