Learn how sales pros get anybody on the phone. Think about all the start-ups that just limp along for 1-3 years before ultimately failing. Because they couldn't get the right investor on the phone, or they couldn't get the right customer on the phone. Or they couldn't get the right supplier on the phone. I pulled together some slides about how to get anyone on the phone. Based on the same strategies I use every day.

1. How to Get Anybody on the Phone

2. Remind yourself why you want to get
someone on the phone

3. Where my strategy comes from
• Selling local & long-distance telecommunications
services for MLM program
• Selling $25M+ companies to investors and other
larger companies at investment bank
• Selling 3 different products in three different
industries at three different failed startups
• Selling legal software to massive companies that get
sued a lot

4. Get to Anybody!
6 Specific Strategies for Getting Anybody on the Phone

5. Know who you want to call
• I call General Counsels at companies with revenue
greater than $100M, within the government,
technology, energy and healthcare sectors,
headquartered in either Canada or North America.
• I call female mom’s with kids.

6. Do enough information gathering
• You need their name, company, job title, phone
number, email, location, skills, expertise, interests
and source
• Company website, LinkedIn, Rapportive, Data.com,
Hoovers, Crunchbase, AngelList
• Put all of these data points in a CRM to quickly
reference on your call

7. Write more detailed notes in CRM
• Salesforce.com, CapsuleCRM, Pipedrive, BaseCRM,
Contactually
• Make note of all pertinent details about person and
info from calls. Notes don't have to be long. Less
than 3 sentences, use abbreviated words.
• Makes notes while you are on the call. I use pen and
paper then add the notes into Salesforce.

8. Make calls with a clear strategy
• I set my call strategy based on the source of the lead
and their response to my efforts.
• Example of high priority inbound lead:
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–
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–
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Day 1: make immediate call, and send email
Day 2: make second call
Day 3-4: make third call
Day 5-7: make fourth call, and send email
Day 8-10: make fifth call, and send email
Day 11: make sixth call, and LVM

9. Get assistants to trust you
• The best way to get assistants to trust you, is to
TELL THE TRUTH.
• I surveyed all the assistants at my previous
companies. And they all said, the people they help
are those who are HONEST about their intentions.
• Ask them qualifying questions to save time.

10. Find someone else "
more accessible to refer you
• When you can’t reach someone, call their co-worker
or friend. After you speak with them, then you can
say, “ ____ referred me to you.”
• Referrals are the most powerful sources of leads.
Sometimes you have to go looking for them.
• Even after you get hung up on.

11. Even when you put simple strategies
together, it’s still hard
• Know who you want to call
• Do enough information gathering
• Write more detailed notes in CRM
• Make calls with a clear strategy
• Get assistants to trust you
• Find someone else more accessible to refer you
Now you can GET ANYBODY on the phone!