Why Aren’t Prospects Returning My Calls? – by Jamie Shanks

So you’ve been trying to track down that dream “future client” – you call, email, voicemail, call, email, voicemail… nothing?  What is going on?  Are all the decision-makers at some secret tradeshow…for weeks at the same time?

You have most likely felt this before.  You begin questioning your product, the market, and of course…YOURSELF.  There is nothing more demoralizing than felling in limbo.  You’d almost rather a NO, just so you can get into a conversation as to “why no?”

There are a few reasons why future clients are not returning your calls.  It may be one or all of these challenges:

1. As Jill Konrath@jillkonrath would call “crazy busy professionals”.  They don’t have time to look at new solutions.

2. As Craig Elias@craigelias would call “Path Dependency”.  They are happy with Status Quo, and a cold call is not going to create a shift in their thinking.

3. You aren’t providing a compelling reason to talk.  You don’t appear to add value because you call and ask “Are you looking for XYZ product?”

If this sounds familiar, you aren’t alone.  Challenges with lead-generation campaigns is the most common complaint from B2B sales professionals.  But the really question is, What are you going to do to solve this challenge?  Since you know getting a CFO into an intelligent conversation is difficult, and cold calls/emails haven’t worked…what are your options?

It’s been said that the definition of insanity is doing the same thing over-and-over again but hoping for a different result. STOP the insanity!

A solution that’s truly changing the sales community is Social Selling.  Social Selling using LinkedIn, Twitter and other Sales 2.0 tools to leverage social conversations – all to drive business opportunities.

Need more proof? Here are a few stories for you to download:

1. Are you a business development sales rep? Meet Tony Chandler – Social Seller

2. Stop your excuses – meet a new sales rep “Social Selling Rockstar”

3. The “like” that generated a 2 ½ years client engagement

The bottom line:

There are virtually hundreds of other helpful tip and strategies – so if you are serious about your sales career, it’s time to get serious about LinkedIn. Check out our recent guide with 42 LinkedIn Tips co-development with Kenneth Krogue of www.insidesales.com.


Jamie Shanks is one of North America’s leading Social Selling experts.  This stems from inside sales and lead generation as Jamie’s passion, having grown sales teams for the last 9 years.  Jamie has built Social Selling training programs and models in nearly every technology sector, ranging from start-up to Fortune 500s.  Jamie began his sales career at CRESA Partners, building a real estate portfolio from scratch.  These business development fundamentals helped Jamie become the Director of Sales at two SaaS software companies – Captive Channel Corp. and Firmex Inc., again building from infancy to profitability.  After proving great success at Firmex, Jamie decided to help other technology companies build inside sales/Sales 2.0 models under his company Shanks Group Inc.  Jamie merged Shanks Group Inc. with Sales for Life to form Canada’s leading Social Selling agency.  Jamie is also the Toronto chapter President of the American Association of Inside Sales Professionals.

Jamie holds a Bachelor of Commerce from the University of Ottawa, and a Masters of Business Administration from the University of South Australia.  CLICK to email Jamie directly.   Book a meeting with Jamie – CLICK HERE.


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