Inside Sales: Cold Calling Tips and Strategies

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 [...]

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 [...]

21 11, 2015

How to Effectively Use Voicemail as a Sales Prospecting Tool

By Michael Halper|2024-08-04T05:01:23+00:00November 21, 2015|Cold Calling, Inside Sales, Sales Methodology, Sales Tips|0 Comments

In this webinar, we look at the subject of what to do (and not do) with voicemail boxes when sales prospecting. Getting a prospect’s voicemail box is the most likely outcome. Prospects can be difficult to reach. You can call a prospect dozens of times, and it would not be crazy to get his [...]

13 09, 2015

Sometimes It Can Help to Have Warm Call Script Too

By Michael Halper|2024-08-06T02:15:56+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 it 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 [...]

5 09, 2015

Transforming Your Game with Effective Inside Sales Tips

By Michael Halper|2024-08-06T02:22:51+00:00September 5, 2015|Cold Calling, Inside Sales, Sales Objection Handling, Sales Pitch, Sales Prospecting, Sales Tips|0 Comments

Here are seven inside sales tips that can immediately improve everything you are doing. 1. Don’t sound like a salesperson Your prospects get sold to a lot. Their phone will ring all day with people like you trying to sell them something. Being aware of this could be used to modify how you approach them. [...]