Showing posts with label Prospecting. Show all posts
Showing posts with label Prospecting. Show all posts

Call, calling and calling again

"You just can't beat the person who never gives up."                                                                                                                                                                                                                                   ~Babe Ruth

Many sales professionals probably wonder if they're being annoying or why they're not getting a call returned. They go so far as dreaming up tricks and innovative attention getting antics that fall flat.  So how much is too much?

I don't think there is a clear cut answer, yet I know statistically, 85% of all sales reps give up after the first call ... yet most opportunity happens after the 5th call!

I've often had to internalize my approach and ask myself what I am doing and if I were sitting on the other side of your voicemail, email or written letter, what would prompt me to respond.  I know that if it isn't working, I need change it up and try some new approaches:
  1. Understand the value you and your organization will bring -- how you can you solve problems, eliminate headaches, increase revenue, improve profits?
  2. Provide proof:  A tempting nugget on how you do what you claim?  Who else have you done it for?
  3. Be explicit about why you are calling or why they should call you back 
  4. The higher you call, the more compelling their reason to call you back should be
  5. Script Option: I appreciate how busy you are ... I will call back at such a such time (the earlier the morning the better) 
  6. Script Option: If I am calling you and you are not the appropriate person I should be speaking to, I would appreciate if (i.e. your assistant) or you get back to me with the appropriate person's name (I've done this, and then it looks like you've been referred top-down)
  7. ALWAYS have a reason for your call and a reason WHY they should talk to you
  8. Research: The best time to call a prospect is between 8:30-10:30 a.m. yet most people believe it is just after lunch (which is the worst time)
  9. Research: The best day of the week to call someone is a Thursday
  10. If I were to leave you a message saying I'm calling about life insurance (no, I don't sell that .... but who doesn't get a lot of those calls?) ... you'd automaticly delete me ............. but if I were to call you to say I have important ideas on succession planning that have proven successful with other executives like you (specific name dropping is always better) ... would you take that call instead?
If you examine your "pitch" you have to be honest with yourself.  Are you saying the exact same thing as anyone else creating noise in your prospect's mind:  I'm better, provide quality, solve the ultimate problems, save money, have deals, better act now, etc. etc. etc.
You have to develop strong relationships with key decision makers.  If you do, they will want to help you succeed because you've helped them in some way. Go ahead and ask them how many calls they get and which ones they answer and why?

Many times you will discover that they get a ton of calls/e-mails a day so they all start to sound the same. Yet disciplined decision makers also realize that they can gain the best information from their trusted circle or go to people who will help them solve a problem. They hardly want to pass up an opportunity to learn ways to save money, save time, ease pressure, solve problems. If you can "hit" that note in your voicemail or message, you may be more likely to connect.

Here are some ideas to give you incentive to keep plugging: 
  1. Remember, they're busy. Yes, many are intentionally ignoring you. Many more are simply too busy to answer every call/e-mail they get.
  2. Remember the executive assistant.  They often are an extension and typically know what hot buttons their boss may react to.  They DO have the power to slam the door, open it up, inform you who may be better suited to address your offer, and schedule appointments.
  3. Keep in mind, that many decision makers become cynical after dealing with sales people who over promise and under deliver
  4. Try sending a introductory letter so that you can carefully lay out what it is you are offering, how you've helped others, and when you will call to set up an appointment to share your ideas in depth.  Who gets real mail these days that aren't glossy and scream junk mail anymore?
  5. Be persistent but classy:  they're counting on you to give up after the first or second call
Go beyond standard information gathering and persevere by asking more meaty questions:
  1. Can this person I converse with sign a cheque or contract?
  2. If not, then who is the decision maker for your services?
  3. Who can influence the decision maker on your behalf?
  4. Who are the end users?
  5. Are their any holes that you can fill that can give you a toe in the door?
  6. What outside factors influence that decision -- a current contract, established partner, relative who is a vendor or service provider?
  7. What is greasing the wheels of commerce -- sports or concert tickets? Wining and dining?  Promotional products?
  8. Do they have a purchasing policy or process that you must follow?
  9. Are their specific channels that you should go through?
Most professionals who enter the field of sales tend to be more uncomfortable calling on an executive than they are an administrative person.  Many try to snow their managers and executives that have a conversation with just about anyone is a contact.  The truly successful sales professionals know most of this information and more:
  1. Who their customers are -- what challenges are they facing to serve their own customers?
  2. What is impacting their industry -- government regulations, ongoing changes, outside influences?
  3. The history of their purchasing decisions:  who, why and what criteria did they use to establish a relationship with a vendor?
  4. What knowledge do they need at the table:  being technical is not always the key, asking great questions often leads to better opportunities.
If you are faced with driving revenue into your organization, it means that you are in the sales game.  Take pride in understanding what drives customers to your doorstep and what you can do to ensure they stay.  Everyone has a part and a place -- it starts with recognizing that it takes a lot less time and resources to keep a customer happy than it does to find a new one.
"Don't be afraid to give up the good to go for the great."                                                                          ~ John D. Rockefeller

