Remove appointment-setting
article thumbnail

How to Compensate A Telesales Staff To Set Appointments

MTD Sales Training

With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams. 1: TSR Tries to Make the Sale Rather Than SELL the Appointment.

article thumbnail

Following Up on Literature to Set the Appointment: Tip #1

MTD Sales Training

You established some rapport and interest and the prospect looks forward to receiving your literature. However, when you call back to set an appointment , the prospect seems to have switched to an alternate personality. The interest and rapport are gone and the prospect rushes you off the telephone. What happened?

Follow-up 120
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Following Up on Literature to Set the Appointment: Tip #2

MTD Sales Training

You did everything right: you prospected and qualified the decision maker (DM), got pass a tough, sophisticated gatekeeper screen and reached the DM who agreed to receive your wonderful package after you established some good rapport. First, this once very available prospect has become strangely elusive. Does this sound familiar?

Follow-up 120
article thumbnail

The Pipeline ? Top Sales & Marketing Awards 2011

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Top Sales & Marketing Awards 2011. Appointments. Prospecting. 3 R’s of Prospecting Success. February 2012. January 2012.

Pipeline 215
article thumbnail

Cold calling math

Sales 2.0

I collect data on cold calling whenever I see it, as I am fascinated by trying to figure out if there are better ways to prospect. I’ve got three sets of data for you here. In 2011, Baylor University conducted a research study on cold calling with realtors from Keller Williams. They set 19 appointments. Sales 2.0:

article thumbnail

Brexit for cold calling?

Sales 2.0

In 2011, Baylor University conducted a research study on cold calling with realtors from Keller Williams. They set 19 appointments. appointments. 7 appointments per week for a 40-hour week (I’m assuming Steve’s SDRs work 8-hour days and spend their whole day calling), implies 6 hours of work per appointment.

article thumbnail

The Pipeline ? 3 R's of Prospecting Success

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 3 R’s of Prospecting Success. Set a schedule to call all the prospects that went to no decision over the last 12 months. Appointments.

Pipeline 216