Best B2B Cold Call Telemarketing Sales Appointment Making Setting Tips

Mr. Inside Sales

Learn the best outbound B2B telemarketing sales appointment setting tips, techniques and strategies for making effective lead generation cold calls over the phone. Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of meeting. Actually, there is something more frustrating: having to then chase these sales prospects and never connecting with them again!

Best Phone Sales Prospecting & Cold Calling Techniques Tips & Tools

Mr. Inside Sales

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. These days, as even texting is being ignored, you’ve got about 5 seconds to diffuse the myriad of emotions and reactions your prospects have to yet another sales person calling them. In sales, I like to say: “Take what the prospect is giving you.”.


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When Should You Use a Telemarketing Firm to Schedule Sales Calls?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you have no desire to find a lot of new business from new accounts, you don't need telemarketing (and you can stop reading this article). You can hire telemarketers - inside salespeople who will make calls and schedule appointments for your account managers. You can hire a telemarketing firm - an outside agency that will basically perform the same services described in option #2, but for more money.

Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!


My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock. This cut the prospect list by 70%. We decided these were the most honest, high-probability prospects. The results were hot prospects (call me, talk to me, contact me ASAP) in 10% of those called and spoken with. A few of them said they were already working with the prospect, but most were grateful.

Outsourced Tele-prospecting: 10% less cost, 90% more revenue


There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. B2B Telemarketing

7 Sales Prospecting Tips to Ignite Even the Coldest Pipes


If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable.

Scripting Prospecting Success

The Pipeline

There are a lot of things sellers say in the course of telephone prospecting. One way is to actually use a script, yes, script, maybe it would help if we called it a plan you can follow to ensure success in an endeavourer, in this case engaging with a potential prospect. One reason to have a script is to ensure that What you say in the call is always tied to a Why, a Why for the prospect, and from the prospect’s perspective, not yours.

Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Mr. Inside Sales

Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.” ” One of the main reasons sales reps dislike prospecting and cold calling is because of all the sales objections they get. If you get these sales objections when you’re cold calling or prospecting, welcome to the club. Overcoming Objections: “We are already working with someone.”.

Almost Everything I Know About Telemarketing – This Will Not Take Long!

Jonathan Farrington

but if anyone knows what happened to Les, please let me know - I created a Sales Camp and a Sales University for Autodesk: One of the modules was “Telemarketing” which was a real challenge for me, as I had no experience. I have always taken the view that if a prospective client rejects my proposal, then they have lost out on dramatically improving their business. A positive and confident mind-set is essential for successful telemarketing and cold calling.

Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Mr. Inside Sales

Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls. Now I know that it seems polite to check in with your prospect before just launching into your presentation (which you’d never want to do anyway) but giving them an out right at the beginning isn’t the way to go. Best Openings for Your Closing & Presentation Calls. By Mike Brooks, [link].

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal


While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. – I recently spoke with a PointClear prospect regarding the persistence of one of our associates (who supports PointClear’s sales team).

Is Lead Flow to the Reps Too Slow or Gridlocked?


Starving the pipeline of new prospects. It turns out there were several stages of qualification, from two different inside telemarketing departments. Prospects have a common trait; they lie. Hot transfers should be made from the telemarketing department (or company) to the reps. B2B Telemarketing Sales Process Lead Nurturing Lead Qualification Lead Management Sales Leads

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B2B Lead Gen: Can you do it cheaper and better inside?


Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales. Please see the table below for an example of typical Inside vs. Outsourced results: I do not want telemarketers calling my prospects.

Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

Why Telemarketing Remains the Unsung Hero of Lead Generation. By Kathy Tito Denise Clancey is a true luminary in the field of telesales and telemarketing. Today Denise runs her own firm to help organizations launch, re-engineer, or re-claim the management of their telesales and telemarketing organizations. Denise: One of my first jobs at MCI had me running a B2B telemarketing team, reporting to the head of Direct Marketing who reported to the VP of Marketing.

How to Get Results from Cold Calls Podcast with Chris Beall and Darryl Praill

Sales Lead Management Association

He also guides us into how we can use cold calls as an amazing tool for working with our prospects towards solving shared problems and eventually making that sale! Telemarketing TelesalesOn this episode of INSIDE Inside Sales, Chris Beall from Connect and Sell, forensically disassembles cold calls and shows us how to take advantage of the interruptions they can create.

