Sales Prospecting

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7 Barriers to Sales Prospecting

THE KEY IS TO ADDRESS THE UNIQUE CHALLENGES OF SELLING OVER THE PHONE.

 

There are two immediate challenges: Inside sales is different and selling over the phone is difficult. If you manage an inside sales or telesales team, you realize these as the unique hurdles to selling and managing customers over the phone. The purpose of this paper is to share with you experience gained from research in hundreds of organizations since 1996 that will help you respond to areas that are inhibiting the performance of your inside sales organization.

By reading this white paper, you will learn:

  • Three simple steps to tripling your success rate over the phone.
  • The one reason a lower level of contact will sponsor you to a higher-level contact.
  • The top two techniques for building value over the phone.
  • Keys to leaving a highly-effective voicemail.
  • How to overcome the five common challenges to discovering honest needs.

As Co-founder and CEO, Tom’s primary role is to create content that helps people live, sell, and serve more effectively. Find him on
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