Press Room

Breaking the Customer-Service-Only Habit

Your ISRs provide great customer service: addressing billing issues, clarifying work orders, and answering the occasional technical question. But what if too much of their time is dedicated to customer service, and they don’t invest enough quality time in selling? What if your ISRs are missing the golden selling opportunity when they have an engaged […]

How to Close a Phone Sales Call

In the classic sales movie “Glengarry Glen Ross”, Alec Baldwin’s character berates the sales team and shouts caustically, “Always Be Closing”! There is an element of truth to this of course. Some salespeople get signals from the customer they are ready to buy, and keep talking. Eventually, something comes out of the salesperson’s mouth which […]

Why Phone Sales Doesn’t Work

Phone sales doesn’t work for you because you think you need to sell a customer something. Your whole object in picking up the phone was to persuade the person on the other end of the line to buy your product or service. On the other hand, your prospect is unhappy and defensive. The former because […]

How to Track Phone Sales

Management guru Peter Drucker said, “What gets measured, gets managed.” Telephone sales business-to-business can be measured in many ways, and the successful manager crafts a dashboard of metrics which are the best indicators. The first set of measurements are activities. These are the measurable parts of the job sales reps do every day. Examples include: […]

How to Do Phone Sales

Selling over the telephone is both an art and a science. The art part of the equation you’ll need to master first. Are you focused? Will you make the dials? Are you empathetic to customer needs? Can you stick with it? You’ll get this art stuff through your natural talent and training. Now, on to […]