Sales training… are you a believer? What about your company?
On average, firms invest about 3% of their budget in training. But the most successful sales organizations invest closer to 10%.
But there’s one big catch: there are certain situations in which training can actually limit your success as a sales rep (or a marketer, or a manager, or a customer service guru, or any other job in the world of competitive B2B biz-dev).
In fact, in those scenarios, it can actually pay to be untrainable.
Sometimes, you just want a quick-and-easy subject line you can be confident will do your email justice without requiring too much time or brain power on your part. Here are 5 gimmick-free subject line templates our clients have used to generate high open rates… and more first-time appointments with good prospects:
The cold call Gatekeeper is a menacing specter for the intrepid sales hunter.
Maybe that’s because most sales training treats the Gatekeeper as a quasi-mythical beast that must be slain in order to reach the prospect and set the appointment, viciously frothing and snapping to ward off intruders.
But these days, it turns out the Gatekeeper is a fairly mild-mannered adversary. While receptionists and assistants still exist, today’s decision makers increasingly rely on caller ID and voicemail as their defense against unsolicited calls. And the rise of the robot Gatekeepers creates a new opportunity to get a leg up on your competitors. Here’s how:
Forget cold calling for a second (hooray!). Let’s talk about cold emailing (huh?).
A “cold” email is an email to a prospect who doesn’t know you or your company.
Whether they’re one-to-one messages or full-fledged email marketing campaigns, cold emails hold the key to a potentially huge source of new leads for your business. They’re fast and replicable, and you can send them to thousands of prospects at the same time.
Here are 4 tips to ensure your cold emails stand out from the crowd, grab your prospects’ attention, and deliver on their massive lead-gen potential:
Maybe you’ve found it harder to connect with prospects on the phone in recent months (or years). Maybe it’s been a while since you set an appointment with a cold call. Maybe you’ve read about how email, social, and SEO are where it’s at these days.
Or maybe you just don’t like cold calling.
Whatever the reason, you may be wondering: is cold calling finally dead? The answer may surprise you…
I know my answer: the results aren’t always consistent.
Yes, dealing with resistant prospects can be challenging, frustrating, and unpleasant. But it’s all worth it for a steady stream of appointments.
So how can you create more reliable results? Science.
Specifically, you can use Robert Cialdini’s 6 Principles of Persuasion—the proven psychological triggers that increase the odds your prospects will say “yes” to your request—to boost your cold calling success. Here’s how:
“Yesses” are the lifeblood of the sales profession, and we all want a lot more of them.
But it’s not just the quality of your offer that determines whether your prospect says “yes” or “no.” Often, seemingly small subconscious triggers can dramatically increase your the chances of a “yes.”
In fact, there are 6 proven psychological triggers that generate action, as described by Dr. Robert Cialdini in his book, Influence: The Psychology of Persuasion.
Here’s a cheat sheet on Cialdini’s 6 principles, along with some ideas for how you can use them to get your prospects to say “yes” more often.