Guide to Telemarketing Sales

Sales appointment setting is an ugly process. Picking up a phone and convincing someone you don’t know to spend time with you sends cold chills down your spine no matter the thickness of your skin. Is it really any wonder cold calling ranks number one with a bullet on the most hated list for salespeople?

Fear and loathing of prospecting and cold calling has killed a bright future for many a shining salesperson. A lack of prospecting leads to a lack of appointments and a lack of new sales. There is only so much you can do with referrals and the accounts divvied up when Joe in the corner office retired.

Weak sales managers, and there are a lot of them, stand over their minions forcing them to do what they hate, call and call more. The basic premise is right that more calls will ultimately lead to more sales, but the methodology is all wrong. It isn’t just quantity; it is quality that counts. Garbage in, garbage out.

Strong sales managers know account execs have to talk to prospects with a problem to solve—those who will invite you to meet them and help make their pain go away. They also know one of the best ways to get in front of these prospects is to use the services of a professional sales appointment setting firm. It makes sense on a whole lot of levels. These pros will dial the phone three times more often than your in-house reps, have more conversations and schedule dozens of high-quality appointments, fast. They use the right lists, use the right words and make your top sales reps twice as productive.

Those who don’t consider outsourcing appointment setting are leaving money on the table. They think that given time, sales reps will learn to make cold calls and set appointments with the accounts you want most. That same line of antiquated thinking would suggest you should always be working on your weaknesses.

Wrong!

Work on your strength and find professionals to take care of the shortcomings.Sales appointment setting firms will bring you a trackable, meaningful ROI. They bring waves of new revenue, build morale, reduce management oversight and let sales reps do what they do best, present, negotiate and close deals.

Outsource cold calling and appointment setting to those that do it best—the ones that don’t think the process is ugly or painful but rather enjoy setting the table for your sales team.