What this jerk doesn't understand is that you are a professional. Your dedication and service is needed. You create opportunities and open doors that were otherwise closed. You represent progression. Your product/service serves a niche in the marketplace. What you are selling might not be a perfect fit for him but it will be an extremely useful tool for other teams and help them gain an advantage over their competition. Keep this in mind. 

So, around the office we’re so thrilled to be awarded with the AA-ISP’s Service Provider of the Year award for the third year in a row that we're borrowing famed basketball coach Pat Riley's word, “three-peat.”

Stand in front of a room of 150 sales reps and ask them, “Raise your hand if you’d rather call your prospect on their direct line vs. going through the switchboard.”  I promise that you will see 150 hands shoot into the air.  But why is it so much better to call a direct line than a switchboard?  Furthermore because most companies keep these magic 10 digits under lock and key, how do I get direct lines?

Differentiate yourself from the other callers.  Vorsight's own, Steve Richard, teaches us not to work harder but to work smarter. By doing some prep work before you dial you’ll be ahead in the game of setting yourself apart.  Here are some ways:

Now that you have created value and made the conversation relevant to the prospect, the executive is likely to accept an appointment with you. The hard part is done but to make sure you’ve covered all of your bases, follow these small but important details to increase your chances of the appointment will stick..

 We throw the term “cold calling” around a lot in sales.  But very few of us ever stop to ask ourselves, “What does cold calling actually mean?  What is the purpose of our cold call?”  Most people recognize that you don’t want to ‘sell’ in your first call.  But if that’s the case, what do you want to do? 

1. Be creative.  Always be open to trying new tactics to get to your prospect. If it’s trying a new voicemail every day, sending out a crazy email subject line or just trying a new call window, make sure you change things up at least once a day.
2. Always Listen.  Listen to what your prospect is saying and think about them and only them. Then apply your product/service to what they are saying.
3. Relay your service/product to the prospect like it was made just for them. Always make sure that you are making it all about them. It’s a proven fact that people like hearing about themselves. Talk about your product as it would apply to their life.
4. Ask Questions…lots of them. Make sure the prospect knows this is going to benefit them by having a good knowledge base of what they already have in place; what types of projects they’re working on or what types of projects/initiates they’re putting in place in the coming months.
5. Always end the conversation on a positive note. Make sure that the prospect is looking forward to talking soon. Make them buy into you as a person. People always buy you first, then your company/product. If they go into the call with your sales rep thinking positively about your conversation they will be more open minded and excited about the conversation.

The next time you prospect, I challenge you to start with these five quick steps.   I know you’ll be that much closer to being a B2B appointment setting superstar!

 Vorsight doesn’t play around when it comes to competition.  We take a goal and blow it out of the water. This week, we saw an opportunity to start the year off right by bumping up the energy in the office.

 Thinking about outsourcing appointment setting?  Your decision is more than simply a question of evaluating the vendor.  It’s also a question of evaluating yourself!  Sure your vendor needs to perform.  But ROI is all about a partnership.  Half of the partnership is you.  It’s like a marriage.  Don’t get married because you “fall in love.”  The best marriages last because of a long-term shared outlook that lasts long after the infatuation ends.  Your vendor doesn’t want a one and done (hint – it’s not particularly good for them financially either).  They’re looking for that special someone for a long term relationship.

Our clients often realize that it’s not what your say or how you say it.  It doesn’t matter if you are talking with a prospect who is an inbound lead that has been highly scored by a marketing automation tool.  Instead what becomes most pertinent is that you are talking to the right person in the first place.