Inside Sales: Cold Calling Tips and Strategies

14 12, 2015

How to Trial Close Prospects Every Time You Speak With Them

By Michael Halper|2024-08-04T04:46:37+00:00December 14, 2015|Inside Sales, Qualifying Prospects, Sales Coaching, Sales Methodology, Sales Questions, Sales Tips|0 Comments

If you want to become a better closer, you should trial close your prospects in almost every interaction with them. Trial closing is performing a test close. You do this by checking in with the prospect and asking questions to see where their head is and if you are heading in the right direction. Here [...]

5 12, 2015

Social Selling: How NOT to Use Social Media for Sales Prospecting

By Michael Halper|2024-08-04T04:48:55+00:00December 5, 2015|Cold Emailing, Inside Sales, Sales Prospecting, Social Selling|0 Comments

Everybody talks about how to approach social selling. We want to take a minute here to discuss how not to use social media as a sales prospecting tool. Before we get into what not to do, let’s outline two key principles: We are all trying to sell something. Just about everybody you connect with and [...]

13 09, 2015

Sometimes It Can Help to Have Warm Call Script Too

By Michael Halper|2026-07-21T02:00:03+00:00September 13, 2015|Cold Call Script, Cold Calling, Inside Sales, Sales Prospecting, Sales Scripts|0 Comments

I was doing some warm calling this week, and since I was calling people who had just attended my webinar, I felt confident and did not need to use a warm-call script. It is easy for all of us to feel like this and that you can just “wing it.” Well, I ended up on a call that [...]

24 01, 2015

Whatever You Do, Don’t Sound like a Salesperson

By Michael Halper|2023-10-25T10:47:00+00:00January 24, 2015|Communicating Value, Inside Sales, Lead Generation, Sales Coaching, Sales Methodology, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

When you are cold calling a prospect, the contact will have their guard up at a medium level when they answer the phone. Everything that you say will either increase or decrease their guardedness. If you can simply improve your ability to not trigger their guard so that it either stays level or decreases, you [...]

15 11, 2014

How to Have “Business Conversations” When Sales Prospecting

By Michael Halper|2023-10-27T08:02:26+00:00November 15, 2014|Communicating Value, Inside Sales, Lead Generation, Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

There was a point in my sales career when I sold enterprise software and the message coming down from my management was to have “business conversations” when you are sales prospecting. This was actually a really good directive from the top as what they were saying was to get away with talking about products and [...]

10 08, 2014

Establish Momentum When it is Time for Phone Prospecting

By Michael Halper|2023-10-31T05:32:31+00:00August 10, 2014|Cold Calling, Inside Sales, Lead Generation, Sales Prospecting, Sales Tips, Telemarketing, Telesales|0 Comments

Phone prospecting is something that most of us do not look forward to. But at some point, it has to be done. Here are some quick tips to help you power through that mental resistance. Schedule time for prospecting Prospecting over the phone is likely just one of the many things that you need [...]

29 01, 2014

Cold Calling Techniques: 9 Easy Steps to Improve Results

By Michael Halper|2024-08-10T01:25:52+00:00January 29, 2014|Cold Call Script, Cold Calling, Inside Sales, Lead Generation, Sales Coaching, Sales Prospecting, Sales Tips, Telemarketing, Telesales|0 Comments

Here are 9 cold calling techniques that are easy to implement and can help you to immediately improve your results. 1. Focus on the right goal It is very easy for us salespeople to “always be closing.” But what are you trying to close when you are on a cold call? Don’t try to [...]

27 08, 2013

Simple Steps to Make Your Phone Script More Powerful

By Michael Halper|2026-07-18T09:30:03+00:00August 27, 2013|Cold Call Script, Cold Calling, Inside Sales, Sales Pitch, Sales Prospecting, Sales Scripts|0 Comments

In order to make your phone script more powerful, you can do some very simple and clear things. 1. Confirm availability Include language that confirms the prospect is available to talk to you for at least a couple of minutes at the beginning of your telephone script. By confirming the prospect is available, it [...]

19 06, 2013

Learn From A Sales Email Example: Templates You Can Use

By Michael Halper|2024-08-12T03:20:30+00:00June 19, 2013|Cold Emailing, Inside Sales, Lead Generation, Sales Coaching, Sales Pitch, Sales Prospecting, Sales Script Examples, Sales Scripts|0 Comments

Having a sales email example to use as a guide can often help when performing sales prospecting. As we move on to look at examples, it is important to point out that there are actually a few different types of sales emails that can come up when prospecting. Pre-Call Sales Email One effective way [...]

4 06, 2013

Discover What a Sales Playbook Is and How to Benefit from It

By Michael Halper|2024-08-13T02:19:16+00:00June 4, 2013|Cold Call Script, Cold Calling, Inside Sales, Qualifying Prospects, Sales Prospecting, Sales Training|0 Comments

It can be one of the first steps that a sales manager can take in getting to the next level, identifying just exactly what is a sales playbook. We’ll discuss just what a sales playbook is as well as some benefits of using one in this article. What is it? Thinking about a playbook [...]