Inside Sales: Cold Calling Tips and Strategies

16 02, 2016

Mastering B2B Cold Calling: A Methodology for Success

By Michael Halper|2024-08-03T05:40:16+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 [...]

8 02, 2016

How to Decrease Sales Staff Turnover and the Costs Associated

By Michael Halper|2024-08-03T05:51:42+00:00February 8, 2016|Inside Sales, Sales Coaching, Sales Management, Sales Training|0 Comments

Sales staff turnover is extremely costly to a business. Not only does it take a lot of money to recruit, hire, and provide sales training, but there is also a tremendous cost in terms of deals lost when salespeople are replaced, and new sales hires are ramped up and trained. The good news is that [...]

3 02, 2016

Improve Your Understanding of Prospects When B2B Cold Calling

By Michael Halper|2024-08-03T06:10:49+00:00February 3, 2016|Cold Call Script, Cold Calling, Inside Sales, Sales Coaching, Sales Tips|0 Comments

B2B cold calling can be tough. Not only is it tough to get sales prospects on the phone, but when you do, the prospect may end up being a little difficult or not completely friendly. The first step to improving your ability to deal with difficult or unfriendly prospects is to stop and try to [...]

1 02, 2016

How to Build and Maintain Mental Strength While Selling

By Michael Halper|2024-08-03T06:20:27+00:00February 1, 2016|Inside Sales, Sales Coaching, Sales Methodology, Sales Prospecting, Sales Tips, Sales Training|0 Comments

This video contains a webinar that focuses on helping you build and maintain mental strength while selling. The Profession of Selling Can Be an Emotional Rollercoaster This is an important topic because being a salesperson can be really tough. Regardless of how good you are or not, there are simply highs and lows. Deals [...]

30 01, 2016

The Best Ways to Respond and Get Around Sales Objections

By Michael Halper|2024-08-03T06:40:19+00:00January 30, 2016|Inside Sales, Sales Objection Handling, Sales Objection Rebuttals, Sales Tips|0 Comments

We delivered a sales training webinar on sales objections. In that webinar, we outlined three ways to respond to objections, as shown in this video clip. Here are some quick notes on your three options for sales objection responses. 1. Comply with the Sales Objection The first option for responding to sales objections is to comply, basically [...]

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 [...]

23 01, 2016

One of the Worst Sales Questions to Ask When Prospecting

By Michael Halper|2024-08-04T04:21:20+00:00January 23, 2016|Cold Calling, Inside Sales, Qualifying Prospects, Sales Prospecting, Sales Questions, Sales Tips|0 Comments

It is critical to ask sales questions when you are out there selling. But the difference between being a good salesperson and consistently overachieving is asking the right questions. Let’s look at one of the common sales prospecting questions that many salespeople think is good, and we will show you why this is one of [...]

21 01, 2016

Avoid Asking the Wrong Sales Questions When Selling

By Michael Halper|2024-08-04T04:25:37+00:00January 21, 2016|Inside Sales, Qualifying Prospects, Sales Management, Sales Pitch, Sales Questions|0 Comments

Most salespeople do not ask enough or the right sales questions. While this is not good and can negatively impact sales results, it is actually very understandable for a few reasons. Companies Don’t Train Salespeople to Ask the Right Sales Questions If you looked at most new hire sales training programs, you would see most [...]

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 [...]