Customer cycles or sales funnels?

"The top salesperson in the organization probably missed more sales than 90% of the sales people on the team, but they also made more calls than the others made."
                                                                                    ~Zig Ziglar

The difference between a customer journey and a sales funnel - is your perception of either.  Inexperienced sales rookies are coached to label what phase their customer is at in their buying cycle by their management and/or organization.  The most definitive one you tend to see is divided into thirds .... commonly referred to as "the sales funnel".

The top third and widest with the most numbers is "Suspects".   Otherwise referenced as leads.  You are at the beginning, likely haven't met with a decision maker, or even understand why or how they buy.  They  have been identified as a potential customer by:

  1. Cold calls
  2. Lead generation
  3. Referrals

The second tier is "Prospects" or called opportunities.   Are a mid-volume of numbers.  Prospects have moved from being a "Suspect" to a "Prospect" because they have been qualified.  The sales professional has identified them as a potential customer from a number of avenues: 

  1. Web contact inquiry contact 
  2. Inbound telephone call asking questions 
  3. Internal leads:  referrals, heads up or personal recommendations
  4. That first meeting, cold call
  5. They've been identified as having a need that your company can fill
  6. Follow up from cold call, or investigative meeting
  7. Someone has read or shared information that shows where growth may be
  8. Knowledge of key players are:  decision maker, influencer, user, authority, payment
  9. They have the ability to pay for your service or product
  10. Who you are speaking to has  the authority to make a decision to move forward or will simply be making a recommendation or gathering prices
  11. What internal endorsement is required to proceed with providing a solution, quote or proposal or be established as a vendor, provider or partner
  12. A decision will or can be made based on the need you can fill

The final third tier is "Customers".   These are the fewest numbers.  They have traveled through the funnel to arrive at a transaction, contract or agreement to buy.  They have satisfied your organizations criteria to do business or you have met their's:

  1. Set up an account: met credit requirements:  credit check, references
  2. Have the ability to pay:  financial resources, how or when and authorized by someone
  3. You have identified that your prospect wants or is willing to pay for your service or product
  4. You understand their buying frequency:  one time, annual, intermittent, monthly, daily, etc.
  5. You understand how they work and how to work them within your own system or processes ... sometimes customized
  6. You know their structure and where they may buy from:  global, national, or local 
  7. They have issued a purchase order (PO#), requisition or cheque to buy
  8. You have broken them down by value to your organization:  major account, corporate, enterprise, business, entrepreneur, consumer
  9. You have systems or structure to match their buying:  an account executive, major account representative, territory manager, sales representative, customer service
  10. You have adapted your structure to mirror your customer's behavior:  single point of contact on major accounts or enterprise sales, business to business local or global points of contact, order forms, web order systems, incoming telephone orders, fax'd orders (forms), catalogue, directories

The most successful sales professionals or sales oriented organizations match their behavior or identity system to that of the potential customer.  They understand where their customer is in the buying cycle:

  1. Research
  2. Information gathering
  3. Price shopping
  4. Vendor qualification
  5. Who can provide the desired product or service to match what they think they want
  6. Criteria outlined on how they will decide to act (make a purchase)
  7. Established approved list of vendors or providers authorized to be purchased from
  8. Budget accounted for
  9. Approval process (by transaction or by location or by authority)
  10. Payment structure
  11. Review structure 
  12. Service structure
  13. Support to maintain orders
  14. Ability to meet needs
  15. Reputation to meet requirements or identify unknown needs and proactively fix gaps
  16. Established trust

How you identify where you are at is important to create a language among your team as to where you are at in a sale:  are you on a fishing expedition or are you assembling your team of resources to put all heads together to put together a win-win proposal?

