10 episodes

Telephone prospecting is a proven, proactive way to grow your business. You may not realize it, but it is actually a very straightforward business process. A tough one, for sure, but a lot more successful when approached as a process. This podcast interviews prospecting experts to explore the core elements of the telephone prospecting process and ways to assemble them to achieve greater success.

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Prospecting as a Process Bob Howard

    • Business
    • 5.0 • 1 Rating

Telephone prospecting is a proven, proactive way to grow your business. You may not realize it, but it is actually a very straightforward business process. A tough one, for sure, but a lot more successful when approached as a process. This podcast interviews prospecting experts to explore the core elements of the telephone prospecting process and ways to assemble them to achieve greater success.

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    Topic - Becoming more Successful on Your Appointments

    Topic - Becoming more Successful on Your Appointments

    Interview with Jeremy DeMerchant, #1 Best-Selling Author, Award Winning Speaker, founder of Permission To Sell Consulting Group and host of the Sales Team Rescue podcast. Jeremy explains how to be more successful on your appointments by focusing on two components: mindset and framework. Learn how the story you’re telling yourself and the questions you ask determine your success in sales. For more great content from Jeremy, check out his podcast at https://salesteamrescue.com/ (SalesTeamRescue.com). Be sure to download a free copy of The 5 C’s of Successful Sales Conversations at http://www.permissiontosell.com/the-5-cs-of-successful-sales-conversations/ (PermissionToSell.com/5cs)

    • 11 min
    Topic - Importance of Understanding the Problems Impacting your Clients

    Topic - Importance of Understanding the Problems Impacting your Clients

    Interview with Keenan of A Sales Guy and author of the best selling book Gap Selling. Keenan explains the importance of connecting with the buyer on a problem level and the benefits of creating a PIC (Problem Identification) chart.
    Please visit https://www.asalesguy.com/a-sales-guy-u/ (https://www.asalesguy.com/a-sales-guy-u/) for powerful content to help you become a better salesperson or leader.
    https://www.contactscience.com (Contact Science Home Page)

    • 8 min
    Topic - Identifying Your Ideal Customer Profile

    Topic - Identifying Your Ideal Customer Profile

    Interview with Mark Hunter of The Sales Hunter. Mark explains the importance of identifying your Ideal Customer Profile (ICP) to know who and what type of customer you should be reaching out to as well as tips to qualify fast.
    Please visit https://thesaleshunter.com/ (http://thesaleshunter.com) to learn more about Mark Hunter and check out his free resource 100 Prospecting Tips.
    https://contactscience.com (Contact Science Home Page)

    • 6 min
    Topic - Resetting Your Prospect's Perception

    Topic - Resetting Your Prospect's Perception

    Interview with Lynn Hidy, of UpYourTeleSales; Lynn explains the importance of turning your product knowledge into prospect problem knowledge.
    Please visit http://www.upyourtelesales.com/ (http://www.upyourtelesales.com/) to learn more about Lynn Hidy.
    https://www.contactscience.com (Contact Science Home Page)

    • 8 min
    Topic - Calling During Uncertain Times

    Topic - Calling During Uncertain Times

    Interview with Dave Kurlan with Kurlan Associates. He provides tips on making calls during difficult times and offers insight on verbiage to use. Please check http://www.omghub.com/salesdevelopmentblog (out his blog) where you will find 1,800 helpful articles.
    Contact Science Home Page

    • 6 min
    Topic - The First 10 Seconds

    Topic - The First 10 Seconds

    Interview with Anthony Maddalena with PowerCall Global Training Limited. He outlines various options to help achieve better results with cold calling and deep dives into managing the first 10 seconds of the call. Check out his presentation https://www.contactscience.com/PowerCall%203%20Best%20Times%20to%20Cold%20Call%20.pdf (Three Best Times to Cold Call)https://www.contactscience.com/PowerCall%203%20Best%20Times%20to%20Cold%20Call%20.pdf ( )and for more information visit https://www.powercalltraining.com/ (https://www.powercalltraining.com/)
    Contact Science Home Page

    • 9 min

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