Sales Mgmt: Do your team know how to prospect?


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Sales Managers: Does Your Team Know How to Prospect?

It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Does that sound familiar?

Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”. The book is sub-labeled “Essential Scripts and Strategies to Skyrocket Sales Performance” and it delivers on that statement.

Wendy broke the book into segments;

  • Cold calling in the 21st Century;
  • Gatekeepers, Voice Mail and Email
  • Introductory Appointment Setting Scripts
  • Selling Entirely Over the Phone

If you have your sales teams attempting to “dial for dollars” or even communicating over the phone this book should be in your library. If you have a tele-sales team the content in the book should be included in your on-going sales training program, use our book-club idea where each week, each chapter is discussed at your weekly sales meeting and the techniques and scripts can be tailored to your product/services. Chapter 10: Words to Use and Words to Avoid is a must read for any salesperson-it’s worth the price of the book! Check it out:

Republished with author's permission from original post.

Ken Thoreson
Acumen Management Group Ltd. "operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America.


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