The best-selling skills in the world mean nothing if you are not making the calls.

By Phil Whitebloom, Founder of BeenThere Consulting Service

Before reading any further, pause for a moment.

How many real sales calls did you make last week?

You can do this exercise now or wait until the end. Either way, do it.

Look back at last week. Then look at the week before that. Count the total number of real sales calls you made.

First, we need to define what counts.

What Counts as a Sales Call

· Face-to-face meetings with a prospect or someone who can connect you with a prospect

· Virtual meetings where you are speaking directly with the person

· Phone conversations with a prospect or connector

· Outbound calls where you leave a voicemail (if they do not answer, you must leave a voicemail)

· A personal email written directly to a specific individual about a situation or need that applies to them

What Does NOT Count

· Calling someone and not leaving a voicemail

· Campaign emails

· Automated emails

· Messages sent to general business addresses

Those are marketing activities.

They are not sales calls.

Now add up your total.

The number one sales problem I run into when working with field salespeople is this.

They are not making enough sales calls. Not even close.

Let me clarify who I am talking about.

I am not talking about inside sales roles. I am not talking about retail environments where customers come into the store.

I am talking about businesses that depend on field salespeople who must proactively contact prospects to create new customers.

In those situations, the number of outbound sales calls being made is often horrendously low.

I say that without judgment because I have been guilty of it myself.

You can study every sales technique in the world. You can attend every training program available.

None of it matters if the calls are not being made.

You must create a large number of prospect contacts if you want to make sales and achieve your revenue objectives.

No calls. No conversations. No sales.

If You Work for Someone Else

If you are not in business for yourself and you work for someone else, there is another reality.

Many bosses and companies track these activities.

If the number of outbound contacts is low and your sales numbers are low, the cause becomes very clear.

There are simply not enough sales calls being made.

Sales leaders look at activity levels, pipelines, and results. When those numbers do not line up, the problem becomes obvious.

If the activity is low and the results are low, the conclusion is straightforward.

Not enough calls.

Miss your targets long enough and the consequences become serious.

This is how salespeople lose their jobs.

Not because they lacked talent.

They simply did not make enough sales calls.

Make the sales calls. Everything else can wait.

How to Make Sure the Calls Get Made

Start by planning who you are going to contact.

Take an hour and write the list down all at once.

Include the name, the company, and the phone number or contact information you need.

Then start calling.

Your list can come from several places.

Sources for Sales Calls

· Your target client list that matches your ideal customer profile

· Lists provided to you that include prospects who match your target customer profile

· Your existing customers who may have additional needs or opportunities

Sometimes when I watch or listen to the weather reporter on the news, the forecast does not match what I am actually experiencing outside.

My thought is always the same.

The weather reporter should look out the window.

The same idea applies to sales.

Many of your best prospects may be outside your window, within a reasonable driving distance.

Get in the car. Drive around. Look at the businesses that are out there.

You may discover more potential customers within driving distance than you could ever call on.

Walk through the door. Find out who the correct contact person is.

Then follow up.

How Long Should You Keep Calling?

People ask me all the time,

“Phil, how many calls should I make before I give up?”

My answer is simple.

If someone was good enough to call once, they are good enough to call again.

And again.

And again.

You call until one of three things happens.

· They agree to a meeting, and you set it

· They tell you they want to buy something

· They tell you to stop calling

Until one of those things happens, keep calling.

For Business Owners and Sales Leaders

Here is a call you should make.

Call me.

When your sales team is missing its numbers, one of the first places to look is activity. In many cases, the issue is simple.

Not enough sales calls are being made.

This is exactly the kind of situation I help companies fix.

With more than four decades in professional sales and sales leadership, and more than $1.5 billion in sales, I have built pipelines, led sales teams, and coached sales professionals on how to create the activity that produces revenue.

I know what it takes to turn conversations into opportunities and opportunities into revenue.

And in many cases, these problems can be fixed very quickly once the right structure, expectations, and accountability are put in place.

So, here is the call to make.

Reach out and let’s have a quick conversation to get started.

👉Book a 15-minute session: https://calendly.com/beentherecs

We will review what is happening with your team’s activity and talk about the fastest way to get the right number of sales calls happening again.

Because when the calls start happening, revenue follows.

Want more sales? Make the calls.

Contact Information:

Phil Whitebloom

🏢Founder, BeenThere Consulting Services

📩 phil@beentherecs.com

🌐 https://beentherecs.com

📅 Schedule a conversation: https://forms.gle/346ZXKYfYqdbzqu19

📞 240-305-7149

📅 Schedule your Discovery Call here or scan the QR code below to schedule a conversation and explore what intentional coaching and disciplined preparation could look like for you and your team.

📖 Request Your Complimentary eBook Copy of The Sales Fixer here, or scan the QR codes below:

Have a topic you want me to cover next?

Email me at phil@beentherecs.com. I read every note.

Unlock the Secrets to Closing More Sales with “Handling Objections: Clues for Closing the Sale” by Phil Whitebloom

Are you tired of hearing “no” or struggling to close the deal? In Phil Whitebloom’s book, you’ll learn how to turn objections into golden opportunities to secure the sale.

Whether you’re new to sales or have years of experience, this book is packed with actionable insights that will elevate your approach to closing deals.

Here’s what others are saying:

Kelley Ridings says, “This book is a valuable resource! It opened my eyes to the psychology and problem-solving involved in sales. If you need to understand sales better, this is the book for you!”

Richard O., a successful small business owner for 35+ years, calls the book “a breath of fresh air” and says it’s packed with useful ideas for closing deals.

Brianna Hendley points out, “An objection is not a NO. It’s an opportunity to ask more questions and uncover your client’s true needs. A fun and impactful book I refer back to regularly.”

David Illig reminds us that everyone is a salesman in life, “Whether it’s a product, an opinion, or a point of view, Phil Whitebloom will guide you to a successful conclusion.”

Bryan Lilly describes the book as “a good tour of ideas and examples” that help you navigate different objections with key principles.

M.J. James highlights, “If you’re in a sales slump, this book will teach you how to embrace objections and turn them into catalysts for closing more deals.”

Anew Metabolic Health says, “Working with Phil has been life changing. After just one free discovery call, he helped me rebuild my entire presentation, and as a result, I converted each attendee into a paid consultation client. I now sell confidently without scripts or pressure, simply by providing genuine value. If you want someone who can transform your confidence and your sales process in an hour, Phil is it. Highly recommended.”

Don’t wait—level up your sales game and turn those “no’s” into “yes’s.” Get “Handling Objections: Clues for Closing the Sale” now and take the first step toward mastering the art of closing deals. Purchase here.

Listen to The BeenThere/SoldThat Podcast

Join Brianna Hendley of Achievant Business Coaching and Phil Whitebloom as they discuss practical strategies to enhance your sales and business skills. Get ready to achieve your goals and dreams! Listen here.

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Want to know what programs you can participate in to grow your sales and business? Go to https://BeenThereSoldThat.com and see what programs are available.