Salespeople, Don’t Ignite All Your Fireworks at Once

There once was an annual fireworks show in San Diego that encountered a major malfunction.  All 7,000 fireworks blew off at once, with the ‘show’ ending in less than a minute.

Often times, sales reps light all their fireworks at once, too.  Without investing time and energy in researching or engaging their audience, salespeople unleash an arsenal of ambiguous noise about their company, their products, and themselves.

You hear it in their 80-second voicemail messages. They do it in online presentations, while you have the mute button on. It’s spelled out in their three-paragraph emails.  You see and smell it from a mile away.

And when fireworks like that are over, you just roll-up your blanket, pack your bag and head home. Maybe the next show will include space between each explosion, allowing you time to adore, process, and absorb the value.

7 Sales Tips for Prospecting & Cold Calling (Part 1 of 3)

An excerpt from 21 Sales Tips for Prospecting, Cold Calling, & Social Selling – a webinar presented on May 7, 2013.
Representing InsideView, Ralph presented with Steve Richard of Vorsight, & Jamie Shanks of Sales for Life

The term “cold calling” is real.  It exists.  It’s completely preventable, though.  If you are looking to engage prospects for your business, connect with valuable, relevant reasons.  Applying these 7 tactics to your prospecting efforts can help.  When done right, and done consistently, you will eliminate the term “cold calling” from your vocabulary.

TIP #1 is to automate your outreach.  Mail programs like Microsoft Outlook and Boomerang allow users to send messages whenever they’d like.  If you’re a user of Hotmail or Yahoo! check out LetterMeLater.For example, you’re going through your inbox at 2:37am and want to respond to your prospect’s message.  When they awake later that morning, your message will get deleted with the spam (89% of their messages) that also arrived in the wee hours.

Instead, your message could arrive at 7am, or on a weekend afternoon, when they’ll likely READ the email.

8144967

7154605

3958112

TIP #2 is to use three sentences in your emails (no more than five).  The average professional receives 115 emails a day, and reads 43% of them from their phone.

If you send a novel of an email, it’ll get trashed, skipped for “later viewing” (which won’t happen), or partially read.  People have time to read texts and tweets, so write brief, concise emails.

3582575

3560680

TIP #3 is to have sales intelligence pushed to you.  Sales reps and account managers have overwhelming amounts of data and insights available to them, but they waste time gathering it.

If they, instead, used an intelligence offering like InsideView, key insights would get pushed to them via email or right within their CRM.  And the email would contain the essentials:  leadership changes, new product offerings, earnings, expanding operations, etc.  Try out InsideView’s free offering here.

8136083

962726

Parts 2 & 3 of this article will follow.  In the meantime, work smart by putting these three tips into practice.