The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event. I was recently at an extended leadership team meeting for one of my best clients and he had all of his sales managers there. We introduced a quick concept to them around proper account planning and management.
Last week, we talked about persistence and I walked you through a call and email plan that’s designed to get somebody on the phone. There’s one other element of persistence that’s really important as you’re following up with an account and that is to be persistent with multiple people.
I received a cold call today from a large consulting sales and marketing company, thought I should return it, just in case! When I dialed the number back I received an anonymous attendant’s voice stating that “The person you are trying to reach is currently not available.”
We’ve known for years that the relationship is king. They are paramount to sellers breaking through and getting to the next step.
Does an automated, anonymous voicemail recording foster any sense of relationship? Does it encourage me to want to start a conversation?
This buyer will definitely be unavailable when he calls back.
I’m a big fan of using your best to mentor the rest. One of the other things that I’m a huge fan of is learning by doing. So, what exactly does this mean and how can you harness its power in your organization?