Is your business to business telesales program performing below par? What’s wrong? This could literally be a million dollar question. It could be any number of things. Most smart telesales managers will tend to look at the pitch, the offer, the close, or perhaps the call list. It could be any of those things. Those are great variables to constantly evaluate and many times a small adjustment will yield tremendous results. However, one of the most overlooked pieces of the equation can be successfully getting past the gatekeeper to a decision maker. In fact, I’ve found that most often getting to a decision maker is 75% of the battle.
So, if that is true, why is it one of the last things to be evaluated? Continue reading