Leading Results Rambings

JUNE 24, 2013

I was probably a prospect for both the pest service and the alarm company. Make the time and create the processes to train your staff. Customer Service Rants Sales brochures business cards lost sales Sales training telemarketing calls' So please. And I am a customer of the first vendor mentioned. First impressions count.

Training 89

Training Telemarketing Vendor Trends 89

MTD Sales Training

MAY 23, 2012

Gatekeepers train to recognize all kinds of sales people, from the undertrained, smile and dial telemarketer to the high-level stockbroker. Then, after speaking to hundreds of prospects, you know exactly what you are going to say. Sean McPheat MTD Sales Training. You cannot be perfect. Happy Selling!

Gatekeeper 260

Gatekeeper Decision Maker Telemarketing Negotiation 260

SBI Growth

JUNE 14, 2013

Despite this, two VPs told me they planned to increase telemarketing headcount. This 2 day training event will produce real results": You hire the expert from a fancy Sales Enablement firm. Training events that lack post-event reinforcement seldom see results. Don’t let training be an isolated incident.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation 326

MTD Sales Training

JANUARY 23, 2012

Such was a primary tool of sales people, in particular telemarketers, years ago. While not exactly a throw-up tactic, many still believe it is best to know all you can know about your product and prospect, and then just go in and let the sales interaction flow impromptu, directed by the prospect’s interests. MTD Sales Training.

Telemarketing 271

Telemarketing Fashion Exact Education 271

MTD Sales Training

SEPTEMBER 18, 2012

In today’s world of e-prospecting, social media marketing, texting and sophisticated electronic communication, it seems picking up the telephone is becoming a lost art. The fact is that while the sales call paradigm has changed, as did the prospective buyer, so has the meaning and stronghold of Phone Phobia. MTD Sales Training.

Cold Calling 291

Cold Calling Telemarketing Face-to-face Social Media 291

Mr. Inside Sales

DECEMBER 4, 2019

I’ll sound like a telemarketer,” he said. “I I have to go with the flow because each prospect is different,” he persisted. There are a lot of great sales training books, CD’s, and courses you and your team can take advantage of to get better. John thought he knew better. John didn’t believe in using scripts. So, he didn’t.

Face-to-face 157

Face-to-face Inside Sales Telemarketing Gatekeeper 157

Mindtickle

JANUARY 19, 2021

Gopkiran “Gop” Rao, Chief Strategy and Marketing Officer at MindTickle, recently joined Matt Benelli, Managing Director at Sandler Training, on the ACTivation Nation podcast. Each interaction is a potential revenue moment so people need to be trained and know how to apply their skills in each moment. Everyone is now a seller.

Face-to-face 95

Face-to-face Telemarketing Distribution Vendor 95

Mr. Inside Sales

APRIL 10, 2017

Some obviously get the importance of having a standardized, best practice approach set of scripts to train and measure their reps against, while some others don’t think their reps should use a script. They think they’ll sound too much like a telemarketer or that their sale is too “consultative” for them to follow a script.

Telemarketing 124

Telemarketing B2C Microsoft Sales Qualified Lead 124

Pipeliner

SEPTEMBER 30, 2024

Glenn explains that traditionally, inside sales teams focus on qualifying prospects for outside sales representatives. In the context of Software as a Service (SaaS), this often involves Sales Development Representatives (SDRs) or Business Development Representatives (BDRs) who handle outbound prospecting and inbound lead qualification.

Inside Sales 52

Inside Sales Video Lead Rank Lead Scoring 52

Pointclear

NOVEMBER 27, 2017

Six months into the situation three new reps had been hired; two were in the field only a month and one was finishing training. Training took about four weeks even with experienced salespeople. The sales manager went from new territory to new territory, training and trying to boost the new reps’ closing rates.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

MTD Sales Training

NOVEMBER 14, 2011

That big smile projects the image of the stereotypical telemarketer and puts the prospect on the immediate defence. Your enthusiasm is NOT going to force the prospect to get excited about your call; in fact, it does the opposite. You even know what the prospect will say and how you will respond. MTD Sales Training.

Cold Calling 267

Cold Calling Telemarketing Exact Prospecting 267

Adaptive Business Services

FEBRUARY 10, 2021

Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! We need to prospect more!”. We didn’t do telemarketing in those days. His discussion of ratios is of particular interest to me. No social media.

Telemarketing 77

Telemarketing Social Media Cold Calling Call-back 77

MTD Sales Training

NOVEMBER 2, 2011

This type of thinking is what causes burn-out in the telemarketing industry, and is one of the primary causes of phone-phobia. Either way, understand that if prospects continually hang up the phone on you, there is a problem and that problem begins with you… personally. #2: 3: Never Hang Up On a Prospect. It is personal.

Cold Calling 249

Cold Calling Telemarketing Up-Sell Prospecting 249

Zoominfo

JUNE 22, 2022

In the age of COVID and increased remote work, sales development representatives (SDRs) and account executives (AEs) are finding that cold calling can be an effective means of reaching prospects — when handled correctly. B2B cold calling is simply calling a prospective customer before they’ve expressed interest in a product or service.

Cold Calling 130

Cold Calling B2B Commission Exact 130

Janek Performance Group

AUGUST 2, 2023

This eye-opening observation exposes a hidden opportunity for sales professionals—the transformative power of vocal training. A well-trained voice possesses the potential to captivate attention, instill confidence, and establish trust. Connecting with prospects genuinely but without compromising credibility or assertiveness is crucial.

Telemarketing 62

Telemarketing Intent Infusion Pivotal 62

Mindtickle

JUNE 22, 2023

For example, businesses may need to adhere to laws governing telemarketing practices, such as obtaining prior consent from recipients or respecting “Do Not Call” registries. Tip #1 for sales leaders Prioritize sales training that focuses on understanding buyer pain points and business needs for effective engagement.

Cold Calling 98

Cold Calling Lead Scoring Lead Rank Ideal Customer Profile 98

MTD Sales Training

AUGUST 15, 2012

This type of thinking is what causes burn-out in the telemarketing industry, and is one of the primary causes of phone-phobia. Either way, understand that if prospects continually hang up the telephone on you prematurely, then there is a problem and that problem begins with you…PERSONALLY. Prospect: “…And another thing!

Cold Calling 216

Cold Calling Telemarketing Up-Sell Follow-up 216

Hubspot Sales

JANUARY 9, 2024

Norton attributes his “rock-solid foundation of training and experience” in sales to his early years in D2D. And then immerse yourself in their training rather than worrying “so much about the pace of your career advancement.” He also recommends being enthusiastic, courteous, and confident enough to demand attention from prospects.

Face-to-face 104

Face-to-face Up-Sell Research Sales 104

Pipeliner

AUGUST 18, 2020

Though no planning or training could have prepared any organization fully, those that could quickly adjust to their salespeople working remotely work had an advantage. Yet building sales capability involves more than just implementing training programs. 54% actively designed training programs. Invest in Technology.

Company 98

Company Sales Outsourcing Hiring Telemarketing 98

Pipeline

APRIL 1, 2024

But calling might not be the issue–it’s what you say to the prospect next. In the old(er) days, companies used cold calling as a part of business-to-customer telemarketing to sell their products to a broader audience. Once all the data is gathered, they create cold calling scripts customized to each prospect segment on the list.

Cold Calling 52

Cold Calling Lead Generation Leads Marketing Qualified Lead 52

Mindtickle

JANUARY 19, 2021

Gopkiran “Gop” Rao, Chief Strategy and Marketing Officer at Mindtickle, recently joined Matt Benelli, Managing Director at Sandler Training, on the ACTivation Nation podcast. Each interaction is a potential revenue moment so people need to be trained and know how to apply their skills in each moment. Everyone is now a seller.

Face-to-face 52

Face-to-face Telemarketing Distribution Vendor 52

OutboundView

JUNE 30, 2019

It’s 2019, and there’s a sleuth of B2B sales prospecting tools out there, each more promising than the next. There are four types of sales prospecting tools that I believe every team should have available, and can’t be successful without them. B2B Prospecting Tools Pyramid. Image Source: Outboundview. Contact Database Tools.

Tools 31

Tools B2B Prospecting Telemarketing 31

MTD Sales Training

NOVEMBER 22, 2011

In the recent post, “Today’s Warm Call is the New Cold Call,” I uncovered the fact that with today’s modern prospecting avenues, sales people are often able to establish some contact with a prospective customer before making a telephone call. Don’t assume that the prospect has received all of your information or has read the material.

