Sales Prospecting Perspectives

[INFOGRAPHIC] 25 Tips for New Teleprospectors

  

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According to The Bureau of Labor Statistics, there will be an 8.9 percent employment growth for sales representatives between 2012 and 2022. They project that an additional 132,000 jobs will need to be filled within that time period.

At AG Salesworks, we hire new teleprospectors with varying experience levels every month. On-the-job training is offered, as well as mentoring from other reps and managers. While many inside sales teams such as our own do have a training process in place, inside sales reps also hear many nuggets of advice along the way that may not be explicitly written in their training documents.

In order to better set up your inside sales team for success, we asked our inside sales reps what they wished they knew when they started out, and we asked our inside sales managers what advice they gave which was most heeded or respected by new teleprospectors. The answers will provide perspective for new inside sales reps and managers alike.

The resulting infographic, available for free at this page, includes their advice. We encourage you to bookmark it for your inside sales team or even print out a large copy for the office. The infographic is a supplement to The Ultimate Inside Sales Prospecting and Success eBook.

Some of our favorite pieces of advice:

1. Don’t give up at the first objection. Sometimes, prospects will challenge you with objections such as Budget, Authority, Need, and Timeframe. However, many of these objections are outdated. Prospects may still be hiding behind these objections, but prospectors can immediately refute them. At the sign of the first objection, don’t balk; instead, find out more information and show the value of your product or service.

2. Make the call about the prospect, not about you. When teleprospecting, it’s important to understand that, while you are trying to hit quotas on quality conversations and leads passed every day, it’s not about you. Especially when calling clients and prospects, keep the conversation away from yourself and your pitch, and ask questions about the prospect and his or her processes instead.   

3. Challenge yourself. You are not doing anyone any favors if you’re just going through the motions. It’s bad for your career and it’s bad for your company. Find what interests you within the job, and challenge yourself to be better every single day. Think about your goals, and outline paths to attain them. No matter what position you’re in, you can make a difference. You just have to motivate yourself to take the next step.

Read the rest here!