Why and How Telephone Prospecting is Coming Back to Life!

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Tibor is a sales leader who has led companies like Bell Mobility, Imperial Oil, Pitney Bowes to increase results and sell better. He is the co-author of an award-winning book and is recognized as ‘Top 30 Salespeople In The World’ by Forbes. Reuters listed Tibor in ‘50 Sales Experts And Influencers You Should Be Following in 2019’ and Top Sales Management Association voted him under ‘50 Most Influential People in Sales Lead Management’.

He was featured in our #Limitless Webinar Series on 13 November 2019 and the topic was ‘Why and How Telephone Prospecting is Coming Back to Life.’ The following were the key takeaways from this webinar.

Click here to watch the complete webinar recording –

Time-Stamped Show Notes:

[01:45] How do you perfect an elevator pitch?

[02:46] Do you have a ballpark number of calls that you should strive to make per week? 

[05:50] How can I get to a gatekeeper?

[06:36] How to pitch to a c-suite?

[09:51] How to follow up with the prospects without annoying them? 

In-Short:

Question: How do you perfect an elevator pitch? 

T.S: Yeah, I think the way you perfect it is you ditch it. I don’t think the elevator pitch has any value in sales in 2019. If you think about the concept of an elevator pitch, it implies that you have somebody who is a target. Whether they’re an executive or somebody in the middle of the pack, but somebody that you think is going to be a buyer.

Question: Do you have a ballpark number of calls that should strive to make per week?

T.S: I do but that’s because I arrived at it. I have a tool, and people can reach out to me, it’s a web to call the activity calculator. 

Question: How can I get to a gatekeeper?

T.S: Well you can get through by changing your attitude. So I think again, you know labels mean a lot. So I recommend that everybody go out and find Stu Huntington and get his two books, one, in particular, is get a meeting with anyone. 

Question: How to pitch to a c-suite?

T.S: I guess in whatever language they speak locally. You know they’re people, you know so I think you talk to them in that way. 

Question: How to follow up with the prospects without annoying them?

T.S: It’s a fine line. I think one of the ways to sort of balance it out that you don’t come across as being this too irritating person is to go across various modes of communication. 

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