Comments on: To Phone or Not to Phone, There Is No Question

By: Sy Nayman

Sy Nayman — Thu, 16 Jul 2009 18:04:34 +0000

We have been pressing the “pounce” idea in support of marketing/sales process evolution. Initial attempts at Pouncing have produced 1 consistent outcome: our contacts actually remember having interacted with our content. This is important because the phone call + our Web collateral has more impact than mere files in a directory or just another video experience. Additionally, the phone sales person has slightly more justification to stay in the ring on the call vs. calling against a forgotton incident.

By: Daniel Kuperman

Daniel Kuperman — Tue, 14 Jul 2009 13:53:18 +0000

Right on the money, Craig. Especially if you are not selling through your website (the prospect isn’t going to add something to the shopping cart and purchase right there), unless someone talks to him/her, no sale will happen.

Often times we get a lead and when our sales rep calls, he discovers other players, influencers, decision makers, etc. that are involved in the project. This gives the rep more insight into how to conduct the process. Hoping that marketing will keep generating leads and that those will close by themselves without a phone call is ludicrous.

With the amount of SPAM people get in their email inboxes, email marketing is not as effective as it once was. The sheer number of messages hitting those prospects is incredible so the phone becomes a differentiator. Unfortunately very few people are effective at selling over the phone, but this is another debate entirely.

By: Lenny Borchers

Lenny Borchers — Wed, 01 Jul 2009 20:14:53 +0000

I’ve been watching the POUNCE debate for a week now, and as one of the guys Mike has on the phones all day breaking down doors, I can tell you that the phone IS THE FRONT LINE. Yes, phones are harder and harder to get picked up, but when you do, you have that person captive for a short period of time — but they can’t hide behind an email, they have to listen and respond.

ps. Phone Veteran Tip of the Day - having someone hang up on you means nothing. Do yourself a favor and before you mark them unqualified, wait a week or three and dial them again. 80% of the time they don’t even remember you called them before.

By: Jeff Ogden

Jeff Ogden — Wed, 01 Jul 2009 16:08:42 +0000

Great post, Craig. As I’ve long preached, there is nothing like the tone and interactive nature of the phone for building relationships.

I say the phone should be used for two purposes:
1. Building relationships — including voicemails.
2. Refining and updating data

Jeff