MTD Sales Training

DECEMBER 5, 2011

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. 2: The Lay Down Prospect Does Not Buy. Commission on the Sale.

Compensation 233

Compensation Commission How To Sales Qualified Lead 233

MTD Sales Training

NOVEMBER 21, 2011

Not long ago, a warm call was one where you had more than the basic contact information, some idea of potential interest and often, some previous contact with the prospect. 2: Projecting the correct image: You had some successful correspondence with the prospect. These calls consisted of referrals, incoming inquiries, or customers.

Cold Calling 243

Cold Calling Gatekeeper Face-to-face Decision Maker 243

MTD Sales Training

JULY 25, 2011

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. Also, exonerate the prospect.

Follow-up 120

Follow-up Gatekeeper Decision Maker Call-back 120

MTD Sales Training

JULY 27, 2011

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

Follow-up Call-back Gatekeeper Decision Maker 120

The ROI Guy

OCTOBER 11, 2010

According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. This represents substantial growth when compared to 2009 cut-backs; however, even with the 2010/2011 snap-back in spending, most marketing budgets will remain below pre-recession levels.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

Jonathan Farrington

OCTOBER 21, 2011

I have always taken the view that if a prospective client rejects my proposal, then they have lost out on dramatically improving their business. Never attempt to sell your product or services over the phone (unless you are in a telesales role). Almost Everything I Know About Telemarketing! aim high but realistic). o Is it to inform?

Telemarketing 33

Telemarketing Decision Maker Call-back Cold Calling 33

The Sales Association

MAY 22, 2011

Sunday, May 22, 2011. By Kathy Tito Denise Clancey is a true luminary in the field of telesales and telemarketing. She is the former Vice President of Telesales & Customer Service at Lotus Development, a subsidiary of IBM. Sharing best practices in sales and sales management www.salesassociation.org.

Telemarketing 24

Telemarketing Lead Generation Outsourcing Services Sales Qualified Lead 24