Outbound Sales, No Fluff Quotes

“Priority follow ups rule of thumb: Always cut any stated follow up request date in half and never wait longer than one quarter for follow ups. For example, if a lead asks you to follow up with them next month, set your follow up date for 2 weeks out. If they ask you to follow up in 2 weeks, set your follow up date for 1 week out. And if they ask you to follow up in Q4 and it is currently Q1, set your follow up date for Q2. Business changes rapidly and if you are not connecting with your leads at least every quarter, you do not have a lead and you might as well kick it back to marketing for nurture.”
― Rex Biberston, Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.

“Primary Bucket 4 activities: Confirming any appointments scheduled 1 or more weeks out, during the week the appointment is due. Confirming all appointments within 12-24 hours via email. Calling to confirm 2-3 hours before the scheduled time if the prospect doesn’t respond to final email confirmation. If your prospect misses the appointment, they go back to Bucket 3 until their appointment is rescheduled.”
― Rex Biberston, Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.

“Prioritizing phone numbers in the Connect Validated buckets, sending personalized emails to only leads who have recently opened an email, and spending time on social media profiles who are actually active and avoiding those in the Bad buckets saves time, labor costs, and frustration.”
― Rex Biberston, Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.

“Emails should be tested for deliverability and should not include any personalization until you know a lead opens emails. Social media engagement should only happen with leads who are actively using social media.”
― Rex Biberston, Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.

“Removing any accounts outside your swimlane”
― Rex Biberston, Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.

“How exactly does social selling work? For the purposes of prospecting for new business, social selling involves contacting prospective customers on social media platforms, most commonly LinkedIn and Twitter. Here are some pointers: Cultivate a relationship: Social selling is not for the quick wins, generally speaking. You can start simply by following a prospect, engaging with their content, and then inviting them to connect. You want to draw their attention, but not overwhelm them. Don’t pitch right away: In the early days of social selling, it was possible to immediately pitch a prospect online with some success. That time has passed, so don’t assume that when someone accepts your connection request it means they want to buy from you. Be someone worth talking to: Your prospects will see your public profile, so be sure to demonstrate your expertise in your profile and content. If you’re still using your LinkedIn account as a resume, you’re doing it wrong. Move from online to offline: The goal of social selling is not to run through the entire sale over social media. As with all initial contacting, your goal is to set up a real-time conversation over the phone or in person. While nearly all great salespeople communicate with prospects across all three of these channels, it’s best to become confident with one before adding another. Cold calling, while unattractive to many, will yield the greatest number of opportunities to learn which offers and messaging resonate with our prospects. The skill of adapting to prospects in live conversation is invaluable throughout the sales process. In fact, it’s one of the most important skills to master in order to advance your sales career.”
― Rex Biberston, Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.

“What should a cold call sound like?* Reach prospect: Hi, is [First Name] in? Introduction:** Hi [First Name], this is [Name] at [Company], how are you doing? Permission: I called to see if what we do for [Problem] can benefit your team. Did I catch you with two minutes? Value proposition: We help [Buyer persona] who [Problem] by [Solution]. In fact, [Customer success story]. Question + leading statement: I’ve seen a lot of [Buyer persona] who are dealing with [specific facet of problem]. How are you addressing that today? Qualify for interest + fit: [This is the part you cannot script - you have to know what makes a qualified buyer and really listen to their answers.] Ask for the appointment: Well, you’ve been kind to give me a few minutes today and it sounds like there’s reason to continue the conversation. Do you have time this coming [Day] or [Day] that we can get into more detail and determine if there’s a mutual fit? *This structure demonstrates how a call can go if the prospect has no objections. It’s best to also script effective responses to common objections. **There is an entire school of thought around using uncommon conversation starters to take the prospect out of his or her standard reaction to cold calls. This strategy is smart and merits testing once you’re ready to focus on improving your call effectiveness.”
― Rex Biberston, Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade.