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Pre-Call Planning Means Research

Pre-Call PlanningBy paulb October 4, 2008

For some of us, pre-call planning means research. We may have to research articles, review websites, or simply get on the phone and start doing detective networking. Different Sales Professionals do it in different ways, including: Reading various company communications like annual reports, 10-K reports, letters to shareholders, and press releases Searching the internet for…

The Silver Bullet Discover Summary Process

DiscoveryBy paulb October 4, 2008

After you’ve asked your discovery questions and have uncovered a lot of information, you want to do something that will create some positive buying momentum before offering your tailored solution. And I have just the right thing. It’s called the Discovery Summary. The Discovery Summary is all that; it really is. Our research shows that…

Call-Center Excellence: World-Class Customer Care on Every Call

Customer ServiceBy paulb October 4, 2008

By Paul Bartick, Outsell Consulting An internet service provider whose retention queue takes more than a million calls every month wanted help increasing their retention rate. Within 18 months their rate soared from 46% to 61% adding millions of dollars to the bottom line. An airline carrier whose call centers take more than 5 million…

Two ways to Increase Your Sales In A Shrinking Economy

Bullet Points NewsletterBy paulb August 20, 2008

These are trying times, but it’s no excuse for lack of performance. Sales pros in every field can take advantage of this down market and actually increase their sales. In markets like this, the order takers are weeded out and the sales pros with a more systematic, pro-active and disciplined approach are rewarded. Here are…