"If eighty percent of your sales come from twenty percent of all your items, just carry those twenty percent."
                                                         ~Henry A. Kissinger

Customer relationship management (CRM) systems have these areas identified and can populate into graphs or graphic funnels to help those:

  1. Forecasting potential revenue, profit margins, marketing efforts
  2. Budget resources:  people, equipment, processes, tools, systems, 
  3. Have all the systems and resources in place or easily activated responses
  4. Policies and procedures in place for escalations or when things go wrong or extra assistance required for customer are in place
  5. People resources match customer orders:  equated to response time, hours of operation, scheduling

It is the footprint of your sales efforts success:  as both an organization and the customer facing personnel status in the customer's buying cycle.  I recommend that you break it down into bite size chunks so that they can be addressed.  If you are writing a business plan, a key component is answering:  "where and how will you get or retain customers?".  This should be long before you are looking for investors or financing to launch or continue operations.  I liked this diagram via Google by Andrea Callahan:

Ironically, most start ups and entrepreneurs gear up on marketing, outbound campaigns, telemarketing, sales coverage long before they have answered any of the above.  It can easily foreshadow failure over success.  Yes, you need to walk before you run.  However, assembling and identifying who are suspects, prospects and customers and where they are in the funnel, and the numbers associated with those numbers, clearly outlines the road map to monitor and manage growth.

It takes patience, practice and precision to be able to do this automatically.  The more adaptive or fluid you are in meeting demands are going to allow you to pinpoint the when, who and how to focus on your grow and ability to flourish.  If you recognize how you will move and keep pace with your customers at their speed, not your own, will signal a mature organization with a clear understanding on who is their customer and how great the relationship can be.

"Pretend that every single person you meet has a sign around his or her neck that says: 'Make me feel important.' Not only will you succeed in sales, you will succeed in life."
~Mary Kay Ash

Suspect? Prospect? Account? Defining your sales progress.

"You are never a loser until you quit trying."
Mike Ditka
It is often asked:  when does one stop calling after they’ve tried calling so many times without success or at least a returned call?  My thoughts are simple:  if you are calling, calling and calling and you aren't getting a response, it should tell you that you haven't done your research aka homework.  People will only buy if there is a need.  If you haven't uncovered a specific need that your product or service can address, then you will call until you're told to get lost ... or you give up .... or your manager asks you why same has been on your prospect list for so long.  Initially, all leads, cold calls, etc. are "Suspects".  Before you turn them into a "Prospect"  you should be able to answer why they are a prospect?  What tipped you off to make you confident that they would buy from you?  If you cannot answer that, they are still a "Suspect".  If you haven't had a scheduled appointment with a decision maker to uncover a need, they are still a "Suspect".  If you marketing department or web gave it to you as a lead that has not been followed up on, even if there were specific inquiries, they are still a "Suspect".

If you have had a chance to sit down with a decision maker and ask them qualifying questions you have a "Prospect".  In other words you have qualified them as a prospect:

  • They have said they're going to buy your product or service     
  • They have budget allocated
  • They have a time line established for purchase or engaging service
  • They have developed a criteria on how they are going to award the business
  • There are business, industry or government factors that are advancing their decision:

1.      There is a deadline

2.      There is a project

3.      There are business advantages for them to make the decision

4.      There may be a penalty if they don’t act on a) by b)

5.      Your organization can help meet, avoid, eliminate 1 to 4.

6.      You understand 1 to 5.

If you are not talking to the "Decision Maker" (the person who can sign the cheque or agreement) then you are still in "Suspect" mode.  This is because this person has been assigned to gather information, gather quotes, price shop, etc.  It would be only move beyond "Suspect" to "Prospect" if you can validate that they can make recommendations that will be acted upon. 

