The Sales Management. Simplified. Podcast with Mike Weinberg

Why the Phone Is Sexier than Ever and Puts a Person behind the Prospecting

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Feb 28, 2022

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ADVICE

Omni-Channel Prospecting

Use all available communication methods for prospecting, including social media.
Consider newer tools as supplements, not replacements for traditional methods like phone calls.

ANECDOTE

Email vs. Phone Call

Jiri Siklar coached a colleague to call a C-level decision-maker instead of emailing.
The colleague considered emailing easier but ultimately agreed to make the call.

INSIGHT

The Phone's Comeback

The phone is becoming a more effective sales tool because it's now less common.
This makes it refreshing and shows genuine effort, setting you apart from other sellers.

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If you or your team are charged with initiating sales conversations, creating new sales opportunities, and bringing in new business, then this cross-continent conversation is for you.

This episode is like no other! Mike was actually the guest on the Deal Podcast hosted by Jiri Siklar, a top-producing senior account executive for AWS based in Europe. Mike was so blown away with his Jiri’s sales brilliance and his philosophy on prospecting that he turned the interview around, started asking questions of Jiri, and received his permission to use excerpts of this powerful conversation in this episode.

Enjoy this power-packed dialogue as Jiri and Mike…

Discuss the #SalesTruth that everyone is sick of the LinkedIn “connect and pitch” approach and the constant cold outreach and spammy messages
Confront the nonsense from the #SocialSelling charlatans that everything in sales has changed, nothing that used to work is still effective, and the lie that the phone is dead or only deployed by dinosaurs
Reveal the reality that the telephone is sexier (and in many cases, more effective) than ever, and offers an amazing opportunity for sales hunters to stand out simply because so few sellers use it
Make the case that the most successful salespeople use ALL effective, ethical, and appropriate methods to prospect for new opportunities, and that newer tools and approaches are wonderful supplements to, not replacements for, traditional methods like the phone
Provide practical tips for picking up the phone and using voicemail effectively

More About Mike’s new friend:

Jiri Siklar was born in the Czech Republic, and currently lives near Vienna, Austria. He’s made quota 52 consecutive months and was the #1 salesperson is his region of Europe four straight years. His Deal Podcast (most episodes in German) has 10,000 listeners. Jiri will be joining Mike as a guest on The Sales Management. Simplified. Podcast in the near future.

Mike referred listeners to Episode 25: A Foolproof Framework to Guarantee Consistent Deal Flow and a Full, Healthy Pipeline

Dates and Details are now available for the May and October Supercharge Your Sales Leadership Events! If you’re ready to radically increase sales management effectiveness, these elite experience events are for you.