“RAIN Group’s research across twenty-five industries also demonstrated that 82 percent of buyers accepted meetings with sellers who proactively pursued them, and that more than half the meetings secured were initiated by salespeople using the phone and email.” #SalesTruth from chapter 3, Just Because It’s Published Doesn’t Mean It’s True
Ok, I’ll admit I started hearing the Boomtown Rats, don’t believe what you read… as I saw the title of chapter 3.
As an inside salesperson I was then THRILLED to read the quote and see that more than half of the meetings were from communication initiated via phone and email.
Later in the chapter Mike reminds us that although traditional techniques are neither new nor sexy – when implemented with mastery and skill – they work!
Here are a few inside sales #LYNNSIGHT reminders that fit perfectly with the chapter:
> it’s still cold calling when you do research on the person, company, and industry… you’re making it into an informed cold call.
> opening a call with what’s in it for your prospect… isn’t new, but it sure is smart.
> leaving crappy voicemails = delete, leaving well crafted voicemails = they’ll begin to recognize your voice even if they don’t call back.
Use all the tools in your sales tool box, pick the right one for the job at hand!
Never forget that a new book is a great tool to hone your sales skills. Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. by Mike Weinberg is my latest read, pick up your copy – take yourself and your sales to new levels.
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