The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 2 years ago

The Right Way to Leave a Sales Voicemail w/ Lauren Bailey

ABOUT THIS EPISODE

Sales is a confidence sport. You’re beat up all day long with rejections, and it can discouraging until you get that one successful sale that gets you hooked.

That feeling of success is what gets Lauren Bailey out of bed every morning. Not so much feeling it herself, but helping other sales professionals feel successful more often in their work. Lauren is the President of Factor8 and Founder of the new e-learning platform The Sales Bar.

She found her sweet spot in helping sales professionals love the job more by training them to be successful selling over the phone. Email is a comfortable barrier for a lot of sales professionals, but when you skip the sales calls you miss out opportunities for personal connection and engagement.

Lauren walks us through what kills confidence the most when it comes to leaving voicemails and how to do it right to see a 50% improvement in call backs.

Welcome to the sales engagement podcast,this podcast is brought to you by out reached at io the leading salesengagement platform, helping companies, sellers and customer success engagedwith buyers. An customers in the modern sales era check out sales engagementcomfor new episodes, resources in the book on sales engagement coming soon. Now,let's get into today's episode. Everyone thanks again for joining us onthe sales engagement podcast. I am your host Jovi Nolo senior content, managingeditor at outreach, and we are joined by an amazing woman. Today, LawrenBailey President of factor, eight and founder of the new e learning platform.The sales bar she's gonna, be talking about using the phone in your salesprocess, voice males how to get engagement on the calls all of thesethings. But I don't want to don't that's a problem for anybody. Right, Jothinks, like nobody, probably needs that help yeah see thats Ho yeah. F. Ifyou don't need this, you can tune thout right now, I'm pretty sure everyoneshould be listening, but I don't want to jump in just quite yet. I On't wantto talk about over to Lord, who can introduce herself do learn. I'm reallygreat. Thank you for having me. I love like I don't know if I've ever beenintoduced as an amazing woman before, and I just want to pause and Hav yetauked t my husband Actually Lik, my Ki, that's pretty cool thanks Shet. Ofcourse, I'm really happy to be here. I will tell you ten seconds about myself.I've got this personal mission in life to help more people feel successful atwork, and it's simple in one way right and- and it says so much in another way.We spend eighty percent of our lives at work and worth work. People and I'vegrown up in sales and sales development and it's a struggle right, like itsales as a confidence sport and we get beat up all damn day with. Nobody willtalk to me somebody's, not calling me back, I'm getting hung up on. I feellike it's almost like golf right where you have ten really shitty shots, andthen you get that one great one and you're hooked that sale. So my missionis to help more of US feel that success more often and my sweet spot in doingthat has been doing frontline training with reps and with managers and sharingtechniques about selling over the phone that help get faster winds and fastersuccesses. So we can all feel like rock stars. We go home ta night. I love that.I love it it's so it's such a feel good mission that you have fee good mission.It helps me get up I in the morning and it helps kind of that's my trume northand knowing am I doing the right things right? Are we building confidence? Arewe building success in this job of sales, because, right now the averagesales ret burns out right? Eighteen, twenty four months they Jackd, and Ithink that is absolutely becute. Well, having done it myself right sales, itseems like a bravery sport like I don't want to do hat. I'm scared. I do itanyway, but if instead we can build...

...true confidence in success in it, thenI can last much longer I canjoy the job every day. I don't burn out at the endof this road and look for something else. I want to continue my career insales and I think that as sales leaders, all of us have a responsibility to domore of that and help our people love the job more and that's where I get off.I love it and you're already making me feel more confident about my job rightnow, just talking to you so Yi dine and t poncast. I hope you enjoyed our timetoday. Hai Love that yeah that' be make my job easier. But no, let's talk aboutconfidence. Let's talk about the phone yeah. That is a uneasy thing for a lotof sales people. They don't like te hop on the phone they don't like to o knowhave to be operating without a safety net of the email of the the digitalbarrier. So how do you tell reps ot of you encourage reptuty train reps to bemore confident on the phone? Well, we have to give everybody a safe spaceright, like we've got to let people there's so many ways to buildconfidence on the phone there's. The truth is, most of us should focus firston the ways that don't build confidence. Franklyond, that's that's the hard partlike I'm GOINGTO, go straight out and say I hate scripts. I think that when aleader has success with something that they used to do and they write it in ascript and they handed to a sales rip. That does not say I trust you you'regoing to be a Badass figure it out and do it well, it says: Do it my way andthat's a bummer, because I will never sound confident saying your words. So Ithink scripts are one of the first things that kill confidence on thephone. I truly believe, instead of teaching people the, why what's thegoal of this section of the call right or the sales process? What's the? Why?What are you trying to accomplish? Now? Let's talk about best practices and howto get it done. Maybe here's some message: ideas of things that haveworked now, make it your own. Now, let's practice it right now, let's godo it and let's learn from it. Let's look at each one as a learningexperience in a coaching experience, that's at fact whight. We kind of buildour training that way right. Where we get reps live on the phones. We do itin the classroom, nd it's safe and then we all go get on the phones and we doit. We celebrate the crap out of it. We have a good time and we coach it nd. Weget it better and then we go onto the next thing. So I think that all managers can do thatand treat it like a sales lab to build that confidence instead of whoops. Thatwas a fail right. You didn't get the appointment, it was a fail yeah and Ilove the focus on the y. We have. I've got a lot of guess on here that are bigfans of scripts at the beginning, right as you're just bringing on a new rap.But are you saying if you're you know fresh in the seat, maybe one month into just focus on the y? More just anit, more enablement, an less script? I am yes, and then it really doesdepend on what resources you have. I know that theyre at out reach, you havean amazing sales development leader, right WHO's and and training leaderenablement leader, and so they get time in the classroom to practice thesethings. So it's not just here's your seat go make it up as you go along thatis going to fail. I think that's why a lot of US depend on scrips. We don'thave that robust rep on boarding and...

...training, but in best practice you'regoing to help teach people te. Why you're going to listen to others? Do itgood or bad you're going to get into the voice in the head of the customerright and here it from their point of view and then you're going to make ityour own from day one and adjust as you go from there. So I don't know we'renot. It's probably more, a leader rant an soap box than it is for individualsellers out there, but if you won't get in trouble for doing it, sellers thentake that script and make it your own fiel. In your own words, find your ownbest practices and we leave room for conversation, went to talk about theconversations yeah and, let's start at the beginning, okay, perfect, the intro.Can I be honest with you? That's not the beginning. Oh okay, tell me I'mgonna back you up for a second because F it in reality Your Day, one joehere's, your phone right, here's your script go for it. The first thingyou're going to do is leave two hundred voice. Moule am I right, probably yeahin this day and age, don't pickd up the phone now on picks up the phone. We allget local number recognition so that they think it's the kids day care andaccidentally pick up the Funand we'll talk about a Paten, a second but right,you're calling and we do get voice mauls first. So I think that's one ofthe first things that we should nail because Goa one is to increase sellingtime. It used to be a big thing out there that you know coffee is forclosers and I'm sorry that ain't the case we got to get on first fir: it'slike money ball. I get thon first get the conversation then keep them on thephone with the intro. Maybe that second base- and now it's just going to go ina weird place. We keep talking about basis, but how about we do voice males and thenintro. Is that cool some tips and tricks? Let's do it. Let's do it tipsand tricks voice, mails, all right, you're, doing hundred and hundred a dfifty calls a day you're connecting with zero people all the voice, males all right, commonmistakes, a how to fix them. Okay, so Oh, this is fun. I think one of themost common mistakes is dum done done. Number one selling on voice, Meul, big,no big! No, the purpose of the voice male is to get the call back, and if you try to sell on Voice Meilyou're, not having that conversation, we could have just hired outboundrobots instead of sales. People right so never try to pitch on a voice. Malt common mistake number two: it's too long, like fifteen twenty seconds or less hit it get in get out. Like a good wedding speech, don't go toLon. I was actually an a wedding that was that long. The other day, like Isaid down, they had a couple jokes. Suddenly they were married. I washaving beverages, it was perfect yeah, so keep them short writ twenty secondsor less is what you're. Looking for in a voicemaunt common mistake, numberthree, an this one's going to get dicy out there, not leaving the voice, mollmm tons of us. Don't right! Do you see that to Cho yeah and I'm guilty of itat times? I'm just you know I complete...

...the story in my head. It's not going tomatter they're not going to pick up I'll, just try again yeah exactly andyou will right and when you're using tools like out reach, it's going toremind you, which is great right, but remember that another like goal, one ofthe voice malls to get the call back and have the conversation but go to ofthe voice. Milk can be branding. It takes seven touches for somebody toactually take some action right, you're, sending the emails you're doing thesocial, but voice melt is a touch now. If this is a key account you're tryingto get a hold of and you're calling every day I get it. Don't leave a voiceELN every day, but if you're going for the ten touches before you punt and tryto get the next lead right or the next account or whatever it is voice, mailscan and should be touches. So don't hesitate to leave them because here'swhat's cool like you're right, you don't want to be the person who stalksthem. But, let's me, honest t e, probably see your number come up.Anywmaye then, when somebody finally calls you back or when you do finallyconnect, they kind of ow you one right like it's kind of like Oh yeah, I'm sosorry I haven't returned tor calls like they understand. Oh crap, I haven'tcalled Joe Back there's a little guilt and I think AF salespeople were smartir.We use that. I love it. I love the playing to people's emotions and kindof leveraging. The psychology of obligation right. The psychology ofobligation is real and guilt is Rio and the Catholic Church has been using itfor century ise. I don't know why we can't every once in a while to powerful to oll folks, so don'thesitate to leave those voice meuts. The key is this right. You give themthe benefit of the doubt when you're using it it's voice bill number sixsure in your head, you're, like you, jerk call me back right Ben. Wejust assume somebody's really busy. We kind of give them the best benefit ofthe doubt. We leave another professional excellent voice. Now. Doyou know what most people are? thinking is that's impressive. That's persistentgood for Im! Right and then we do finally catch and Tiy likeyeah. I think you may have left me a voice, mail or two RAGTN. What you wantto say is yeah think, but instead of you're like yeah, I do think so. I'vebeen really excited to talk to you about my new amazing wigit or whateverthe case may be so yeah. That's so now yo. So those are big mistakes right swe talke about some tips to to get those callbacks yeah. I know I wasgoing to ask and so how arwhat are some ways to stand out on the voice maile tobe memorable yeah. The key is the callback right and andto do that, we have to let them know a little bit about what you want to talkabout, but maybe not all of it because, let's be honest, not everybody iswaiting for a sales pitch. I know that's shocking right, we're not allexcited about getting sold to a as a human race. So here are some tricksthat have worked for US and yeah you're, going to find your own. I'm going togive you a couple techniques, but I will tell you that when we're teachingthese and in live classes, we start to count the calbacks that come and we ada minimum double, sometimes triple or...

...quadruple the callbacks. Now, let's beclear, sometimes that equalis actually getting three a day instead of zeroright and th the bar is low but wow you just triplead your selling time. Soit's worth it. So here's the first one I'm going to give you if you've got ituse a lever. A lever is someone that you have in common or a piece ofinformation that says: I'm not a cold call hey. You know me because I knowJoe Right Right, so you drop a little lever in there and now that perks theirear up a little bit like Oh Huh. I wonder what that has to do with hey.This is Lauren. I was just talking to joe and out reach about you. Give mecall back. My number is right, and you repeat the number slowly you say ittwice and that's it. That's the whole voice. Man. I didn't give a reason. Idropped a lever, which means, I also had a little piece of mystery in thereright. RIGIT's, a tease, total tease folks give them a little tease thatworks to when you just do mystery. Some of the most successful voice mustbelieve it or not, is just straightup mystery, Hey Joe, this is lauren. I'm callingwith the Sales Barn we've got TA talk. Please give me a call back at and that's it. It's just mystery. Iwonder what she's calling about M I've had people taught say I'm giving you acall about your account activity on your account. Youve got to usesomething at you can't lie right that works for account managers not for leadraps. So you do something. That's not obviousabout why you're calling it's not deceptive, but it ain't. The wholestory, M and people are curious again we're playing to that human side ofcuriosity. I got this GT great one. The other day it was hey joe. This is MikeIffounder keys. He me call back Kedid. I use my key. My keys are in myhand, what's going on here. I Call Yeah you the keys to your success ohnow. Howdid you feel about that? Did you folfel Burne, Oh yeah, yeah, so that went toofar right right, I did appreciate. I mean that would bemaybe like a good subject line for an email, but I was a little worried thatIA lost my keys and I felt pretty duped yeah yeah so that one went o firstyou'v got to find your line, but mystery can go far. The other thing thacan go really far by the way is urggency right. It's important! We talk rightaway. I need to talk to you before the end ofFriday. I need you to call me back today right when you've got youbuilding that urgency and they can hear it. It's great and I've made thismistake. We've all made all the mistakes right, but I left one for aguy really wanted to top Kevin. At my friend Kevin, and I heard myself saying:Hey: it's not urgent. It's no big deal guess what my good friend Kevin has notcalled me back. Yet iglike did not do myself any favors there, but instead it,I can say Kevin. It's ill, be Callin. I...

...need to call me back quick, please I'mgoing to get a call back right away, so use it right, use it. It's! Okay,YOU'RE RIGHT! You selling your new widget might not be the most importantthing in their day, but, Ladies Gentleman's the damn important thing inyour day, and if they do not want to talk to you as we on't know, people arenot shy. They will get off the phone right. They will call you back and ifthey don't want to keep talking to you they'll stop talking to you, but givethem a chance to hear what you have to offer, because it's fantastic all right.I've got one more in thats value right like, and this is something you'regoing to hear me. Talk about and Antros as well all too off from what we'redoing is talking about what we want to do, not what's in it for them. We callthat swift, so what's in it for them mm instead of the old with them right. So,what's in it for them, so I'm calling, because I want to help you blank, I'mcalling, because I think I can solve X, I'm calling to see if I can add somevalue, there's a generic one, just right there, I'm calling, because Ithink I can add some value as you're setting your budgets for next year. Sogive me a call quick. I need to talk to you by Friday. I did a little value.Oller right did a little urgency yeah. So these things can work together.Those are voice males to get returned and almost all of them have to do withcuriosity, folks, okay, so you always Hav lots of help. Ithink for our listeners, and especially for me too. I leave a lot of voicemails. Now the person's called back themystery worked, the urgency worked yeah, you have them on the phone and you havea window of ten seconds to keep hem on the phone yeah now dont on, do yeahright what ise some of the mistakes that people make their and then how doyou fix those yeah? I think one of the biggest mistakes when we actually arelike our on first bace is the premature pitch bright. People don't like to be sold,so you need to add value right away and you need to get them to engage in aconversation with you right away, not a pitch. So that's the reason you knowwe're talking about intros because, let's be honest most often we talk topeople outbound versus n in bound either way. Your intro is not yourvalue prop. Now. I know that that's weird to a lotof people right hi. This is Lauren and I'm with factor AIT and were theworld's leading resource for inside sales. Training shut up noone really wants to hear that right,Mik, yeah congrattamations what else light, but it just I tune out so whenyou're doing an intro. Instead, we want to make it a swift intra right, sowhat'sn't it for them Hi. This is Lauren, I'm calling with the sales barand I'm calling to say. If I can't help you increase your ry from yourengagement next year, I'm calling to see if I can't save you some time whenyou're shopping for blank next year. If I'm out reach, I'm saying I'm callingto see if I can't help make your tean up to thirty eight percent, moreeffective or efficient or whatever...

