Lessons Learned in B2B Sales

If you must incorporate emails into your cold calling campaign I suggest you stay organized, focused, and calculated to get the greatest results. Here are a few key tips that increased the rate of return for email correspondence from about 2% to 15%+. 1. Try to reach the prospect directly before defaulted to an email campaign. I cannot stress this enough. Do not over call the person, but I highly recommend you try them at least ten times over the course of two weeks before sending an email. 2. The subject line needs to POP. As tempting as it may be to send a generic email blast, I suggest you personalize each email. Either purchase software that can automatically input the prospects name or take the time to do it yourself. Your target is significantly more likely to reply to your email (even if its with a no) if they feel that the email is personalized. Your subject for instance could read: John--Follow-up RE: CFO Forum with AT&T Finance Director You want your subject t...

1. Do not fool yourself into thinking that you will get a high rate of return from cold emails or cold voice mails. More importantly, be thankful that you do not get a high rate of return from those methods or else we--telesales executives--wouldn't have jobs any longer. If you really want to reach somebody you need to pick up the phone and call them. That does not mean that you should be stalking your prospects and calling them all day long everyday or hanging up as soon as a gatekeeper answers. It does mean that you should be calculated about how often you call (I suggest never more than twice a day). If you do reach a gatekeeper, you should be polite, but busy. 2. Gatekeepers can rarely say yes to you, but they can always say no. It is important to keep in mind that a gatekeeper has their job because they are good at keeping people like us away from their bosses! Always be polite and professional, but be busy and sound important. A few tricks to get around leaving a messa...

Hello all! I recently realized that I have a mastery of cold calling and decided that I should share my knowledge with the world via blogger.com. This realization came to me after reading a few sales books, signing up for a number of Webinars and paying for one pricey interactive training. All of these experts purported to have the ability take my cold calling skills to the next level yet none of them provided me anything new. One of the training sessions, given by the royalty of cold calling, was a refresher on the basic sales principles I teach each new hire on Day 1 with the company. Admittedly, many of these basic ideas were passed down to me during my new hire training, but they were redefined by my amazing boss at the time--John Ksar. Since that point six years ago, I have fused my initial training with my prior background and my real life phone experience. As a result, I created a fresh new three-day new hire training two years ago, as well as a series of refresher training ...