Smart Selling on the Phone and Online: Inside Sales That Gets Results

Smart Selling on the Phone and Online: Inside Sales That Gets Results

Smart Selling on the Phone and Online: Inside Sales That Gets Results

Smart Selling on the Phone and Online: Inside Sales That Gets Results


The 800-CEO-Read Business Book Awards of 2009 In the sales category - short list

The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author's TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Sales professionals will learn how to:

• Overcome ten different forms of "paralysis" and reestablish momentum

• Sell in sound bites, not long-winded speeches

• Ask the right questions to reveal customer needs

• Navigate around obstacles to get to the power buyer

• Prioritize and manage their time so that more of it is spent actually selling

• And more

Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of "Sales 2.0" and become a true sales warrior!


When I first began my sales career at Xerox, we were expected to make 30–50 cold calls per week. Each day I'd jump in my car and head out to my territory to prospect for new customers. and as a Minnesota resident, I really know what cold-calling means. Even blizzard conditions with —20 degree temperatures never interfered with my prospecting. Knocking on doors was how you got business. If you couldn't meet eyeball-to-eyeball, you weren't selling.

Fast-forward 25 years and the sales landscape has radically changed. Stressed out, overworked corporate decision makers view time as their most precious commodity. the last thing they want is to have a self-serving salesperson sitting across from them, babbling incessantly about their leading-edge solution or unique methodology.

So, they erect a virtually impenetrable barricade around themselves. They refuse to meet with cold callers. Plus, they rarely answer the phone, roll all calls to voicemail, and seldom return messages. the average seller finds it extremely difficult to connect with decision makers, deliver compelling messages, and set up appointments without getting brushed off.

I know this from personal experience! During the dotcom bust, my own business collapsed and I had to rebuild it from scratch. Once I figured out what it took to crack into corporate accounts in today's business environment, I wrote Selling to Big Companies for outside salespeople and entrepreneurs who were pursuing opportunities with these larger firms.

It became readily apparent to me that selling both on the phone . . .

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