In the maze of corporate America it is sometimes very difficult to discover with whom you should speak. There could be multiple decision-makers or there could be only one decision-maker. And, of course, they’re never listed as “decision-maker” in the company directory.
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Archive for the 'Sales Teleselling' Category
If you are new to sales or just hate prospecting, then this article will help you. Over the last ten years I have learned what works and what doesn’t when it comes to prospecting over the phone.
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According to one of our dealer clients, his stores close 25% of call-in leads, and just 12% of online leads. I think that says a lot about having a good, old-fashioned, one-on-one interaction with a prospective buyer.
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Companies around the world are beginning to outsource telemarketing services to call centers for the first time. Here are some helpful ideas to make your outsourcing campaign successful.
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“I’ve seen my clients earn million dollar commissions from deals they started with a single cold call. The potential is limitless, providing you can simply dedicate yourself to the task,” says this top telemarketing speaker, customer service speaker, sales speaker, best-selling author, and sought-after keynote speaker at conferences and conventions, worldwide.
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We spend a lot of time talking about selling skills – the interpersonal skills needed to successfully close sales and generate business. However, sometimes the fault for poor or less than expected sales results lies not in the people skills of your reps but rather the sales process itself that has been set up.
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Telemarketing is an unbeatable tool used by business marketers for generating leads. However, most people do not see telemarketing calls in a good light as they are perceived as intrusive, badgering, and often, inconveniently timed. This attitude has developed because of the unprofessionalism exhibited by some telemarketers and inept management that pressurizes its executives to get results without considering long-term consequences.
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Telemarketing despite Do-No-Call registries is still a popular medium of generating leads for business marketers. However, businesses should not plunge into cold calling blindly unless they want more customers joining the Do-Not-Call registry listing. Measuring the success of telemarketing campaigns by quantifying calls rather than qualifying them is exactly where businesses need to make crucial changes.
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Do you believe that to close a sale you must ‘get in front of prospects?’ Why? Really. Have you ever asked yourself why? Do you tell yourself that you MUST have that eye contact?
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Although they share many qualities with sales calls, generating a lead or an appointment requires a thought process before the calls begin. Here are 4 points to consider.
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