When teleprospecting, you will typically spend a lot of time talking with gatekeepers. But there are actually different types of gatekeepers, and knowing how they differ can help you figure out how to avoid them. Front-Desk Receptionist One of the more common gatekeepers you will encounter when teleprospecting is a front-desk receptionist. This person is usually [...]
There are some small things that you can do in your telemarketing script to improve your sales results. And one of those small things is to perform a soft takeaway at the beginning of the call. What is a Sales Takeaway? A sales takeaway, which we refer to as a soft disqualify, can be [...]
Getting around the gatekeeper can be one of the most difficult things a salesperson has to do when B2B cold calling. With that being such a large percentage, if you improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness, and we outline some tips [...]
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 in the form of rejection or a [...]
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 [...]
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. [...]
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 [...]