How to Knockout the Silent Sales Floor
Published on 15 January 2018
There’s a huge myth out there right now that a lot of people are believing… The myth is that social and digital outreach alone will bring qualified leads into your sales pipeline. It’s part of the reason that people believe picking up the phone and calling someone is no longer necessary..
This is far from the truth and Tony J. Hughes (THE sales guru) wrote an entire book about this very hot topic.
His new book is called COMBO prospecting and in a recent interview with John Smibert he explains the importance of digital and social as well as the phone to build a quality sales pipeline for your business.
If you don’t have time to read or watch the interview, here are a couple of takeaways.
You need the right combinations of activity, done the right way and at the right time if you want to succeed.
The 3 key combinations are:
The right value narrative
The right mindset
The right combinations
You need the combination of digital and social as well as the phone.
If you want to build a quality sales pipeline you must… jab, jab, jab with email & social… and then knock them out with the phone.
A silent sales floor is dangerous
Scared to make cold calls? It’s easy to make calls warm and you can do that with social. You need human-to-human interaction. The chances of you landing a sale just from chatting with someone over LinkedIn is very rare. Pick up the phone and call.
Everybody should be selling
The CEO, CFO and all the salespeople.
No salesperson can get enough qualified leads into the pipeline from marketing. Inside sales or sales development reps are never going to provide enough leads either. There’s always going to be some gap and salespeople have to be good at creating their own personal pipeline.
The boxing metaphor
In boxing, you’re constantly jabbing away with your left hand. You should also be jabbing away in social. By this Tony means, using LinkedIn, Twitter, text messages and email as your jabs. Then, the right hook is a phone call. The thing that will knock the person out (not literally, don’t worry).
“Social Phone” is the key to success
Every prospect you’re working with has a mobile phone or a cell phone, and that phone is also their personal digital assistant. That is where they can look at social and they can take a phone call. Social and phone is the only way to go and be successful.
Bringing it all together
The key message from Tony was that using social and phone together will completely change your pipeline. Also, make sure your sales floors aren’t silent, you have to be talking to the customers and outbound with the phone.
There’s a lot of work to do, COMBO type work.
If you want to know more, just look for COMBO prospecting in bookstores or buy it on Amazon.