...you're solving, we have to tie it intoa benefit for them. What do people care about? Sav Mi Time Make Me Money D. let me get somecontrol make my life easier freedom from risk right, looking good, there'slots of core values that we can tie into an intro. That makes sense for youand for your company, but the truth is the custer s not listening anyway. Rit,you know what I mean like we try to do the whole pitch up front Mornin. Thisis factoryand, here's what we provide and here's. Why we're better and WHA'vegot a custoer in Nour area, and I save this other customer. You know thatreferenceable customer that saved x percent they're still not listening toyou right. So it's a little too early for thats all good stuff, but not inthe ENTRA. Why do you think people do that? Why do you think they just wordvomit so quickly, right at the beginning, yeah you're. So right likeyou, show up and throw up right. I think for a couple reasons, and- and Ithink honestly, it's because us as sales laters, we fail our new peoplebecause we don't teach them not to what we do is when they come out of training,whether it's one on one coaching or a training class, we've taught them everyreason. Why we're great and we've taught hem AF value PROMP, and so theygo to those two things we haven't helped it structure it for them to say,listen. The first thirty seconds is just getting that person to quit typingemail and listen to you because they picked up the phone on accident. Yourjob is to get them to engage, that's the goal of the entro. If you do anIntera really well within thirty seconds, the customer is talking and then it's somewhere around minuteone. They say I'm sorry who are you with again now that might sound like afail, but, ladies and gentlemen, Kille the Vili prop the window is open, thewindow is open, and now they give a dam about who you are, and it's time now toanswer that right, so the intro is to get them to stop typing and engage inthe conversation, and so one of the other things we teach is that at theend of that, swift, intro have to be a few swift questions. Why cause yourgoal is to get them talking? When I'm answering your question, I can't alsotype in my email or read it or whatever. It is I'm doing in my multitaskingworld right, except maybe the government who does actually sit by thephone and talk to people. If you can handle working withgovernment contracts, they will pick up the phone and talk to you all damn daythey might not buy, but they will talk to all that. So when we end with thoseswift questions, we teach people to ask actually closed questions, which againis a little bit of a mind. Bender, because all sales training is openquestions, but if I just got you to accidentally pick up the phone and Igot you to stop reading email for a second by hearing this little ear perkabout some sort of value, I'm going to add, and then I dropp straight intowe've known each other for eighteen seconds and I'm like Jo, tell me aboutyour biggest problem, you're thinking, F off man. I don't even know you rightrighttime for this right, so instead we go into hey. Are you in the SanFrancisco office? I se you've been an...

