Voice-Mail – The Original Inbound Appointment Machine

By Tibor Shanto
I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine. The ones that do best are the companies where the leaders understand that they need their people using all tools available to them, not cherry pick the ones they like while ignoring the ones they don’t hate, like the phone. While e-mail and social selling may seem a bit less bruising, they work best when combined with the phone not when they are used to mask people’s fear of the phone. The best results happen when salespeople used a combination of telephone, e-mail and LinkedIn, consistently better than any other permeation.
The challenge for most organizations is the lack of phone skills in general and a total inability to deal with one of the most common and best tools available