Pipelinelab

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@TheSalesBull1 Agree. “Send me an email” is a soft no. Lock a next step or move on.

You’re losing deals every day Because you think ‘send me an email’ signals interest It actually means you failed It means you rolled over and put the ball in their court People think ‘at least they didn’t say no’ But ‘send an email’ is much worse than a no At least someone telling you no at least respects your time The only thing that moves the needle in call booking is a result Why do they have time to read an email but not 20mins to speak with your Account Executive? Never leaving a call without next steps locked in is Sales 101 And what’s locked in about an email they won’t read? They want more information? Then they can get that information on a call They want time to think about it? Then you didn’t do your job You’re asking them to turn up to a meeting not sign a mortgage Email isn’t a next step it’s a failure on your behalf ‘Callbacks’ are almost as bad Show me a SDR’s dairy full of ‘callbacks’ and I’ll show you an SDR on the road out of his job Dead pipeline Dead career pathway But they ‘feel busy’ Pathetic Force a result - not pushy for a yes but pushy for a decision Say it like you mean it: “If you’re interested enough to read an email let’s just book the call” Refuse a call back request “The thing is Mr Prospect I’m not free at 11am tomorrow, but the AE is. I’ll just book you in with them directly” The way to sniff BS on the email objection is that if they had a real appetite for more information they’d ask you for it They’d ask a buying question or ask for technical information But don’t get confused - these should just end up in a booked call too An email leaves them in control and you sat around with your dick in your hand hoping they call you back ‘I’ll call them and make sure they’ve read it’ Don’t bother They didn’t read it because they don’t respect you This is short cycle sales lads If you’re in enterprise you can stop reading But in short cycle sales we don’t manage leads We force decisions There’s a prospect born every minute People are more scared to lose an opportunity than to gain one - make it clear you’re willing to take the meeting away if they don’t deserve it Strong SDRs understand this because they believe in their pitch Week SDRs hide behind emails Don’t send an email Don’t accept a call back This is a game This is a dance Be the man and lead it

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