Telesales & Prospecting

What is Inside Sales? The Ultimate Guide

  Inside sales has really taken off in the past few years. In part because of the COVID-19 pandemic, and it’s become a big deal in the business world – giving traditional selling methods a serious run for their money! […]

90 Telesales Interview Questions & Answers

  Looking for telesales interview questions to prepare for your upcoming interviews? This guide will serve as a shortcut for you whether you are recruiting and need telesales interview questions to ask candidates, or if you are a candidate wanting […]

How To Be A Successful Business Development Manager

  Business Development Managers (BDM) are one of the lynchpins of corporate success. It is their responsibility to grow business opportunities, chiefly by using sales and marketing strategies and by employing teams to pursue leads and convert prospects. But exactly, […]

135 Catchy Email Subject Lines For Sales Success

  So you’re looking for a catchy email subject line for your sales emails. If you work in sales, then you will know how important it is to get people to open your sales emails. It’s hard though, isn’t it? […]

How To Handle And Deal With Rejection In Sales

  A salesperson with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to […]

How To Be Really Good At Telesales

  Telesales is still one of the most popular and effective sales strategies for selling products or services, setting appointments, or telemarketing. However, being good at telesales requires practice, determination, a strong understanding of consumer psychology, and an awareness of […]

Successful Cold Calling Tips & Examples

  If you know anything about me and the Sales Training we provide, then you know that I do not subscribe to the theory of a canned cold calling sales script as such. A framework, yes. But not a word […]

What Is The Sales Velocity Formula?

Sales… ”The act of transaction between two or more parties where goods and services are exchanged for payment” Velocity… ”The speed of something in a common direction” You may have heard of the term ‘Sales Velocity Formula’ and even discussed […]

How To Leave A Voicemail That Gets Returned

  How do you get prospects to return your sales voicemails? Of course, it seems impossible to get a return call from leaving a voicemail message. However, salespeople also have problems getting calls returned from warm calls, or referrals given […]

18 Common Sales Mistakes To Avoid

  We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” Just […]

Paying Your Telesales Staff To Set Appointments?

More and more companies are electing to employ their own in-house telesales staff to set appointments for the field sales teams.  The question that arises though is how do you compensate this inside sales team? I can tell you that […]

3 Powerful Tips For Creating Sales Appointments

When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. We know it’s a long-drawn-out process to go from initial […]

The MOST Important Part Of Your Sales Call

What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to set up […]

How To Set Appointments Over The Phone?

  While setting appointments over the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available […]

How To Sell A Product To A Customer?

When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ salesperson of old who put their foot in the door, or never stops talking, or puts undue pressure on you to ‘sign today’? Hopefully, […]

Turn Your Sales Weaknesses Into Strengths

  Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for […]

Needs & Wants Are OK, But Problems Are Even Better

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, […]

3 Tips To Ensure You’re Selling To The Decision Maker

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an impostor! No, but maybe they are claiming to have […]

10 Ways To Prepare For Your First Cold Call

  Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products […]

The Best Way To Keep Ahead of the Competition

According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust […]

The 7 Best Phrases To Use With Your Prospects

Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a […]

How To Respond To “Call Me Back In 6 Months”

Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might feel there might be a chance in six months’ time. […]

Sales Phrases That Will Close The Deal

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they […]

Overcoming The Fear Of Cold Calling

  You’re all ready to go. You’ve got all your leads for the day prepared and lined up in front of you. You have all your rebuttals ready, and you have rehearsed your main talking points. You’re ready to begin […]

The Only 4 Reasons Your Prospect Will Buy

It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think that just regurgitating a whole brochure-load of facts […]

8 Tips For Preparing For A Sales Call

When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation […]

How To Get Past The Gatekeeper

  If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is […]

Sending A Following Up On Our Conversation Email

  Have you ever heard of the statistic that says that 48% of salespeople never follow up with a prospect? Yes, it’s fake, but still, most salespeople are bad at following up. There are a lot of sales follow up […]

A Cold Calling Sequence To Land The Appointment

When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days, […]

How Salespeople Can Improve Their Listening Skills

  We often get asked on our Sales Training how salespeople can improve their sales. They want the golden ticket, the one thing that will mean the million-pound deal, the loyal customer, the added business. Naturally, there isn’t just one […]