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22/1Average Ratio of Voicemails to Live Connects
Then and Now
2001 Today
22:16:1
73% less effective doing the same thing
What are our options?
1.Make more calls
2.Get the prospect to call us back
3.Get the prospect to answer the phone
Sales is a game of chess,
not war
A Proven, Repeatable
Sales Process
Identify suspect
companies and contacts
Implement 10-week sales
contact schedule
Qualify prospects and
targets
Add opportunities
to sales pipeline
Work opportunities
through pipeline stages
Close wins and losses
How do I get the prospect to answer the phone?
How many
contacts to make a sale?
1st Con
tact
2nd C
ontac
t
3rd Con
tact
4th Con
tact
5-12 C
ontac
ts0%
10%20%30%40%50%60%70%80%90%
2% 3% 5% 10%
80%
Most sales people give up after the
2nd or 3rd call
Suspect/ Prospect Contact Schedule
Wk 1 • Value Prop Mailing
Wk 2 • Value Prop Email/ Intro Voice Mail/ Follow Up Email
Wk 3 • Follow Up Voice Mail
Wk 4 • Follow Up Email
Wk 5 • Follow Up Voice Mail
Wk 6 • Content Email
Wk 7 • Follow Up Voice Mail
Wk 8 • Content Email
Wk 9 • Content Voice Mail
Wk 10• “Backing off” Email
Managing the Sales Process in Bullhorn
Create Saved Layout
s
Touch Campaign Custom Field
Filter by Status
Results!
• 25 meetings• 15 engineering job orders (perm and
contract)• 4 placements (so far!)
In Closing
• Our traditional sales activity is becoming increasingly ineffective
• Sales is a chess game• Create a compelling voice mail• Warm up your calls