...outreage for five years. Is that right?How many raps do you have today? You ask some sort of. I can't help butanswer it question M: almost it comes out of their mouth, so they're talkingbefore they realize they are, and that's the key you get two or threeunder those of those out they're talking to you and suddenly it dawns onthem somewhere around a minute minute and a half and most of my research werlike wait, a minute who's this guy again and that's when they ask and it'sbrilliant because then you've got your value problem, and now we move into theexplore pace M. is that cool? What do you think of that? I think that'sfantastic and Super Alvlicable, I'm sure to everyone listening I have. Isometimes do both things right, I'll make a call and then I'll, just likeyou said, show up and throw up Mor I'll. Do just this tap dancing thing for waytoo long. You know just hey so how's it going over there. Oh Y yeah thit's realsmoky out here today, inm just the Don. This gives it some structure and somemilestones right. Ot a minute, like you, said, a minute and a half deor threequesttions yeah yeah, and then, if you want to keep building a little report,okay and sometimes those swift questions are report, questions andthat can depend on your audience and who you're calling right and if you're,trying to get entry level and you're trying to get an IT decision maker totalk to you on the East Coast, do not waste time with report buildingquestions and ain't going to fly. Hey you calling somebody in the deep Southand you don't start with those and you've got a problem. So there's anuwance to build him. What those right questions are and then still, let'shold the pitch right so that'. I gotta tell that brings me to kind of facethree and, like I said, we're moving into explore, and I know a lot of yourlisteners are in that Bedir role right. So my job is to get the appointment, soI might not be pitching you on buying my services whut, I'm pitching you onas an appointment and ninety percent of the calls and the CAL recordings that Ilisten to are still doing that too early. All right, I got you to talk tome. That's great. We've talked about the weather for a second or so you'veasked who I am I'm calling from well, I'm condoustly. If I can get anappointment, I'm going straight for the clothes, because that's what they'reclosing for you're closing for time M and my time is precious so backup offthat for a minute, buster right and earn it. So all too often in thatSDRBDR role, we're forgetting the let's engage them. Let's ask some questionsand some of them can be qualifying but t the key N. let me put it this way.This is hopefully the most profound thing I say so: Don't screw it up born the goal of a BDR business developmentcall is not the meeting. The goal of the call is engagement, andif we do that the outcome is the meeting and and once we wrap our heads around-that we start booking lot better meetings.Man Right my job is to call up and see if you just might be interested in afreedemo of the sales bar.

Now you don't know what that is: You'renot going to gree to a demo en you don't give a damn about it yet, so myjob is to poke around a little bit and see if there is a need I can solve. Ifthere's an interest on your side, if there's a dissatisfaction, if there's agap between current and desired state, my job is to explore a little bit andsee if I can help entice excite solve something for you and if I do that andyou're leaning in you're, showing up to that meeting and you're much morelikely to buy now it's hard because we pay reps on numbers of meetings, bookedright right, but don't forget you're, also getting insented on how many ofthem show and how many of them close. So if we would go into the meetinginstead with the true goal of engaging that person on the other side, we do abetter job of answering and asking questions. We'd get to know what'shappening. We might be a little more curious right. You can tell when someone'sengaged on the phone you're getting road answers, their clues doing emailyou pitch for the meeting. They say: No, you pitch again. They say! No, youcheck it off is tried and you throw the leadaway not that that happens. So if, instead, we actually tried tohave real conversations with folks, our colls are going to get a little bitlonger and that's okay. If they're really good calls right and we're going to get themleating in they might. How do you know you've got somebody engaged that theymight ask you a question right like that, should happen. If it'sa good, Bedi Arcol Right, they're going to want to get to know it a little bitthey're going to ask who knows like how it works or price in question orcustomer reference or any of those things that all of those are greatscience, they're bruying signs, that's when you close okay, so let's imagine asales manager listening to this right now and saying: okay, an sales manager,hit's all sounds great. These calls are going to take a lot more time they wellthan what we're doing right now. How does this scale? How do I justify this?This approach? You know I do want my rips pounting, the phones and givtingmeetings and pitching hard and moving on to the next one yeah. What's in itfor me, what's in it for me, so if we do it right, the call is going to lasttwo to three minutes longer than your current call and you're going to see,probably and I'm not going to guarantee it. But I'd love for you to email meand tell me, I think, you're going to see an improvement of fifty percent ormore I've. Seen three hundred percent improvements, I'm not even lyin threehundred percent improvements in the numbers of meeting books, so you'regoing in and you're Cold Collin. Basically like do you have nothing todo next, Tuesday, at ten o'clock. Would you like to pretend youre going to showup for this meeting that's kind of what we're selling nowbecause nobody's interested? So if we take the time to actually get hem alittle bit interested and it only takes two or three minutes, then they doactually show up to those meetings and they say yes right. So the GES is whatyou're going to see go up drastically...