Once the "Prospect" has been identified, then you should determine what will make them buy from you to become an "Account".  In order for this to happen you can answer:

  • What they like about your product, company, solution, service
  • Who might also be part of the decision making process (i.e. committee, board of directors, executive, manager)?
  • You understand their needs and you have provided a proposal, bid, letter outlining what it is they are asking for and what you are addressing
  • You have asked how, who, what are the decision making criteria

·   They can afford your solution, service, product or you have carved out a way that they can afford it by looking at financial landscape.

·   They can sign on the dotted line today

  • You have scheduled and performed a demonstration, trial, beta test, and/or review of their needs in person with them confirming that you have understood what they are looking for
  • You understand whether they understand what they are buying or simply doing research in case it comes up in the future (which relegates them back to the "Suspect" pile)
  • They have a budget, enough money, to spend on what you are proposing?
  • They are budgeting for the future and you have diarized to follow up in a specific time frame to move them from "Suspect" to "Prospect"
  • They agree that you are being considered because you  

1.      Understand the problem(s) they will encounter if they do not move forward

2.      Understand how this solution, service, product will help them by itemizing
         their specific  "Benefits":

ü  solve administrative headaches

ü  streamline process

ü  fix problems

ü  increase employee morale

ü  make them more competitive

ü  increase reputation or brand

If they agree to sign, purchase, agree to your proposal, you have ONLY then established an "Account" ….. BUT only after you have taken into consideration your organizations policies and ability to serve/delivery/meet the demand to deliver:

a)      Deposit

b)      Credit Application

c)      Agreement Terms

d)      Service Level Agreements

e)      Operational readiness

f)       Resources assembled

g)      Product Availability

h)     Warranties

i)       Approved price concessions

j)       The executive sponsor from the "Account" who will help you implement

k)      Authored an Implementation Plan (if applicable) with all the people who have to be involved assigned tasks, responsibilities, time lines


Before you start to get up and run out to scream to the world that you've "got it" there is one important thing that you must do:

1.   Schedule a follow up to ensure they are happy with what was promised, delivered, agreed to.  Based on that you may have to:

Ø  Review the promises made together with “Account”

Ø  Fix any issues that have been identified

Ø  Understand how the short comings impacted their business (time to market, competitiveness, serving their customers, lost revenue, lost new business, etc.)

Ø  Address those issues with your operations, resources

Ø  Collaborate with operations BEFORE you offer any discounts, refunds,

Ø  Follow up that those issues have been fixed to their satisfaction

Ø  Ask for a testimonial for your website, quotes for your other proposals, references

Ø  Ask for a referral only then

When you attend the scheduled follow up review, you may want to have two follow ups:  1) with the person who agreed to the purchase; then 2) the people who have been impacted by this new product, service, solution.

If you are truly really lucky, you will turn this "Account" into a "Partner" ... but I'll leave that for another day.  You have some homework to do right now. 


"Happy customers are repeat customers ... and repeat customers refer you to their friends, colleagues, business associates and relatives"

Jeannette Marshall
Comments?  Feel free to provide your feedback ... did this help you?  Do you agree with this post?  Do you have additional tips or tricks that help you better qualify to ensure success? 
Of course, sharing also helps if others can learn and is greatly appreciated!




#SALESCHAT : The online classroom. From posting to interactive dialogue.

“Stanzr puts the ‘engagement’ in Social Media”
~Jeannette Marshall

What is in a name preceded by the #?   It is called a “Hashtag” developed to allow Twitter users to join in conversation on a similar topic or interest.  About 5 months ago, Taariq Lewis, CEO of was launching a BETA to take the Twitter conversation a step further by providing an environment to do so.  Now, it has evolved from a weekly #saleschat on Sunday afternoons to a mid-monthly Wednesday forum. 

The topics surround sales techniques, tools and processes.   Moderated by Jeannette Marshall, Taariq Lewis and Austin Miles, with guests experts ranging from top selling author Kevin Davies, Slow Down Sell Faster ( to Cesar Rodriguez, CEO,   Participants actively jump in or others sit back and read the content as it is unfolding.  It is free, there is no commitment other than having a Twitter ID (  You don’t have to be a social media guru, it could be an incentive to use Twitter as a learning tool. 

