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Beyond “just checking in”: How to make the most of follow-up calls

sales follow up strategy

Many salespeople have perfected their opening pitch and can nail their first conversation with a prospect. But, what happens when that awesome pitch doesn’t close on the first outreach? 

When it comes time to follow up, how can you re-engage in a way that is just as catchy and compelling as your initial outreach? Many of us fall back on the “just checking in” adage, but there is no real call to action or urgency behind that line and it can lull prospects into a state of complacency.  Read More…

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Gatekeeper script: A proven way to turn gatekeepers into advocates when calling executives

Getting past the gatekeeper script by Greg Woodward

Raise your hand if you’ve ever called an exciting new prospect and couldn’t get past their assistant. 

This is a reality for any sales person making cold calls and it’s frustrating — you’re so close to getting in the door, yet so far.  This struggle between salespeople and gatekeepers has occurred for decades.

Entrepreneur and corporate strategist Greg Woodward, whose expertise in outbound is favored by many of the fastest growing companies and largest private equity firms, has a solution. Read More…

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Sales call reality check: You’re wasting up to 72.38% of prospecting time

Wasting time on sales calls

It’s 2020.  A new year, a new decade.

Sales people everywhere (myself included) are wondering: with more communication methods, product research efforts, and purchases moving online each year, is the sales call going the way of the dinosaur?

Actually, no. Not even close.

In fact, Hubspot found that “sellers who prospect agree the phone is [still] essential, including cold calls.” 

And there is a lot of data to back that up. Read More…