If you handle incoming telephone inquiries or follow-up on mail-in or web business leads by phone, keep one thing in mind about these people: Even though they took the initiative to contact you, they might not know what they want, or even which questions to ask you....
Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now? I’m not trying to make you feel bad, but my experience is that many sales reps have no clue where they are in the sales process with a majority of the...
We’ve just finalized the details! Join me in Chicago, April 27-28 for the only public Telesales College training workshop planned for the Spring/Summer. There’s a $100 off Early Registration Incentive until 2/22. See complete info, brochure, etc....
I just returned from St. Louis, delivering a Smart Calling workshop for the sales pros at Demand Solutions, which provides supply chain management software to control inventory for...
Picture the sales rep who spends two prime hours every day online, and reading trade journals, the Wall Street Journal, and more, "so he can be well-versed, just in case someone asks questions." And the rep who feels obligated to assume ownership of all...
