All About Your Prospect

B2B Prospecting Guidelines: All About Your Prospect

In this era of traditional sales and marketing, we were taught and used to sell with passion. We were asked that if we spoke persuasively enough to our sales prospects, they’d sense our passion and realize they had to buy soon and immediately.

So we prepared our pitches, fine-tuned our demos, and reinforced our objection handling. Read more

Working with the Screener

Cold Calling Mistake 101: Working with the Screener

“Don’t give them any information. They can’t buy from you.”

Here is another area where lots of bad information has been repeated over the years in telemarketing. Nonsense like above makes a telemarketer against the screener (e.g. secretary, front desk tellers, office staff) and technically most of telemarketers thought that a screener is nothing but a person who can contact the decision maker and will not buy from you. Read more