Featuring Michael Pedone, Founder of SalesBuzz, and Gabe Larsen, Director of Consulting at InsideSales.com In this free 45-minute webinar + Q&A, Michael Pedone and Gabe Larsen will share proven tips & secrets that will increase your cold call voicemail callbacks today! Specifically, you'll discover: Why voicemails fail and how to fix it How to use email to get your voicemails heard Best practices to achieve more live conversations as a result of your voicemails

1. @GabeLarsen
Director of Consulting
InsideSales.com
COLD CALL VOICEMAIL
& EMAIL STRATEGIES
@MichaelPedone
CEO and Founder
SalesBuzz
Get More Contacts to Call You Back Today

2. ©2012
SalesBuzz.com,
L.L.C.
Presented
by
Michael
Pedone
President
/
CEO
of
SalesBuzz.com
In this online sales training program attendees will:
• Learn
Why
Voice
Mails
Fail
&
How
to
Fix
Them
• How
to
Use
Email
to
Get
Your
Voice
Mails
Heard

3. ©2012
SalesBuzz.com,
L.L.C.
Why Do Voice Mails Fail?
(Fail = Low Call Back to Message Ratio)

4. ©2012
SalesBuzz.com,
L.L.C.
Why Voice Mails Fail…
The sales person isn’t
prepared prior to picking
up the phone;;

5. ©2012
SalesBuzz.com,
L.L.C.
The sales person has no
understanding of the
objective;;
Why Voice Mails Fail…

6. ©2012
SalesBuzz.com,
L.L.C.
Why Voice Mails Fail…
The sales person has not
created a compelling
reason for call back;;

7. ©2012
SalesBuzz.com,
L.L.C.
Why Voice Mails Fail…
The sales person has not
rehearsed.

8. ©2012
SalesBuzz.com,
L.L.C.
There
are
at
least
two
types
of
Voice
Mail

9. ©2012
SalesBuzz.com,
L.L.C.
There
are
at
least
two
types
of
Voice
Mail
First
time
VM

10. ©2012
SalesBuzz.com,
L.L.C.
There
are
at
least
two
types
of
Voice
Mail
First
time
VM
Follow
up
VM

11. ©2012
SalesBuzz.com,
L.L.C.
OBJECTIVE
Every
Voice
Mail
has
its
own

12. ©2012
SalesBuzz.com,
L.L.C.
YOUR
VOICE
MAIL
OBJECTIVE
IS…
WHAT?
When
you
are
making
a
first
time
outbound
call…

13. ©2012
SalesBuzz.com,
L.L.C.
Your
objective
for
leaving a
voice
mail
is…
To get a call back -­ AND
advance the sales call;;
or to have the prospect willing to
take your call the next time you
call them.

14. ©2012
SalesBuzz.com,
L.L.C.
The Cold Call Template: Example 1
(Prospects Name), this is (Your Name) with (Your Company).
The reason for my call is I have an idea on how to possibly help you
avoid (specifics of common pain) and wanted to see if it would
make sense for us to have a quick conversation to find out more
about it.
I can be reached at 888-­123-­4567.
Again my name is (Your Name) with (Your Company) at 888-­123-­
4567.
Thanks (Prospect's Name)
Three
Voice
Mail
Templates
That
Increase
Call
Backs

15. ©2012
SalesBuzz.com,
L.L.C.
The Cold Call Template: Sample 1
(Prospects Name), this is (Your Name) with (Your Company).
The reason for my call is I have an idea on how to possibly help you
(avoid making over payments on property taxes and insurance
premiums while streamlining your asset tracking process) and
wanted to see if it would make sense for us to have a quick
conversation to find out more about it.
I can be reached at 888-­123-­4567.
Again my name is (Your Name) with (Your Company) at 888-­123-­
4567.
Thanks (Prospect's Name)
Three
Voice
Mail
Templates
That
Increase
Call
Backs

16. ©2012
SalesBuzz.com,
L.L.C.
The Referral Template: Example 1
(Prospects Name), this is (Your Name) with (Your Company).
I was speaking with (Referral Name) over at (Referrals Company
Name) regarding how we helped him/her cut/reduce/avoid
(common pain / concern) and he/she mentioned I should give you a
call to get your feedback/thoughts/opinion.
I can be reached at 888-­123-­4567.
Again my name is (Your Name) with (Your Company) at 888-­123-­
4567.
Thanks (Prospect's Name)
Three
Voice
Mail
Templates
That
Increase
Call
Backs

17. ©2012
SalesBuzz.com,
L.L.C.
The Competition Template: Example 1
(Prospects Name), this is (Your Name) with (Your Company).
We recently helped (competitor 1), (competitor 2) & (competitor 3)
avoid (common pain) while at the same time (desired benefit) and
wanted to see if this might be something you would possibly be
interested in knowing a little more about as well.
I can be reached at 888-­123-­4567.
Again my name is (Your Name) with (Your Company) at 888-­123-­
4567.
Thanks (Prospect's Name)
Three
Voice
Mail
Templates
That
Increase
Call
Backs

18. ©2012
SalesBuzz.com,
L.L.C.
Subject:
Voice
Mail
Mr.
Prospect,
I
just
left
you
a
voice
mail
regarding…

19. ©2012
SalesBuzz.com,
L.L.C.
Rehearse Your Voice Mail Pitch!
Reinforcement Workshop
Voice Mail

20. ©2012
SalesBuzz.com,
L.L.C.
QUESTIONS AND ANSWERS

21. ©2012
SalesBuzz.com,
L.L.C.
Thank you for attending today’s sales
training webinar.
If
you
have
questions,
please
feel
free
to
contact
us
at:
support@salesbuzz.com.
Thank
You
Online
Sales
Training
for
inside
sales
teams.
Presented
by
Michael
Pedone
President
/
CEO
of
SalesBuzz.com

22. AGENDA
• Cold hard facts about email and voice messaging
• Voicemail acceleration tool and associated benefits
• Email acceleration tool and associated benefits
• Q&A

24. 87%
61%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Email Text
Message Mobile
Phone Office
Phone Voicemail LinkedIn Instant
Messaging
Facebook Twitter Fax Video
Chat
61% OF EXECUTIVES SAY THEY ARE LIKELY TO RESPOND
TO VOICEMAIL AND 87% TO EMAIL

26. • Introduction
• Follow
Up
#1
• Follow
Up
#2

27. Personalize, Perfect, Professional
Messages
•18-30 second rule
•Remember ‘teasers’
•Leave Name & # Twice
•Reference other forms of comm

28. Avg Rep Spends 16 hours on VM
Per Month
• 52 calls per day
• 8 contacts per day
• 44 voicemails at 60 seconds

29. Measure the Effectiveness of VM
• 3%-22% response rates on VM

30. Voicemail Acceleration Tool
• Personalized & Professional Messages
• Save rep time
• Measure results

31. 87%
61%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Email Text
Message Mobile
Phone Office
Phone Voicemail LinkedIn Instant
Messaging
Facebook Twitter Fax Video
Chat
61% OF EXECUTIVES SAY THEY ARE LIKELY TO RESPOND
TO VOICEMAIL AND 87% TO EMAIL

33. Engagement Tracking
• Track sales email activity &
effectiveness
• Focus and prioritize prospects
• Respond quickly via engagement opens
1
links
2
visits
3
forwards
4
attachment
s
5
Vision™
by
InsideSales.com

34. Track Email Activity and
Effectiveness
• Best times (Day and Time)
• Make it personal and relevant
• Send to Multiple people
• Remember mobile phones
opens
1
links
2
visits
3
forwards
4
attachment
s
5
Vision™
by
InsideSales.com