Every week I get one or two calls from windshield replacement companies I’ve used. They go like this: “Hi, I’m sure you have chips in your windshield…, blah, blah, blah.”. I’ve come to hate those calls. HATE them. And I won’t use any of them in the future.
To use scripts or not to use scripts. That is the question. We get feedback all of the time on the effectiveness of scripts. Why would a company use them? How should they be implemented? Why do they always have to sound so, well, scripted?
Nothing says I don’t care quite like sending out an email to a prospect that shows you have no idea where they are in the buying process and you don’t really care to figure that out.
Wouldn’t it be nice to know exactly when every one of your prospects opens an email without having to send a read receipt? How beneficial would it be to your follow up calls to know exactly when a prospect clicked on a proposal, contract or SOW?
On average think about how much time you spend writing and sending emails in a week? If you are a sales representative thinking about how large that number is might make you want to curl up under your desk.
Aligning sales and marketing is much more than just team lunches and dress up days at work; it’s about getting the two teams in the same room to prioritize objectives and combine forces to track performance.