GDPR, The Science of Timing, Leaving Better Voicemails

Dive into the very first issue of Hacking the Sale

GDPR-You Sick of Hearing About it Yet?

In case you’ve been completely ignoring your inbox for the past few weeks, GDPR went into effect on May 25. GDPR stands for General Data Protection Regulation—a new set of laws and guidelines that anyone handling personal data about EU residents must fully comply with going forward. 

If you’re actively prospecting (cold calling & cold emailing) as a salesperson and you haven’t taken the time to learn anything about GDPR, it’s time to dig in.

What is it?
According to DiscoverOrg, “The GDPR applies to your processing of personal data if (1) your company is “established” within the European Union (EU), (2) you are processing data on persons in the EU to whom you are offering goods or services, or (3) you are “monitoring” the behavior of individuals in the EU.”

Why should salespeople care?
The simplest answer is this: if the data you collect on at least one of your prospects belongs to an EU citizen, you need to comply with the rules set forth by GDPR—even if your business is based in the U.S.

Where can you learn more?

Um...don't ever have surgery after 12pm

That’s just one of the many takeaways we learned from a new book written by bestselling author Daniel Pink. 

In his new book, When: The Scientific Secrets of Perfect Timing, Pink compiles research and uncovers evidence-based clues to help us better understand and decide when to do different types of tasks and work throughout the day. 

Pink argues that in general, people move through the day in three stages: a peak, a trough, and a recovery. He explains that for maximum productivity, the peak phase (morning) should be spent doing analytical tasks, the trough phase (afternoon) should be spent doing administrative tasks, and the recovery phase (early evening) should be spent working through insight problems. 

Throughout the book, he uses research to show that a lot of people tend to work on tasks that would be better accomplished during different times of the day. 

In one example highlighted during an interview of Pink by the Scientific American, researchers at Duke University analyzed 90,000 surgeries and found that “harmful anesthesia errors are three times more likely for procedures that begin at 3pm than at 8am.” 

Fascinating stuff and definitely worth the read. If you don’t have time to go through the book, just do a quick Google search and you’ll find plenty of articles that offer shorter write-ups on the findings of the book.

SALES GLOSSARY: Buying Signals

Buying signals are specific words, phrases, and nonverbal cues that you can listen or watch for during conversations with leads. Buying signals can help you better understand and predict whether or not a prospect is interested in and prepared to buy your product or service.

News flash: success takes a lot of work

Seeking Wisdom is a podcast hosted by David Cancel and Dave Gerhart from Drift. It covers a wide variety of topics, from marketing and sales to productivity and startup tips for founders. In episode 18, DC and DG share the one secret you already know that can make you successful.

The secret is this: being successful requires sacrifice. 

Seems pretty simple, right? If you want to be successful, you have to be willing to put in the work. For some, that might mean skipping out on happy hours with friends. For others, it might mean going into work early every Friday while everyone else is still sleeping. 

The problem though, according to the Drift guys, is that no one wants to do it. Everyone would rather chase the dream of overnight success. 

But here’s the thing: 

Most of the people you admire have worked a lot harder and a lot longer than you think to get where they are today. It wasn’t always easy, it wasn’t always fun, and it often required sacrifice. 

To drive this point home, the guys spend part of the episode talking about how hard Phil Knight worked to make Nike a successful company. If you’re in a rut this week, give the episode a listen. Also, if you have time this month, read or listen to Shoe Dog, the story of Nike told by Phil Knight. It’s honestly one of the most inspiring books you’ll ever read. 

LISTEN TIME: 12 MIN

"I'll make you an offer you can't refuse."

Are the voicemails you’re leaving being ignored? It might be time to test a new script. Here are some tips to consider as you work to revise your messaging and overall voicemail strategy: 

  • Tip #1: Start with context. If possible, help your contacts understand who referred you to them, how you learned about their company, or why you decided to call them.
  • Tip #2: Ditch the sales speak. Avoid sounding like a salesperson. Don’t use industry jargon, buzzwords, or worn-out catchphrases. Instead, focus on having a conversation.
  • Tip #3: Be brief. Keep your voicemail between 15-25 seconds. 
  • Tip #4: Focus on the value. Help the people who listen to your voicemail understand what value they might get by following up with you. 
  • Tip #5: Reference data. Put the value of your product or service into perspective by referencing an actual number that listeners can consider (example: “we save business owners like you over 4 hours per week on _______.”) 
  • Tip #6: Provide a clear CTA. Make sure your listener understands how you want them to respond after they’ve reached the end of your voicemail. 
  • Tip #7: Be consistent. If you’re not already, make sure you’re working off of an actual script when you leave your messages. Or, better yet, record your voicemails ahead of time and use a tool like Rambl to drop them each time a contact doesn’t answer your call.  

Got another tip to add to this list? Reply to this email and tell us what’s been working well for you and your team lately. We’ll add it to an upcoming blog post and give you and your company a shout-out.

News Stories Worth Reading

Slack Launched ‘Actions’
This month Slack made it even easier for sales and success teams to plug into the other tools they use to boost productivity and manage projects. With Actions, you can now turn any Slack message into a follow-up or next step. Actions are available for Jira, Bitbucket, Asana, Zendesk, HubSpot, and more.

Drift Built a Help Center
The team over at Drift just launched their newest product—Drift Help. The free tool makes it easier for companies to build and automatically share support content with anyone who visits their website.

SnackNation Raised $12 Million
The snack delivery startup just raised an additional $12 million in a Series B to expand operations and further support their mission to bring healthier, tastier snack options to offices and hungry sales teams around the country.

Share your feedback!

We hope you enjoyed the first issue of Hacking the Sale. If the topics in this digest didn’t resonate perfectly with you, have no fear! Next week’s edition will bring you an entirely different batch of themes, tips, and stories aimed at helping you become a better sales rep or sales leader. 

If you have any feedback on this edition or want to send article or topics ideas our way, just reply to this email. Your feedback is greatly appreciated! 

// Rob Wormley and the team at Rambl

Rob Wormley

Rob Wormley

Rob has nearly a decade of experience as a successful growth and product marketer. His specialty is working with early-stage startups to create brand awareness, boost traffic, drive conversions, and build customer loyalty.
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