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When conducting sales training, the most common challenge I hear from sales people is, “I can’t get anyone on the phone.” Caller ID largely causes and can help you solve this problem. 
A successful introductory email to a prospect is about generating the prospect’s interest and getting a response. With an introductory phone call, you would also determine if there is need; this is trickier via an introductory email.
There are two times of the year when prospects categorically write you off; during the winter holidays and summer. Seasoned executives shrewdly use the excuse, “Call me back after the New Year” as an easy way to get you off the phone, delay having to meet with anyone, and postpone any additional decision making.
Do you have a Hoover's subscription? Hoover's is just one tool that you can use gather detailed business reports and profiles of accounts and prospects that you are targeting. Hoovers is also a great way to build targeted and specific account lists to prospect.
A third baseman could stand ready during an entire game and never have a ball hit his way. But every time the pitcher throws a pitch to home, the third baseman gets in his ready stance in case the ball gets hit his way.
Reaching a prospect on the phone can be tough. Depending on the size of the company and level of seniority, it can be even tougher.
Have you ever had a difficult time getting someone to listen to your message on the phone?
Inside sales teams face difficulty connecting with their prospects. Their prospects are sometimes difficult to reach, and finally reached on the phone, they usually have very little time to speak.
LinkedIn can be an incredibly valuable prospecting tool.
One of the best ways to maximize your chances of getting your prospect on the phone is by taking advantage of call windows.
If you’re like me, as a sales professional, the bane of your existence is the dreaded reschedule. Nothing is more frustrating than blocking off time on your calendar to meet/speak with a C-Level or Senior Executive and then having the meeting fall off. Not only are reschedules extremely frustrating, they are also a waste of both time and energy. Through my years of scheduling meetings and training others to schedule meetings, I have learned a number of preventative measure to set meetings that stick.
One of the most frustrating things for a salesperson is dealing with no-shows and reschedules. There are few things more exasperating than building a great trip and having to spend time and effort chasing down prospects to reschedule at the last minute.
One of the issues many sales professionals struggle with is selling features and benefits rather than selling on value by telling a compelling story. This problem is most prevalent in the IT/software space (where the products admittedly have lots of cool features and benefits).
Let’s face it. We’re inside salespeople. But we don’t sell gadgets or widgets over the phone. We sell something more important; an idea or vision that is worth 30 minutes or more of a prospect’s time to meet with our client. We’re not just appointment setters; we go several steps further in order to identify qualified decision makers and speak directly with these executives to arrange introductory interactions for our clients.
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