To give you an idea, the following is the October 12th transcripts and attendees while we covered that month’s topic:   Activity Metrics ... How do you measure what you are doing in sales to maximize your time and focus on the RIGHT results!  Everyone logs on by the 9 p.m. EST time slot and off we go!

  • ·        Taariq Lewis, CEO, ~Moderator @taariqlewis
  • ·        Jeannette Marshall, BlogHER ~Moderator @optioneerJM
  • ·        Cesar Rodriguez, CEO, ~Special Guest @activitytracker

§  Joseph Olewitz, Founder & CEO, @jolewitz 
§  Maureen Blandford, Lead Strategist, Mind Time Group @maureenB2B
§  Gart Hart, Sales, @salesdujour
§  Justin Pirie, Cloud Strategist, Mimecast, @justinpirie
§  Nick Bianchi, Account Manager, Dealermine, @nickbianchi
§  Sherree Worrell, Project Administrator, Management Consulting @sherree_W
§  Joseph Gier, CEO, Learn To Grow @josephgier
§  Deborah Thomas-Nininger, Founder/CEO, DTN Productions @DTNetiquette
§  Bill Gardiner, Channel Management Director, Cirrusabs, @b_gardiner
§  Andy Houston,  Director of Member Services, North American Inter-Fraternity Conference @hust0058
§  Perry Pucetti, CEO, The Triple-I Corporation @DelphiUSA

TRANSCRIPTS (Curated by Taariq Lewis):

What Metrics are you using right now?

OptioneerJM  Everyone, Cesar Rodriguez is our special guest, he's the CEO, founder and sales guru for Activity Tracker,

ActivityTracker I define tracking your activity as everything you do that goes into your sales process
ActivityTracker for example how many calls u make a day, appointments, presentations, sales, etc
SalesDuJour Quantity of calls, meetings (virtual, F2F, V2V) length, preparation and research, related admin

ActivityTracker the pieces that eventually lead up to a sale. I'm not talking about organizing your desk and the non essentials

SalesDuJour Proposals and correspondence, prospecting and networking.

DTNEtiquette Yes, I track calls, e-mails, connectivity updates - it is my own system

OptioneerJM As Cesar and I spoke about, most people, me included have used Activity Tracking within CRM dynamics

ActivityTracker We all know that every step in your sales process leads to that end sale, but seldom do we take time to track the core metrics that generate that end result.
ActivityTracker Some people do some people don't. Most sales people like me hate that stuff, and just want to get busy and not be slowed down by loggin in information, but we all know it's important

SalesDuJour Return on Time and Effort has always been critical to me.

ActivityTracker but it can also be very motivating to know what your own personal law of averages numbers are and your personal ratios

NickBianchi I have tracked call #'s etc. in the past. But not as much as much anymore. Not because it's not effective but my environment has changed in such a way that the path to the sale (the BIG win) is less clear now

DTNEtiquette Based upon current and/or prospective client I determine what type of follow-up is best first - all are made aware of my podcasts

ActivityTracker when u find your ratios show that you close 1 out of 10 then you don't focus on the yes's nad hte no's but rather the 9 you have to burn thru to get to that tenth

justinpirie This might be too detailed- but how do you integrate into existing CRM and ERP systems?

SalesDuJour @ActivityTracker Avoiding the 9 losers is critical to real success

NickBianchi @ActivityTracker Just don't be in too much of a hurry to burn thru the 9 that you burn right thru the 10th!

DTNEtiquette Yes, it is homegrown - 20+ years in business!

Josephgier well sales is a bit like commodity trading in that way... 8 losses in row but the two that you get more than make up for them

SalesDuJour Activity tracking of ROE & ROT helps prioritize and become selective

OptioneerJM CRMs is a lot of data .... lots of which create dashboards for mgt ... what we're speaking about is instead of a homegrown

ActivityTracker Yes, here's an example of why tracking is important and a great motivational tool....

Justinpirie @josephgier I was thinking- we use Netsuite for ERP which drives everything- how would we use it?

