#teleprospecting

5 Deadly Sins of Sales Prospecting !!

Without sales, business fails. Hunting for new business is the life-blood for any business. Sales being the center of universal business, most sales managers are driven by enthusiasm of closing, improving and increasing sales. Little do they care about the 10-20% of customers that sneak away owing to economic slowdown, bankruptcy, mergers or simply because the customer is no longer interested.

M…

Use Teleprospecting to Generate Network Marketing Leads

Teleprospecting To Get Network Marketing Leads? I am so used to working in a call center environment.Calling hot and cold leads using scripts has always been something I been doing for quite sometime. Until this day I see few people use this strategy to get network marketing leads.IF you are generating your own but feel you are struggling and not using this strategy to at least get some momentum…

Historically, the typical sales rep thinks that prospecting and December do not mix. The mindset is that generally the last month of the year should be spent getting deals in and preparing for the following year.  No one really picks up the phone this time of year, right?

Wrong. And I'm not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. 

One thing I fully admit is that it is harder to get a hold of people during this time of year. You could spend your entire day calling and end up with half the conversations you’re accustomed to seeing from your efforts. With that being said, even though prospects are elusive, the quality conversations you do have historically end up having a much higher hit rate than what we see during the rest of the year. Bottom line is that people do want to talk now; you just have to be prepared to work harder to get them live.

If you follow the Sales Prospecting Perspectives blog, you are aware that the subject BANT has been extensively covered, and the acronym has been deemed “dead.”

The sales term “BANT qualified lead” has become the bane of my existence since becoming an inside sales manager at AG Salesworks, a client-based organization.  When it comes down to it, there are components of BANT that are valuable.  Of course a sales rep would want to know a prospect’s Budget, Authority, Need, and Timeframe, but let’s be honest: despite how good the lead is, chances are that one or more of these components will be missing.  

So I started asking myself: What is it I really want to know when I’m reviewing a lead from one of my sales reps, and how do I communicate that to a client to get them to modify their opinion of “BANT qualified?”

“I didn’t have a power dialing session on Monday, and I missed it,” said a B2B inside sales rep on my team last week. Ah – music to my ears. For the past year, I’ve spent a lot of my time investigating power dialing tools and methodologies. Everyone seems to have an opinion on power dialing versus traditional manual dialing. I understand where the naysayers are coming from – I had those thoughts when I first started, too. However, after I began adopting the technology, I had a change in mindset, and  my life is a heck of a whole lot easier. The same goes for my sales reps.

Here are three myths about power dialing  that we have squashed over the last several months: