Telesales & Prospecting

  There’s a quote originally attributed to Abraham Lincoln that goes something like “If I had an hour to chop down a tree, I’d spend 55 minutes sharpening my ax!” I’ve always been intrigued by that idea; spend more time […]

The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your […]

When  we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we dig deeper, we often see that many […]

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

Every day, I hear from salespeople who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable Sales Objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business […]

  “Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” We are all familiar with the spouse objection, […]

  If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM when cold calling as strong as you think you are. It is very common […]

  Cold Call Objections No matter whether you’re a telesales rep, a business development manager, telemarketing agent or anyone who works in sales, you’ll receive lots of them throughout your sales career. What am I talking about? Cold call objections […]

  Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment.  Whew! Even if you already know the […]

  Have you ever wondered… ‘how does commission work in sales?’. I received a great question from a sales manager about sales commission. They are in charge of the sales operation for a B2B engineering firm, and he was dipping […]