Telesales & Prospecting

6 Ways To Reduce Your Cost Of Sales

We’ve discussed before how the science of sales means you have to be totally aware of your numbers. You need to identify how your ratios are connected to the results you achieve, so you can alter your activities to match…

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How To Increase Your Lead Generation For A Full Sales Pipeline

There isn’t much in sales that’s more important than your pipeline generation. Without leads, you’re dead in the water, and in order to take control of the quality of leads coming through, and manage them effectively, you need a quality…

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How To Build Your Sales Pipeline in 2013

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful…

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A Cold Call Intro For A Guaranteed Warm Response!

Just what in the world is it that really puts people off when they receive a cold call? Let’s face it; we know that for years the buying public has been becoming more frustrated and annoyed by telephone solicitation. But…

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Phone Phobia Is More Than The Fear Of Making Telesales Calls

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. Although we all know that no matter how the future continues to unfold, the telephone will…

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NO Sale? Thank You Very Much!

For a quick break from the norm, here is another one of those witty water cooler stories I thought you might find amusing. As always, what follows is just a  story I heard from a sales person, who will remain nameless….

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3 Cold Calling Myths Debunked

In spite of a gazillion tips, tricks and magical scripts on cold calling, sales people at every level and in every profession still struggle with this often unavoidable task. While cold calling advice ranges from the useful and practical, to…

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The End Of The Call Is As Important As The Beginning

There are countless tips, tricks and gimmicks on how to begin a cold call. Of course, the majority of these ideas focus on how to get the call started or how to begin the call and hopefully develop some rapport….

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3 Critical Things You Need To Know About Today’s 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 that today’s…

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3 Powerful Tips For Turning Incoming Calls Into Incoming Profits

Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that…

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3 Tips To Help Solidify Appointments And Minimize Cancellations

Cancelled appointments and no-shows will cost you a ton of money. You invest a great deal of time prospecting and locating the decision maker (DM). Then you went through all sort of pain getting past a tough gatekeeper screen just…

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How To Add A Little Warmth In A Cold Call

In a prospecting cold call, you need to develop a rapport and create a professional, trustworthy image in the mind of the prospect in just a few seconds. In less than 7 seconds, the prospect will have formulated an image…

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