...at the beginning and it's been fun. Wehave so some clients where we train the BDRS and then we also train the AESthat close it and we got them so upside down. In the middle of a month theyrippled the number of appointments booked triple that's what I mean by thethree hundred percent th as ore like what the hang on hold on. I don't havethe room for this right, because people were showing up to the me so it the payoff is that you will seegreat success. Teach your reps to have good conversations, listen to calls andjudge like we do something calld the engagometer right. So that's like onethrough four: Are they really engaged everybody rate it listen to just thatcustomer and how do we get that engageemeter go up higher tofor or thatwe call? Sometimes we have this secret level, five, like what does secretlevel find sound like when somebody greally into what you're doing they're,probably reading off their credit card number during during the initial call?That's that's that's aigod! I can't wait. Can I bring somebody else to themeeting? Can I you know that's like, and I know it's we're laughing about itright now. No, I'm not saying that these techniques are going to magicallyget you secret level, FIF engagement, but if you just know it's out there right- and you know that that's yourGoald, I somebody saying Oh my lord- this sounds amazing. This is reallycool. Can I wl? Let me get on your website right now. Let me ask you a fewmore questions. Let me get somebody else on the phone. Who else can I bringto that meetin? That's the goal, so it's sort of that you know like aim forthe stars and land at the Moon Right and now think back to what wetalked about at the beginning. What are the vast majority if Wus doing we're,leaving long, voicemills or no voice malls were reading off a script wereasking for an appointment within one minute of the call we're pitching asfast as we can, and what we're doing is we're just catching the fruit. That'sfalling off the tree when we get a yess at somebody who either has nothinggoing on Tuesday at ten o'clock or, Oh, my God, I've been waiting for your calllike I have actually been reesearching. This I'm super excited to go see whatyou guys do sure, let's check t out and it right and those are the kinds ofnumbers that we're getting and it's painful and it's hard and it's no fun.But if we turn it into a game instead about how many people can we get toactually call us back and how many people can we get to stay on the phonewith us and how many? How far can we get these people, leaning in one two,three four five levels of engagement, then we're focused on the right stufffor the customer experienced and the resulting outcome is more meanings:Yeah D, Not just more meetings right, more meings held, but the quality ofthemeetings are going to be so much better. Because during this process you arehelping wequalify right. Your is genuine interest right, yeah yeah andit's good to qualify. Those leads absolutely, which is one otheir tipI'll say. I know that we just packed this pool of stuff, but for people whoaren't PDURS, who are out there also doing outbound calling. I really reallyencourage you to be selfish and do something I call salesqualification. I know it comes with tha...

...lead score and that's their propensityto buy right. But let's say you got five hundred of those and they'relooking pretty good, which ones do you give a damn about and you can find thatout even before you get a hold of the decision maker, we've all had that experience, wbutwe're leaving ten voice mells, for you know the Blah Blah Blah position of theBlah Blah Blah right that direct DM who, by the way is you know, a fake number doesn't work thereanymore, not the holy decision maker, etc. Why instead not call, for instance,the Sales Department and find out if they really do use sales force and howmany people work there and if you know they see a lot of people growing or ifthe company's like whatever those qualifiers, are in your head, thatmakes it a super hotlad and once we do that, like we do teach people to likegrade their whole book right like ar there lad less like. Oh, my God. Thesetens are as watch like light it up baby, there's no more three announce withthose lads. You will call all the time you will leave the voice ones. You areexcited because you know it's worth your time right. Instead, we treat allthese leads. The same so often I'll go in and do these needs analysis and Isit with Recki'm like so. How do you decide who to call first- and theanswer is I swarto got want to start with the as move my way down to thesease right and great engagement tools fix that for us right, but we can stillgo in and be selfish and decide all right. What's going to get me paid? Whoam I going to work harder for and that's? Okay, that's just that'S BEINGSMART! Absolutely if there was one takeway, no wev packed this upsode coolokayways, but if there was one that you wanted our listeners to really focus onwhat would that be? I'M GOIN NA go this way, because this is for reps andmanagers find the small wins. Small winds tie all this together, asmall win as how many voicemilt callbacks you got if you're groning it out every day as arap, and you got two people to call you back by yourself, a beer that wasfantastic if you're a manager, and you see that your reps are actually havingmore conversations because their intros are better and by the way. I look atthat at two minutes and over right, because most voice o also around aminute and a half by the time. It's Sen, if you gon' count the number of twominute and over conversations that are happening and when raps get more ofthose you buy them a beer like celebrate that and then the same thingby the way of engagement, the longer conversations etcetera. If we can findmore ways to feel successful and to celebrate our team success early in thestage, because this is it's the modern workforce, it were all selling over thephone. We have to include more successes in that Hodge, podge anddifficult swamp of getting people on the phone to talk to us and when wecelebrate those, we feel more successful and a successful feelingleads to a next successful call right. That's the big takeaway yeah and enyou're right there's like an inertia to success right, you have one successfulphone call and then another and then...

