Inside Sales: Cold Calling Tips and Strategies

6 03, 2016

One of the Most Important Factors When Prospecting for Sales

By Michael Halper|2024-08-02T00:52:58+00:00March 6, 2016|Cold Calling, Inside Sales, Lead Generation, Qualifying Prospects, Sales Methodology, Sales Prospecting, Sales Tips|0 Comments

Even though prospecting for sales can be difficult, there are some small things that you can do to improve your results. One of those small sales tactics is to always keep in mind the concept of opportunity cost when deciding which prospects to spend your valuable time with. What is the opportunity cost? As a [...]

3 03, 2016

How to Have a Strong Mindset When Phone Prospecting

By Michael Halper|2026-07-11T15:13:10+00:00March 3, 2016|Cold Call Script, Cold Calling, Inside Sales, Sales Coaching, Sales Tips|0 Comments

Having the right mindset during phone prospecting can sometimes be the difference that takes you to the next level. In this video are some tips to help you improve your mindset. Increase Your Value Awareness When phone prospecting, you can receive a lot of negative feedback from prospects, ranging from outright rejections to simple [...]

1 03, 2016

How to Decrease Self-Doubt During Phone Prospecting

By Michael Halper|2024-08-02T01:06:54+00:00March 1, 2016|Cold Calling, Inside Sales, Sales Coaching|0 Comments

Phone prospecting can be challenging. There will be many highs and lows. This can be not easy on someone emotionally, making it easy to have an element of self-doubt lingering in your head while you are working the phones. It is critical that you find a way to manage this self-doubt, as it can have [...]

19 02, 2016

B2B Sales: How to Avoid Sounding Like a Salesperson

By Michael Halper|2024-08-03T05:36:57+00:00February 19, 2016|Cold Calling, Inside Sales, Sales Pitch, Sales Tips|0 Comments

When working in B2B sales, it can help to do what you can to not sound like a salesperson. Why Sounding Like a Salesperson Can Be Bad The reason that we make this suggestion is that when you are in B2B sales, you are going to face prospects that get sold to a lot. Every [...]

16 02, 2016

How to Get Connected When B2B Cold Calling

By Michael Halper|2026-07-11T15:24:28+00:00February 16, 2016|Cold Calling, Inside Sales, Sales Methodology, Sales Prospecting|0 Comments

It can be difficult to get prospects on the phone when B2B cold calling. Either the person you are trying to reach does not answer the phone, or you simply don’t know who to call. In this video, we outline a methodology for entering and navigating the organization of a business you are trying to [...]

30 01, 2016

Including Sales Role-Play in New Sales Hire Onboarding

By Michael Halper|2024-08-04T04:13:27+00:00January 30, 2016|Inside Sales, Sales Methodology, Sales Prospecting, Sales Training|0 Comments

One of the most essential elements to include in a new sales hire onboarding process is a step for sales role-play. This would consist of practicing sales scenarios before a sales hire is put into action. Decrease the Amount of Learning Through Trial and Error There is no way to teach a new sales hire [...]

10 01, 2016

Is It Possible to Develop Professional Selling Skills?

By Michael Halper|2024-08-04T04:35:51+00:00January 10, 2016|Inside Sales, Sales Methodology, Sales Training|0 Comments

There are many different opinions about whether or not someone can truly develop selling skills. Many believe that salespeople are born and that you either have the natural ability or you don’t. I personally don’t agree with that. I see selling as a skill that can be developed and improved regardless of your personality or [...]

9 01, 2016

Does It Help to Also Have an Inbound Call Script?
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Does It Help to Also Have an Inbound Call Script?

Does It Help to Also Have an Inbound Call Script?

By Michael Halper|2024-08-04T04:38:31+00:00January 9, 2016|Cold Call Script, Inside Sales, Sales Pitch, Sales Process, Sales Scripts|0 Comments

It can be easy to see that a cold call script is needed when making outbound calls and then feel that an inbound call script is not needed when receiving calls from prospects. Why We Feel This Way This is very understandable for two reasons. First, inbound calls, where a prospect calls you, are a much easier sales [...]

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 [...]