The Best Way to Sales Prospect with Voicemail

The Sales Hunter

Yes, you can prospect using voicemail. Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. You might have a compelling benefit, but if the person receiving it has any sense the person leaving it is either not confident or, worse yet, droning on like a telemarketing operator, then it has zero chance of going forward. Want to know about successful sales prospecting?

Want Prospects Who Want to Hear from You? Get Referrals

No More Cold Calling

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. A Referral Isn’t a Referral Without an Introduction A referral means you receive a personal introduction to your prospect, not just a name and contact information.

The 5 Top Media for Cold Prospecting


Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

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Inc Magazine Gets it Wrong on Sales Prospecting

Understanding the Sales Force

In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call? He makes it sound more like telemarketing than prospecting for appointments or meetings.

Train and equip your sales team – PLEASE

Leading Results Rambings

I was probably a prospect for both the pest service and the alarm company. Customer Service Rants Sales brochures business cards lost sales Sales training telemarketing calls I need to rant for a minute on the sales calls I keep getting from companies that have not spent the time or money to properly equip the people they have selling for them. As the saying goes: once is an occurrence; twice is coincidence and three times is trend – so this must be a trend. all within 10 days).

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5 Ways to Overcome Your Hesitance to Call Prospects

MJ Hoffman

It doesn’t matter how frequently you call prospects or how many years you’ve been in sales, you’ll always feel some anxiety before you dial. Rather than feeling dejected every time they heard “no” from their prospects, my reps would be excited. It took one of my reps 28 calls to hit her 25 “no” quota — because three prospects decided to set up another meeting. Measuring your prospecting activity’s success by how many meetings you book can be dangerous.

5 Ways to Overcome Your Hesitance to Call Prospects

MJ Hoffman

It doesn’t matter how frequently you call prospects or how many years you’ve been in sales, you’ll always feel some anxiety before you dial. Rather than feeling dejected every time they heard “no” from their prospects, my reps would be excited. It took one of my reps 28 calls to hit her 25 “no” quota — because three prospects decided to set up another meeting. Measuring your prospecting activity’s success by how many meetings you book can be dangerous.

Which Hurts Salespeople More: A Lack of Confidence or Poor Selling Skills?

The Sales Hunter

How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. If you want proof, just listen to the next telemarketer that calls you. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result.

Why You Should STOP Cold Calling Immediately (2020 Update)

No More Cold Calling

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. You’ve been introduced to your prime prospect.

B2B Sales Prospecting Tools You Really Should be Using in 2019


It’s 2019, and there’s a sleuth of B2B sales prospecting tools out there, each more promising than the next. There are four types of sales prospecting tools that I believe every team should have available, and can’t be successful without them. This essential list of prospecting tools includes: sales cadence tools, contact database tools, contact guessers and dialing tools. B2B Prospecting Tools Pyramid. Prospecting tools that work outside the CRM like

The Right Way to Leave a Voicemail in Sales

Anthony Iannarino

There are very few reasons not to leave a voicemail when you are calling your prospective clients to ask them for a meeting. However, you do not want to use telemarketers as an example of how to prospect effectively in b2b sales. Sales prospecting trading value Voicemail

Top Ten Characteristics of Top Sales Producers (Part Seven)

Mr. Inside Sales

Years ago I was taught that the close doesn’t even begin until the prospect has said no at least five times! I was taught that in order to win the sale, I needed to show enthusiasm and confidence, and that I needed to be persistent and show that I believed in the reason the prospect should buy more than he/she believed that she shouldn’t. Let me explain: To start with, you must be working with a qualified prospect. Prospecting & Qualifying Sales Tips prospecting

Jonathan Farrington's Blog ? Almost Everything I Know About.

Jonathan Farrington

Almost Everything I Know About Telemarketing! Many years ago – more than I care to remember, but I think I still had some hair - I created a Sales Camp and a Sales University for Autodesk: One of the modules was “Telemarketing” which was a real challenge for me, as I had no experience. I have always taken the view that if a prospective client rejects my proposal, then they have lost out on dramatically improving their business.

Prospectors’ Guide To Objection Handling – Part III – “We’re Good”

The Pipeline

In the first two installments we looked at the anatomy of the typical objection to a prospecting call, that is being an Interruption , and the Conditioned Response to Interruptions. So let’s see how we can take away these objections, bringing to play the new view of Conditioned Response , and get to having some good meetings in the calendar, and prospects in the pipeline. Telemarketer – “It will also entitle you for coverage…”.

