Whether you’re going through training or already a seasoned veteran in the industry, your repertoire of questions should be thoughtful enough to spark interactive dialogue. A person naturally doesn’t like feeling as if they are being backed into a corner and consequently that person will often instinctively call to action their defense mechanisms and push back. Same goes for something as simple as a sales call or teleprospecting call. If they feel like you’re interrogating them, they’ll push back and be gone sooner than you can even register that the phone has been hung up on you. MORE >>

Serious Decisions added “Telequalification” to their sales funnel this year; recognizing the need for some type of human interaction to better assess the motivation of all these website activities the prospect completed. Let’s discuss the idea of lead scoring within marketing automation and why inbound marketing embedded with a scoring system doesn’t a sales qualified lead make. Content is where it’s at nowadays, or should I say, Quality content is where it’s at. Now, understanding the scoring model of marketing automation systems, it can be a very useful tool. So, what to do? MORE >>

Think about yourself for a moment: When you’re out at an event and networking, you’ve seen and interacted with those folks that just can’t build rapport. Sales Prospecting Perspectives is pleased to bring you a guest post written by Chris Snell , Inside Sales Manager for SMB at Care.com. It doesn’t matter if you’re a business development rep, an inside sales rep, an outside sales rep, a minor accounts manager or a major accounts manager, there are skills that you need to be successful at every level of your sales career. Prospecting. Building Rapport. Listening. What about you? MORE >>

am not talking about life experiences but rather experiences on the job, for example making calls, conversation tracks, company interaction, etc. I recently attended a leadership workshop hosted by the Oz Principle that was focused on the topic of accountability on a personal and organizational level. In this post I am not going to explore all the concepts that we discussed, primarily because I am still working on digesting all of the information we covered during the workshop. After this introduction, I took a step back and realized how accurate this is. MORE >>

Some of the responses that were shared were really eye opening to me, and it’s already had an impact on how I interact with my team. 'Do you ever ask yourself the question: “What characteristics would my team use to describe me as a boss?” If you haven’t, it’s a really great question to ask yourself if you manage a team. Last week I had the privilege of attending a leadership training program where I learned a lot about being a better boss. It’s only been the first session of 7, and I can already tell it will be time well spent. wanted to share a list of what our team came up with. MORE >>