Telesales Articles

Sharpen Your Phone Prospecting Techniques

Posted by on Oct 17, 2011 in Measurement, State Management, Telesales Articles | Comments Off on Sharpen Your Phone Prospecting Techniques

Sharpen Your Phone Prospecting Techniques

You may be wondering what this is all about; another article that extols the virtues of telemarketing and telesales? Not really. I want to raise some potentially much deeper issues around communication and new business development. We are well aware of cold callers who will not draw breath once they have started their pitch and drag their victims protesting through their monotonous scripts. But what if these callers and the companies who employed them carried out their approach somewhat differently?  This article originally appeared...

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How to Use a Telephone (to Develop New Business)

Posted by on Oct 17, 2011 in Reaching the Decision Maker, Telesales Articles | Comments Off on How to Use a Telephone (to Develop New Business)

How to Use a Telephone (to Develop New Business)

How much is it working as a business tool for you? In sales and marketing, using the humble telephone to reach and sustain contact with senior management has always been a headache. But how much consideration has been given by senior management themselves to the potential of the phone to create new opportunities and develop existing ones. David Festenstein examines the communication potential of the ubiquitous phone.  This article originally appeared in Spectra: The Journal of the MCA. Download How to Use a Telephone to read the rest of this...

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Need to Make Your Cold Calls Warmer and More Effective?

Posted by on Oct 17, 2011 in Call Preparation, Telesales Articles | Comments Off on Need to Make Your Cold Calls Warmer and More Effective?

Need to Make Your Cold Calls Warmer and More Effective?

 I HAVE noticed that, time and time again, the issue of getting new work comes up in discussions amongst independent consultants. Some are lucky to get all their work from referrals, or just contracts that are simply renewed, but relying on these sources alone can make us victims of the feast and famine cycle. So, how can we maintain a regular pipeline of leads, or interest in our work, even though we often hate the thought of cold calling or drumming up new business? What may stop us doing this is not ‘feeling comfortable’ in...

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How NLP and the Phone Changed My Life

Posted by on Oct 17, 2011 in Mental Preparation, NLP Skills, Telesales Articles | Comments Off on How NLP and the Phone Changed My Life

How NLP and the Phone Changed My Life

IWAS IN A RUT, stuck doing the same thing day in day out,working for a software company setting up appointments for their sales people. I was in my fifth year and the thought of doing it for another year just overwhelmed me with dread. I have a family, a wonderful supportive wife and two lovely girls, so running off to the Greek Islands was not an option. By coincidence, I saw two newspaper articles in short succession, which I related to as if they had been written especially for me. The first one was in the Financial Times, about how it is...

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Positive Vibes from Telesales

Posted by on Oct 17, 2011 in Call Preparation, Telesales Articles | Comments Off on Positive Vibes from Telesales

Positive Vibes from Telesales

Telesales can be a really soul-destroying activity when it is approached with a ‘spray and pray’ mentality, which often leads to poor results in revenue terms and an annoying experience for the prospective customer. People also look down on telesales as low-level type of work but, ironically, good telesales people are worth their weight in gold. They are able to make impact with board level directors within seconds to develop new client relationships and produce a regular stream of revenue that can be the bedrock of the business.  This...

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