Josephgier Well, I have a sales question for the sharks..are there generally accepted metric to guage a sales success or failure

SalesDuJour @josephgier That needs to be tailored to each sales environment. In other words, there is not a "standard"

ActivityTracker we all know that every thing u do in ur sales earns you money, for example if you have to ten people to get that one yes and that one yes earned you $100 then you know that every No or rejection earned u $10
ActivityTracker people forget that sometimes or to figure it out it takes a long time and is time consuming or cumbersome

NickBianchi @SalesDuJour Yes! Attempts to set goals/quotas using a system from a different space can be REALLY bad!

ActivityTracker Also within the Yes's and No's are further ratios

MaureenB2B I have so many clients and they all have different systems and I have 1 F1000 that has 6 regions and 6 different sales processes. Oy vey

ActivityTracker for example if you had to make 50 calls to the 10 prospects then that $100 commission divided by 50 calls = $2 per call right?

OptioneerJM Yes, how does it work basically @ActivityTracker ? lOTS of sales would be worried about just more data entry

ActivityTracker I've been in sales since i was a kid selling baseball cards and magic cards and hustling anything i could because i loved the trill of the sale
ActivityTracker to make a friend to have some fun and to make them happy and me money

MaureenB2B @NickBianchi old bricks and mortar. they really need to do an actual reorg, lots of old, engrained relationships with clients - some RMs threaten to walk with their businesses if anyone forces them to change.

OptioneerJM ok, let's move to the next question in a couple min as it leads into to the WHY you should be tracking your activity

ActivityTracker In sales there are only 2 reasons why ur not successful...
ActivityTracker you're either not doing something right or your not doing something enough
ActivityTracker how many calls, appointments, presentations, new people prospected etc
ActivityTracker One person might be a killer closer on the presentation table but they might be horrible at setting appointments that stick
ActivityTracker one person might be a killer appt setter but have a weak closing percentage
ActivityTracker over the phone they don't know why they're missing it. they just know they're not getting sales
ActivityTracker I developed an fun free and easy sales activity tracking tool that allowed people on my team to go online...
ActivityTracker and click buttons to increment their activity

I cannot teach anybody anything, I can only make them think

Products. Benefits. Cost. ROI.
hust0058 @ActivityTracker I could see this being helpful in the #nonprofit #fundraising space for tracking donor outreach.

ActivityTracker @taariqlewis Pricing is the best's currently free
ActivityTracker It was going to be a freemium model

OptioneerJM BINGO when u click the buttons to increment the activities you do it crunches ur numbers and shows u ur ratios for every area of ur sales process

hust0058 @ActivityTracker thanks for that info on (the lack of) pricing! :)

OptioneerJM so the main benefit from what I can see, its for you, the sales pro or entrepreneur or NFP
OptioneerJM if you can examine your activity and decide where you're getting traction, there is your ROI ...

ActivityTracker Freemium meaning our biz model was going to be where had 80% of the features free and if u wanted advanced tracking features it wud cost something like $15 a month, but we decided to open it up in a beta test
ActivityTracker and not charge anyone anything just yet and give it all away for free in exchange for avluable information on future features and whatnot

OptioneerJM the fact that it's free, not a CRM and personalizable ... looks like a no brainer doesn't it?

ActivityTracker the site is but the free account invitation code will set u up with a few free templates
ActivityTracker Penn Life insurance, Robbins Research International aka the Tony Robbins company

hust0058 @ActivityTracker just signed up.

ActivityTracker I love tony robbins so the fact that his people use it to track their sales is pretty cool

Personally, I am always ready to learn, although I do not always like being taught. 
~Winston Churchill

After this discussion will you start using Activity Trackers?

Josephgier Yes Ill give it a shot

OptioneerJM agree Cesar ... but some would say time is money :o)

NickBianchi I will commit to creating an account. Too early to say if I will use it.

hust0058 @ActivityTracker your sales activity from #salechat should be 100% :)

Josephgier whats the downside

ActivityTracker Chatting doesnt do the tool all that much justice, there is 3minute a video on the homepage with a very handsome young man overviewing the site and how it works, i recommend watching that

OptioneerJM +RT @hust0058 @ActivityTracker your sales activity from #salechat should be 100% :)

ActivityTracker if you watch the quick start video within the site it'll overview all the cool things you can do like how u can friend up other people, share it with ur friends, and view other peoples activity

DTNEtiquette yes I will give it a try as well - & love sharing new tools w/my clients!