3 Of The Best Cold Calling Tips Ever

MTD Sales Training

That big smile projects the image of the stereotypical telemarketer and puts the prospect on the immediate defence. Your enthusiasm is NOT going to force the prospect to get excited about your call; in fact, it does the opposite. You even know what the prospect will say and how you will respond. It will also help to dispel negative preconceived images in the mind of the prospect. .

25 Ways to Build Your Prospecting List By C.J. Hayden

Sales Training Advice

Sometimes you have to prospect. The dictionary defines the verb prospect as “to search or explore (a region), as for gold.” ” When you prospect for clients, you explore your region—your town or your market niche—to locate the gold that may be buried right under your nose. It’s a good bet that there are prospective clients all around you. Prospecting will get you into action immediately. Sales Prospecting

Stop Leaving Voicemail Messages that Kill Sales

The Sales Hunter

If you’re going to sales prospect by way of the telephone, then you better be able to do it with energy. They were embarrassing to the telemarketing sales profession. Second, this telemarketing salesperson ran his words and syllables together to the point I couldn’t understand who or what he was. When was the last time you listened to one of your voicemail messages? Lousy voicemail messages will kill sales faster than you can hit speed dial.

Three Ways to Connect With Your Prospects By Mike Brooks

Sales Training Advice

In fact, when a telemarketer calls me up at home and says those words that immediately identify them as a sales person, the “How are you today?” One of the biggest mistakes sales reps make who have to call prospects – either to set an appointment, generate interest, or qualify and then send information – is they don’t acknowledge in any way what is going through the prospect’s mind. Once again, it’s effective because it gets you into the mind of your prospect.

How Many No’s Should You Get?

Go for No!

He was prospecting like mad. That kind of production is not easy although, for someone in telemarketing, they could do probably do that by lunchtime. So, it depends on how much time you are actively prospecting or having conversations with customers.

6 B2B Sales Trends for Amazing Success in 2019

Sales and Marketing Management

Automated sales prospecting. Sales prospecting tools, such as Pipedrive, and Intelisale, enable businesses to use filters and predictive insights to choose prospects wisely and focus on those most likely to convert. In addition to finding the right people to contact at the right time, reps have up-to-date information at their fingertips on the latest news and other information about their prospects and their businesses.

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Status quo, you know, is Latin for 'the mess we're in.'


Marketing tries to qualify a greater number of prospects. Now marketing and sales know what a qualified lead is versus an uqualified prospect. Telemarketing scripts. Prospects who admit to a short time frame to buy go directly to reps; others may need to be further qualified. Of course, this depends on the size of your organization and the number of prospects that can be consumed by a sales rep each month. This title is a quote from Ronald Reagan.

Don’t Miss This Event: The Gatekeeper Died

No More Cold Calling

So, I’m committing to spending time on-camera answering your questions and sharing powerful tips and methods to revolutionize your prospecting. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? They know it’s a pesky telemarketer calling.

5 Tips For Handling Today’s NEW Cold Call

MTD Sales Training

In the recent post, “Today’s Warm Call is the New Cold Call,” I uncovered the fact that with today’s modern prospecting avenues, sales people are often able to establish some contact with a prospective customer before making a telephone call. However, I also pointed out that the ensuing first telephone call to the prospect, while a bit warmer than in the past, still offers similar sales challenges like the cold call. Prospect: . Prospect: “Yeah.

5 Ways that Sales Can Engage with Prospects without Blind Calling

Cincom Smart Selling

My recent screed regarding intrusive telemarketing calls ( Selling? Engaging Prospects. As a consequence, sales folks are expected to deliver value to prospects from the beginning. Prospects aren’t interested in pitches, they are interested in learning useful things and attaining knowledge that is immediately or at least, potentially useful to them. So, as a sales rep, you need to become familiar with what it is your prospects are actually doing all day.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Prospects and customers either answered the phone (or pager) or their PA did. It was expected that you build a relationship and schmooze prospects with lunches, networking events, in-house days and free giveaways, whereas today so many more people are involved in the decision making process. I remember when I first started out in sales some thirty years ago we had a small department of two women whose role was telemarketing.