In my experience, I’ve found most companies approach sales training the wrong way. This might sound surprising, but hear me out. When sellers consistently fail to meet growth targets, the automatic assumption tends to be, “It’s a skills-related issue.” The company believes that all its sales team needs to succeed is proper training by an outside consultant or someone within the organization.

Getting screened out by the receptionist or gatekeeper is still one of the biggest causes of phone aversion.  Questions like, “Will he know who’s calling?” or “Will he know what this call is about?” or “Has she spoken to you before?” are enough to keep any inside sales rep up at night, and the sad thing is it doesn’t have to be this way!  If you follow the basic philosophy provided below and then adapt and use any of the scripts provided, you can instantly increase your transfer rate to the decision maker. 

With its announcement of a new unlimited storage plan, Amazon Web Services tossed a big monkey wrench into the cloud computing market.

While the method of this stall has changed throughout the years: it went from, “Just put a brochure in the mail, and I’ll look at it,” to “Why don’t you fax something to me, and I’ll look it over,” to now it’s, “Just email me your information, and I’ll look it over,” unfortunately, it all still means the same thing: your prospect either doesn’t want to take the time to be pitched, or they don’t need what you’re selling.