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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Why Aren't Prospects Returning My Calls?

Posted by Jamie Shanks on Jan 15, 2013 6:24:47 AM

So you've been trying to track down that dream "future client" - you call, email, voicemail, call, email, voicemail... nothing? What is going on? Are all the decision-makers at some secret tradeshow...for weeks at the same time?

You have most likely felt this before. You begin questioning your product, the market, and of course… YOURSELF. There is nothing more demoralizing than felling in limbo. You’d almost rather a NO, just so you can get into a conversation as to “why no?”


Reasons Why Future Clients Are Not Returning Your Calls

(It may be one or all of these challenges)

  • As Jill Konrath - @jillkonrath would call "crazy busy professionals". They don't have time to look at new solutions.
  • As Craig Elias - @craigelias would call "Path Dependency". They are happy with Status Quo -and a cold call is not going to create a shift in their thinking.
  • You aren't providing a compelling reason to talk. You don't appear to add value because you call and ask "Are you looking for XYZ product?"
  • If this sounds familiar, you aren't alone. Challenges with lead generation campaigns is the most common complaint from B2B sales professionals. But the really question is, what are you going to do to solve this challenge? Since you know getting a CFO into an intelligent conversation is difficult, and cold calls/emails haven't work...what are your options?

    It’s been said that the definition of insanity is doing the same thing over-and-over again but hoping for a different result. STOP the insanity!

    A solution that's truly changing the sales community is Social Selling. Social Selling using LinkedIn, Twitter and other Sales 2.0 tools to leverage social conversations - all to drive business opportunities.

    Need more proof? Here are a few stories for you to download

    1. Are you a business development sales rep? Meet Tony Chandler – Social Seller

    2. Stop your excused - meet a new sales rep "Social Selling Rockstar"

    3. The “like” that generated a 2 ½ years client engagement

    The bottom line:

    There are virtually hundreds of other helpful tip and strategies – so if you are serious about your sales career, it’s time to get serious about LinkedIn. Check out our recent guide with 42 LinkedIn Tips co-development with Kenneth Krogue of Inside Sales .

    Find the topic of Social Selling interesting? Click Here to book a time in my calendar to explore further!

    9-step-thumb10-step-book 10X Rule Lets_talk_social_selling

Jamie Shanks

About the Author

Jamie Shanks is a world leading Social Selling expert, responsible for pioneering the space. Jamie Shanks has trained 1,000’s of sales professionals from Fortune 500 companies to solopreneurs.