Price v business value, delete buttons, Sunday emails and calling before 9AM – This week on Twitter Part II

Price v business value, delete buttons, Sunday emails and calling before 9AM – This week on Twitter Part II:from The Funnelholic by Craig Rosenberg
I had too many tweets this week to do one post. Had to do another one.
Lets get into it:
A lot of my consulting gigs are to help design or optimize Inside Sales teams. One thing I have noticed is that companies are throwing young folks on the phone to sell their cloud solutions. In their mind you can be successful by getting some young-twentysomething folks on the phone, give them some technology, and teach them how to give a demo. The problem is the core foundation of sales fundamentals is not being established. I have had so many bad sales calls recently as I take calls for solutions for my clients. The phone-based sales reps I encountered focused on two things: the demo and the product. We have to train our reps to develop real business value. (PS I think I was taught that 15 years ago when my career started). Fighting the price objection is age-old and the margin winners teach their reps to win on building a business case not on price.

Price Is Meaningless Until You Establish Business Value wp.me/p2yFT4-5NX
— davidabrock (@davidabrock) March 28, 2013

You basically have two choices to fight this trend. Find a way to call more and send more emails or get better at being relevant to the buyer. You can also do both.

92% of buyers “hit delete” when email or call comes from someone they don’t know via @barbaragiamanco #socialselling
— Craig Rosenberg (@funnelholic) March 26, 2013

Well, this is interesting. The case of social selling is getting stronger as more people get good at it. I think this is the third Barb Giamanco quote of this week.

54% of people have tracked their social media usage back to closed deals via @barbaragiamanco #socialselling
— Craig Rosenberg (@funnelholic) March 26, 2013

I love this tweet. Ready for the dumbest comment I have ever made: “The key to email is to get them to read it”. Ha. Very profound. I once talked to a buddy who discovered that his email conversion rate was higher at 11am on Saturday. He called a couple people to ask them. They said they were sitting at their kids soccer game and got the email on their phone. They figured they would open it.

Sign of a smart B2B marketer:They are emailing you on Sunday evening.
— Brian Provost (@brianprovost) March 25, 2013

So true. If you show up at nine and check your emails, you are missing opportune calling time. Calling before 9 is a proven, age-old proverb in prospecting. Once the day starts – ZAP (see the tweet above about the delete button).

#Sales tip: Try calling before 9 am. More people seem to answer their phones more between 8 and 9 am then the rest of the day. #SalesMagnet
— Kendra Lee (@KendraLeeKLA) March 27, 2013

Is it cool for me to post my own tweets? Sorry…but seriously, who still winks when meeting with clients?

Bad calls: sales guys who still wink at people when selling
— Craig Rosenberg (@funnelholic) March 29, 2013

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter