Home   About   Services   Client Testimonials   Contact   Blog  
Friday, June 05, 2009

Even though I've been in the telesales business for over 20 years (I ran a telesales team back in 1989 for an IT services company), I'm always interested in reading books on the subject. You never know, you just might pick up a real gem of an idea.

Anyway, I was looking Art Sobczak's Telesales Blog and saw a recommended book that's not in my library called Successful Sales Managers Guide to Telephone Sales.

Cool, I thought, let's have a look at this one. But, then, something stopped me dead in my tracks - it was published in 1999!

Now, in some ways, 1999 isn't that long ago. But in the world of telesales it's an eternity.

In a way, the title of the book gives it away - "Telephone Sales".

I was chatting the other day to one of our associates who worked in one of the first telemarketing companies back in the 80's. We were talking about how the game has changed so much in that time.

For a start, there was no voicemail. Not to mention the fact that people were actually happy to chat with you :-) No email. No web.

Today, at some levels within an organisation, you can call all day and not reach anyone. And that's exactly why the tactics that worked in the 80's, and even back in 1999, just don't cut it anymore.

Back in 1999 I was a regional sales manager for a company selling IT solutions for manufacturing (the fact we were selling to manufacturing dates the story for a start!) In those days, you would ask a prospect, "do you have an email address?".

The game has changed.

The description "Telephone Sales" just isn't accurate any more.

Telephone, voicemail and email are all daily tools. Today, we set up as many appointments by email as we do by phone. Social networking sites like LinkedIn and web based research tools have become critical in positioning your approach. Web demos have become the norm for software telesales.

But in a few years time we may be saying... that's so 2009!

Labels: , , ,

Posted by: David Regler @ 9:19 am |   | Links to this post  

Bookmark and Share


Post a Comment

<< Home

Inside Sales Metrics

Build or buy: what's the best option for telemarke...

Ethical Telemarketing Companies? Now I know we're ...

Telemarketing or Telesales - what's the difference...

Why telemarketing professionals don't use scripts

Is Twitter a B2B marketing channel?

F1 shows that change is an opportunity for new bus...

What's the ideal pilot for an appointment setting ...

Podcast on Telemarketing & New Business Developmen...

Do you want your telemarketer free-range or batter...

November 2005
December 2005
January 2006
February 2006
March 2006
April 2006
May 2006
June 2006
July 2006
August 2006
September 2006
October 2006
November 2006
December 2006
January 2007
February 2007
March 2007
April 2007
June 2007
July 2007
August 2007
September 2007
November 2007
December 2007
January 2008
February 2008
March 2008
April 2008
May 2008
June 2008
July 2008
September 2008
October 2008
November 2008
December 2008
January 2009
February 2009
March 2009
April 2009
May 2009
June 2009
July 2009
September 2009
October 2009
November 2009
December 2009
January 2010
March 2010
September 2010
October 2010
November 2010
December 2010
January 2011
February 2011
March 2011
May 2011
July 2011
September 2011
October 2011
November 2011
December 2011
January 2012
February 2012

Powered by Blogger

All content © Maine Associates Ltd 2010 All rights reserved. Read our privacy policy