ActivityTracker the beautty of the AT is that I know exactly how much i make per phone call $17, and i know everytime i shake a hand I average earning $42

hust0058 @ActivityTracker thanks. My org doesn't have a flashy crm, so this can help give me some data!

ActivityTracker i also know that i close 45% of evreyone i send to a website video for my other company
ActivityTracker and 64% of every appointment sticks
ActivityTracker @josephgier Exactly! It's a HUGE motivation tool!

OptioneerJM Personally, professionally I knew that you have to be able to understand your own success ratio and this is the ticket

ActivityTracker when i don't feel like prospecting someone i ask myself. If that person had $42 in their hand and was wanting to give it to me in a handshake sould i walk over there and take it

OptioneerJM You can't just tell people they have to do more calls ... you need to show them what calls are successful and go from there

ActivityTracker often i don't want to prospect people but when i think about how much i make per my average closing percentages and dollar per prospect my lazy butt gets in gear!

hust0058 @OptioneerJM getting to the success (sale) takes failure along the way. Some can't see past those in the sales process.

ActivityTracker my fav part is the split testing to
ActivityTracker once u see the ratios between ur activities u can coach urself
ActivityTracker i coach people and charge $400 an hour

OptioneerJM Well part of sales is networking right? So hopefully, you all enlightened at the same time

ActivityTracker but realistically if u use this tool it can break down ur ratios and u can see where ur weakest
ActivityTracker that's why i created this tool

OptioneerJM great idea ... assumptive close (that they will watch); alternative time: I am available at this time, what works best for you?

ActivityTracker Yup, u have to inspect what u expect. Before AT we both woulda been clueless as to what he was doing wrong

OptioneerJM BUT the Activity tracking enhanced his efforts to focus on where he'd be more successful

ActivityTracker in one glance i saw it plain as day
ActivityTracker all i did was see he had a weak appt setting ratio and percentage

OptioneerJM Problem with many CRMs activity measurement tools are for management not for the sales pro

SalesDuJour @ActivityTracker Thanks Cesar. We have similar philosophies.

ActivityTracker and reply back to the intial welcome email to message me once u setup an account and let me know u found the site thru this sales chat and I'll be sure to give u personal help
ActivityTracker go to
ActivityTracker there's a video called "Why u suck at setting appointments"
ActivityTracker and another that says "bootcamp appointment setting"

OptioneerJM OK, maybe we'll use that as a basis of our next topic .. an assignment, then a discussion ... for Nov 16th - agreement?

ActivityTracker also my video blog has tons of videos and even some fun and crazy ones.

OptioneerJM That would make a great #saleschat theme Tariq: "Why you suck at making appointments"

ActivityTracker probably stuff i shouldn't post seeing as i run a company now, and shud prob act a lil more serious and businessey. LoL!

OptioneerJM Well I'd like to thank Cesar as our guest, and as the topic was so interesting we didn't have any missiles flying tonight

ActivityTracker @OptioneerJM Thanx Jeannette, i think this is a cool idea, i love networking with people into sales, I LOVE sales people! We're just so dang fun and outgoing & lovable aren't we! =)

hust0058 @ActivityTracker @OptioneerJM Yes, thanks for the chat! H/T to @Taariqlewis for it showing up in my tweets

OptioneerJM Stanzr puts the "engagement" in social media doesn't it @ActivityTracker ? You're interacting with your audience live

ActivityTracker def. Btw, we're developing a killer sales blog so if we have some people that'd be interested in contributing blog posts please contact me
ActivityTracker always looking for killer content to share

Give interactive learning a try!  The next event will be Wednesday, November 16th at 9 p.m. EST under the topic “Why you suck at getting appointments”.

I never teach my pupils; I only attempt to provide the conditions in which they can learn
~Albert Einstein