The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

by Mark Roberge

Now, there is a critical element of the modern voicemail sequence that has its roots in traditional, old-school selling strategy. I need to tip my hat to my dad, Rick Roberge, for introducing me to it. Regardless of whether you are coaching your salespeople to leave three voicemails or 12 voicemails, the final message should always be the “going negative” voicemail. “Hi, John. Mark at HubSpot. I left you a few voicemails with suggestions and best practices on Facebook marketing. I have not heard back from you. I am going to assume that Facebook marketing is no longer a priority for you this year. Give me a call if it ever becomes a priority again.” For whatever reason, the “going negative” voicemail has the highest callback rate. There must be a psychological phenomenon at work here. In any case, if you have done a good job adding value through the contextual prospecting process, the prospect will likely call you back after this voicemail. You have been providing such great information to them. Why would they want the relationship to end?