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Aug. 17, 2011

Jeff Ford and 8 other people answered this question

Have you used outsourced appointment setting firms?

Outsourced appointment setting was very helpful for me. I had very long list of shark tank leads for house painting, around 1500. Through the appointment setting service I was able to get 60 solid leads. These 60 high potential leads created an extremely positive ROI ... more

Sales

Inside Sales Management

Inside Sales Resources

Telemarketing

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Feb. 27, 2011

Rajesh Kadam and 4 other people answered this question

Sales won't follow up on our leads- how do I fix this?

As Steve says, sit down with your sales guys and agree on what is a sales lead. i.e. At what point in the buying cycle should marketing hand off a lead to sales. If you don't have a marketing automation solution, buy one. This will ... more

Sales

Inside Sales

Inside Sales Resources

Inside Sales Team

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Feb. 13, 2011

Norman Roth and 3 other people answered this question

Best practices for researching a prospect before I call?

As usual David is spot on...
I don't believe that prospects are harder to reach but I do feel they are more discriminating on whom they choose to speak with. One must do do research on the target they are calling,both the company and if ... more

Feb. 11, 2011

Daniel Wood and 5 other people answered this question

What do you consider to be "good" telemarketing skills?

The answer to this question will of course change a lot depending on what market you are working with, product and so on.
But I think these 3 are traits that any telefon salesperson need.
1. Hunger - Without a passion for selling you will not be ... more

Jan. 16, 2011

David Filwood and 3 other people answered this question

What are the benefits of having telesales agents work from home?

Most successful @Home TeleSales Agent deployments have these features in common:
• @Home Agent equipment is provisioned by the employer (who can therefore dictate where the equipment will be located - create requirements & inspect the space where the equipment will be used - and place ... more

Jan. 5, 2011

Nick Valley asked a question

What are some mistakes that you see your telemarketing reps making?

Dec. 15, 2010

Ryan Alex answered this question

What are some of things that inside sales people should focus on at the end of the month/quarter?

Why should it be any different then any other time?
One of the problems with salespeople is that they often ride a roller coaster. One month sales are great, the next they are not so great. They go up and down because they focus too hard ... more

Sales

Inside Sales

Inside Sales Strategy

Inside Sales Tactics

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Dec. 10, 2010

Vincent Cooper and 5 other people answered this question

What are you thoughts on Indian call centers for inside sales?

Hi Steve,
I wouldn't want to scream about our Organization. I'm not sure whether the offer is still open. I know I'm pretty late in even discussion this because I'm 40 days late form the day you've asked whether its good to utilize Indian Contact Center's ... more

Dec. 9, 2010

Mark Hunter answered this question

In your experience, how long does it take until a new rep is fully functional?

I like to say that a no rep, new or old is ever fully functional, there's always more to learn.
The key measurement tool I use is a rep is "functional" when they can deliver incremental sales at the non-discounted price level and it achieves ... more

Dec. 8, 2010

Vincent Cooper answered this question

What will the telemarketing industry look like in 5 years?

It's existence will be there, but from a lower end Yes there would possibly be an altered version of a telemarketing industry. An altered version is possibly some great Inventor will come up with his own and get tired of it later on. I believe ... more

Sales

Inside Sales

Telemarketing

Telemarketing Industry

Dec. 5, 2010

David Filwood and 2 other people answered this question

What are some reasons why outbound telemarketing programs fail?

Hi Erik,
It’s all about the quality of the ‘Humanware’ you deploy in your Telemarketing Call Center to begin with.
Hiring the wrong TeleSales Agent is the Root Cause of most Telemarketing Call Center Performance Issues. It’s also a significant drain on your Budget & Bottom Line ... more

Sales

Telemarketing

Telemarketing Industry

Telemarketing Platforms

Dec. 3, 2010

Denise Maling and 7 other people answered this question

Cold call introductions- what do you say?

When cold calling the first sale is time, getting a potential client to talk is the sale. You have about 15-30 seconds to make a positive impression so other than your outstanding voice quality and personality a strong value proposition is imperative. Robert has a ... more

Nov. 18, 2010

Kevin Gaither and 1 other person answered this question

What are some ways that you test the "people skills" of your telemarketing agents?

My interview process ends with a mock sales call. Note that I wrote that the end of the process has the mock sales call. Let's be honest, if the candidate isn't demonstrating their people skills with YOU and the other interviewers DURING the interview process, ... more

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