...another, and suddenly it's very easy todo. It is, and it's the flipside with bdrs it's like I'm going to go footballfor a second. You know when we just measure and reward conversation, notpardme, not conversations appointments. It's like putting the BDR as thequarterback back in his own end zone and throwin him passing a footballs andsaying Haill, Mary Baby. Let's see how many we get, let's see how manytouchtowns we get and you are going to get a few which is fantastic, but thevast majority you're not going to right. So what if? Instead, we started lookingat running, play and getting first downs and moving our way down the field,and we celebrate a callback. We celebrate a conversation. We celebratea longer conversation. We celebrate a pipeline for bdrs, where somebody youschedule a callback with them. We schedule you know a call to with btrslike let's get strategic about that. Each one of those is a win and you'regoing to see a lot less burn out and a lot more success, breeding more success,right, a happior, more engaged workforce. I know I enjoy that a heckof a lot more when I've got like I had ten people hang up. I Wa, Oh, my God, Igot Ta Call Back. I don't get to go home feeling I coald complete, loserI'll, take it yeah! You need that one win at leastone win. You know to feel good yeah. So what? If we can, instead of having onea day, what if we could find a way to have ten tenx Tenxba, anx, Lauren Thay is somuch for being on the show. People wanted to get a hold of you. How couldthey do that? Learn more about factorat the sales bar yeah yeah, so I'm factorGCOM is where you find us. That's our instructor Lek Training, where we getpeople live on the phones and it's sales, training built by sales leadersand now new, exciting, launch the sales barcom that is Q, One two thousand andnineteen you can check out and get a free trial. We do have voice mouseclass. We have intros class. We have an engaged class. All these things that wetalked about today. You can get a free trial and take that training for free.So until the Sales Barcom is up, you could find it also onfactoratecom fantastic larn. Thank you so much forbeing a guest today, a lot of good stuff. I mean, Oh, my God. We just talkabout, show up and throw up sorry lock, editing team! No! No! This is this, has been apleasure really and and I'm I guarantee our listeners are enjoying everyeverything you said today, God, but you'v got such a cool customer base.How could they not? I love my Rachh. Thank you so much, and you knowspeaking directly to the listeners to be like what you heard today. Once yougo to itunes subscribe, give us a good review or even go over to the sales andgagefromcom website and subscribe. There we'd really appreciate it, and you doing so much to make the showsuccess, especially with all these great guefts we're having on Tay YuLauren, and we will see you next time on these sales and need to podcast.Thank you my pleasure. This was another episode of the salesengagement, podcast joinus at sales, engagementcom for new episodes,resources and the book on sales. Engagement coming soon to get the mostout of your sales engagement strategy,...

...make sure to check out ow reach te IO.The leading sales engagement platform see you on the next episode.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (308)