Getting the Inside Sales Callback: The Outbound First Impression That Earns Trust Will Earn Sales

The ability to reach busy executives by phone or email has become a substantial problem in inside sales. Unless you are able to cultivate immediate interest on the phone, the effort can seem fruitless. Gatekeepers refuse to send you through, and the sound of a slamming phone can be demoralizing. Worse yet is when your outreach is completely ignored.

Are you one of the frustrated inside sales representatives trying to catch a break? Consider creating your own break: Break the old habit of blind dialing for dollars or sending uninspiring email.

Embrace the new era

We reached the era of social selling a while ago. It has been tested and proven to work exceedingly well for inside sales professionals. The reasons are several:

  • You get a sense of style and purpose of the people you wish to reach.
  • Profiles may be found online.
  • Further research is at your fingertips.

“Calculated risk plus creativity fast-tracks progress.

Two to tango

Tango dance partners each have their own unique style, yet they adeptly meet in the middle of the dance floor. Similarly, the inside salesperson and prospective client need to find the single thread to pull them together. Research must be done.

The New Dance Step: Twitter + LinkedIn


You can find most business people on Twitter today. They tend to communicate in a more open style on this platform. Pictures, motivational and inspirational quotes, plus helpful insights about one’s work comprise the majority of posted sentiments.

Search for the person’s profile page to quickly review the types of things they post. This will give you an insight as to their personality. Upon finding the messages you enjoy, retweet them. Next, message the person that you particularly liked their tweet along with the reason why this is so. This engagement can grease the wheels for future inside sales conversations on the phone, email or elsewhere. It also gives you additional things to discuss – a common ground to start the conversation.


Inside sales reps were handed a gift with LinkedIn. Those who are serious about business have their profile posted. You can quickly read about their work history, outside endeavors – valuable context to add to any conversation – and find their contact information.

Send an invitation to connect. Keep the message very short. State what caught your attention about their work. Once your invitation is accepted, send another short message expressing that you have an idea that may be mutually beneficial. To make it easy, offer a choice of dates and times to connect live.


In today’s social age, you need to add new popular communications channels to your repertoire of selling tools. While not everyone will agree to connect and speak with you, the percentage will be far higher if you’ve done your research and have explored all channels.

Your inside sales brand in action speaks louder than words. As your brand becomes known via marketing and posting, you will be able to attract further interest in your services.  Opportunity will start to find you.

Following these guidelines will lead you to the Smooth Sale! (
Elinor Stutz
Elinor Stutz

Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences and authored three books: The International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and her second best-selling book is “HIRED!” Her third book, Stutz’ third book, “The Wish: A 360 Business Development Process to Fuel Sales”, provides a comprehensive plan for building a worldwide audience. announced Stutz as a Top 1% Influencer. CEO World Magazine named Stutz as one of “The brightest sales minds to follow on Twitter”. Stutz was featured on the cover of the March 2015 Sales and Service Excellence e-Magazine. NowISeeIt and BizzHum both named the Smooth Sale Blog as one of the “Top 100 Most Innovative Sales Bloggers.” Stutz consults and speaks worldwide.

Deskphone with Vonage logo

Talk to an expert.

UK free phone number: 0330 808 9348