Cold Calling 216

Cold Calling Gatekeeper Telemarketing Face-to-face 216

Sales and Marketing Management

JUNE 1, 2018

“I like numbers when I want to look at quantitative data from a sales manager role, but the power of storytelling is way underrated,” says Carter Young, director of sales training and operations at SaleScout Data Solutions, a B2B sales intelligence provider. That’s why telemarketers always sound robotic,” Pollard states. “A

Marketing 226

Marketing Telemarketing Scale Education 226

Cience

JULY 9, 2020

Telemarketing. In B2B outbound marketing, cold calling is a prospecting technique used to start business conversations with decision-makers over the phone. Velocify found that the average number of cold calls to a single prospect to close a deal is six. Telemarketing. Table of Contents. What Is Cold Calling? Warm Calling.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

MTD Sales Training

JULY 20, 2011

Stranger, telemarketer here!” While you never want to try to fool the prospect into thinking that they know you if they do not, there are ways to introduce yourself with less abrupt “sting.”. Avoid statements that emphasize that you and the prospect are in different places, especially if you are working long distance. “So,

Cold Calling 120

Cold Calling Telemarketing Conference Video 120

Hubspot Sales

JANUARY 4, 2021

These campaigns can be executed for a number of reasons — including telemarketing, audience research, and customer support. Once prospects have been identified and nurtured through the sales cycle, the ask is ready to be made and the sale completed. A properly executed calling campaign can provide a number of benefits to your business.

Campaigns 121

Campaigns How To Cold Calling Telemarketing 121

MTD Sales Training

AUGUST 12, 2011

To get the appointment, you must pick up the telephone, reach the prospect and get him or her to agree to meet with you. This changes the relaxed state and tone of your natural speaking voice, which in turn makes you sound rehearsed, phony and even suspicious to the prospect. appeared first on MTD Sales Training. Happy Selling!

Cold Calling 120

Cold Calling Telemarketing Gatekeeper Decision Maker 120

Anthony Cole Training

FEBRUARY 21, 2013

Over the last 20 years since we began Anthony Cole Training Group , it's been a combination of learning of new stuff, old stuff and old stuff taught a new way. Can your clients or prospects say the same thing? Get Introductions - Get your referrral sources to introduce you and qualify prospects for you.

Insurance 209

Insurance Insurance Hiring Sales Qualified Lead 209

Markempa - Inside Sales

FEBRUARY 20, 2017

In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that smart cold calling is still a very useful lead generation tool. Prospecting must be smart , articulate, engaging and organized. Here are 7 steps to improve your cold calling results.

Cold Calling 100

Cold Calling Lead Generation Sales Qualified Lead Lead Rank 100

Anthony Cole Training

NOVEMBER 14, 2012

Assuming for a second, which is always dangerous that you are dealing with the lead situation either by hiring hunters or hiring telemarketers lets move on to the next Must Have strand - Qualifier. Qualifiers do not fear rejection and are not concerned about if the prospect "likes them". It's okay if a prospect wants to think it over.

Hiring 182

Hiring Sales Qualified Lead Lead Rank InsideView 182

MTD Sales Training

AUGUST 26, 2011

The Prospecting Call for Info Only. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Handling the No Name Policy When Cold Calling: Part III – When You Have No Info appeared first on MTD Sales Training. Another, less threatening caller may get that name from the GK. Happy Selling! Sean McPheat.

Cold Calling 133

Cold Calling Policies Telemarketing Gatekeeper 133

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). In essence, how are you connected via your team by 2nd and 3rd degree to any client prospect. This Social 3.0 The Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. What to check out: The Battles of Starting Your First Prospecting Role.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Sales Hacker

FEBRUARY 1, 2022

The role of prospecting in a world without SDRs. Why prospecting sits apart from sales [6:59]. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge.

Commission 90

Commission Quota Demand Generation Agencies Lead Rank 90

Pointclear

FEBRUARY 13, 2018

As I contemplate what the prospect just said, often he or she will end up adding valuable information they may not have said otherwise. It's kind of amazing, because while my prospects acknowledge that this is a good question, frequently they don't have an answer. Covey’s 7 Habits: Start with the end in mind. You're absolutely right.

PointClear 124

PointClear Telemarketing Sales Qualified Lead Lead Rank 124

Marc Wayshak

JUNE 7, 2023

Or the prospect pushes back and you don’t know what to say? And what I found was that it really made the prospects freeze up and feel like I was trying to push something on them. Your prospects get so much value out of the types of questions that you ask. Or you just get nervous? What if I say the wrong thing?

Call-back 88

Call-back Face-to-face Up-Sell Prospecting 88