The 10 Worst Voicemail Mistakes
Check out this great post written by Kendra Lee. It’s from Eyes on Sales
The Number One EASY Database Fix
We’re in the middle of a study of customer databases. It’s actually quite a simple review, but that’s only because our work delivering guided voicemail messages enables a complete analysis of every list we work with. To run our study we selected a random cross section of campaigns that ran through the first half …
Pick a Call to Action and Sell It!
Customers frequently ask us about best practices for voicemail messages and some best practices are consistent whether voicemail is being used for sales or marketing purposes. Creating a message that sounds like it is only for one person is a consistently critical best practice, as is keeping messages close to 30 seconds long and keeping …
The Sales Testimonial – A Cautionary Note
We use them in our voicemail messages, early in new conversations and in our emails. We do white papers on them – all the time. But is it possible that our testimonial approach is turning prospects off? Apparently, yes. It is possible. And I was surprised, because I’ve been thinking about and “hearing” testimonials from …
You Need Someone Talking to Your Prospects
If you have a sales background, I hope that every time you read yet another report about how business buyers have already made up their mind about what to buy before they’re willing to engage with a sales rep, it makes you cringe. It does that to me. On the most obvious level, it’s true. …
The Best Way to Qualify a Lead
What is the best way to determine the current value of a lead? Well, you can review the information that they have elected to download over a period of time and determine whether or not they are moving in a pattern that has been predetermined to indicate growing interest. You could check into how many …
Smart Texting Beats the Batch Technique
There are some problems associated with using the batch method for sending text messages in support of your marketing campaigns. For example, we have found in the past that delivery levels are very poor and there’s no good enough explanation for why that should happen. Another problem I have with batch texting is that it …
Live Message and the Sales Appointment Call
Tweet Recently I talked with a long standing client about a service that they had never used called Live Message. It was a great way to remind myself that as clients needs and our services continue to evolve, it’s necessary to review both our understanding of what we can do for them and their understanding …
Follow up Your Email Click-throughs
My favorite responses come over the phone. They come from people who we’ve reached out to, sometimes recently and sometimes quite a while ago. They start the conversation with some statement like, “I want to know more about what your company does because I have a need and I want to see if you can …
The 5% Data Solution
One field at a time. One day at a time. That’s how the quality of your database erodes. It doesn’t go from perfection to garbage overnight, but you can be sure that with every passing day your data quality is degrading, if you’re not doing something to fix it. Updating information in a database is …