Smart Calling, Email Signatures, How to Run Better Weekly Sales Meetings

Dive into the seventh issue of Hacking the Sale


Smart calling

In sales, phone calls still matter—what’s changing is how and when you make them. For many sales organizations, the concept of cold calling has, over time, evolved into what’s now known as smart calling.

The strategy behind smart calling is pretty simple. Instead of calling people that you’ve never interacted with before and hoping to drum up potential interest or sales, you incorporate calling into a more intelligent and intentional engagement sequence. You send an email, then you call. You meet at an event, then you call. You watch for email opens or link clicks, then you call. You view a profile or connect on LinkedIn, then you call. You pre-qualify ahead of time, then you call. 

With smart calling, you warm up leads in other ways before making the call, you segment leads and make prioritized calls based on interest and engagement activity, and you leverage prospect data ahead of time to pre-qualify, prepare for calls, and have better conversations. You invest in sales tools that help you personalize, automate, segment, capture data, and learn. 

What do you think? Are you set up to make smarter calls? How has it been working for you? What tools and processes do you have in place? Reply to this email and send me your thoughts on cold calling vs smart calling.

Email Signatures as Sales Tools

Are your email signatures optimized for conversions? If you’re only including the same standard information in your signature that everyone uses (name, title, phone, company, MAYBE website URL), you’re missing out on a unique way to capture attention and nurture leads.

This month, take your email signature to the next level by adding a relevant or timely call-to-action that your email recipients can interact with. For example, your CTA message could link people to:

  • A video you want them to watch
  • A landing page you want them to visit
  • A white paper you want them to download
  • A social profile you want them to follow
  • A webinar you want them to register for
  • A time-sensitive offer or marketing campaign

Need help building a conversion-driven email signature? Check out these tools from HubSpotDrift, or Wisestamp

SALES GLOSSARY: Discovery Call

A discovery call, also known as a qualifying call, is one of the first calls you have with a potential customer. The purpose of a discovery call is to learn more about their challenges and pain points, build rapport and trust, and determine whether they would be a good fit for the product or service you're selling.

Solving the Burnout Problem

 Planet Money is a podcast series about work and the economy from NPR.

In episode 740 of the series, hosts Noel King and Stacey Vanek Smith dig into a problem that a lot of companies these days have to deal with: employee burnout. 

The hosts explain early in their podcast that the concept of burnout was originally coined by a man named Herbert Freudenberger. Freudenberger was one of the first people to describe the symptoms of exhaustion professionally and conduct a comprehensive study on burnout. Eventually, he wrote a book on his findings and the concept caught on. Today, it’s a problem that can exist in workplaces everywhere. 

The hosts also talk with Leah Potkin, Director of People at SpotHero, about how she helped battle burnout with her team of call center representatives. Here are some examples of things she did:

  • Hired more employees to take people’s workloads down from a hundred calls a day to more like 60 calls a day.
  • Referred to call center employees as heroes. 
  • Organized a whole bunch of social events – bowling, happy hours, pizza lunches, a talent show for her team. 
  • Converted a space in their office into a Zen Den for employees to use when they need to reset. 

It’s a good episode to listen to if you’re feeling like your team is in a bit of a slump, or if you simply know that burnout exists and you’d like to be more proactive about preventing it. 

Want to read the transcript instead? Click here.

How to Run Better Weekly Sales Team Meetings

Want to make the weekly meetings you have with your sales team more efficient and effective? Keep the following 6 tips in mind:

  1. DEFINE THE PURPOSE – Start by making sure you understand what the purpose of the meeting actually is. There’s no point in having a weekly meeting unless you and your reps know what it is that you’re actually trying to accomplish.  
  2. SET A CLEAR AGENDA – Go into every meeting with a clear agenda set. If possible, send your agenda to the team ahead of time, or include it in the calendar invite. Doing so will help keep you and your team focused and accountable during the meeting. 
  3. START AND END ON TIME – Keep meetings productive by starting and ending on time. It will force you to stay on topic, and it also shows your team that you respect them and their time. 
  4. RECOGNIZE PERFORMANCE – Give praise to those people on your team who deserve it. Keep things competitive by going through a leaderboard or weekly sales tracker. 
  5. ENCOURAGE DISCUSSION – Allow time for discussion by building it into your agenda. Don’t let people (yourself included) go on tangents or get too distracted. Help your team understand that you want their feedback and that there will always be time set aside in each meeting for discussion. 
  6. BE SPECIFIC WITH TRAINING – Use specific calls, emails, and stories from the previous week to guide you in deciding which training topics or opportunities to cover in your next team meeting. Be specific and give actionable advice to your reps on how to improve. 

To learn more about how to run successful sales meetings with your reps, check out these resources:

News Stories Worth Reading

The 23 Most Highly-Rated Sales Books of All Time
Looking to level up your sales skills? This resource from HubSpot offers a list of 23 books every sales rep or sales leader should read. It includes classics like Think and Grow Rich and The Little Red Book of Selling, and newer books like The Challenger Sale and To Sell is Human

Looking to Scale Your Sales? Seven Bullets to Dodge
Looking to ramp things up at your startup? In this article from First Round Review, entrepreneur and investor Gabriel Luna-Ostaseski fills readers in on the seven bullets your team needs to dodge in order to be successful in your efforts to scale.

Share your feedback!

We hope you enjoyed the seventh issue of Hacking the Sale

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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