July 26, 2011
July 20, 2011
July 19, 2011
The Team: My role – Sales Support
Support
We have a team, all with specific strengths in different areas…
My main area of focus is the team. Most of the time the issues are predominantly behind the sales call: Either the guys responsible for making those calls aren’t comfortable with picking the phone up and actually making the calls, they maybe don’t handle rejection too well. Maybe they feel they don’t know enough about what the rest of the company does to hold a conversation with prospects on the end of the phone. Possibly they feel the role is beneath them and usually they can quite easily find something else to do with their time.
In any case: The calls aren’t being made!! If those calls aren’t being made then your sales team are unlikely to be sat in front of your prospects at any point soon and if that happens well, it’s simple – You go out of business!
July 14, 2011
Ten Mistakes Made on the Telephone
This guy has some very good advice on how to avoid mistakes whilst cold calling, certainly worth checking out.
July 5, 2011
When we’re asked…
When we’re asked how many calls can we make in a day? The answer to that is: 150 per day!!!
Now, if we were asked how many ‘sales calls’ we could make in a day? That is a totally different question and the answer is probably between 40 and 50.
Planning!!!!
Do a little bit of research into the company you are calling, find out any news stories that relate to your prospect (that is the person you would like to have a conversation with – if you have some prior knowledge you have some content for a conversation). You may find something out that will make your call much more relevant - now doesn’t that make sense? Why aren’t telesales people doing it? I can answer that one too… It’s because their sales managers or clients want numbers. Call stats instead of results and they drive the behaviour of the person making the call.
The clue is in the video clip below. Clearly a very sensible man Kelley Robertson. Respect to you Sir!
