Pete Fasulo

In today’s world of sales, many of us are adept at writing emails, interacting with connection in LinkedIn, and attempting to win clients via our keyboard. While these are excellent tactics, you may not be differentiating yourself from the pack. Email blasts, direct mail campaigns, and social selling are phenomenal tactics for attaining new business. But, in an effort to set yourself apart, these tactics should be combined with good old phone prospecting. 

Phone Call Avoidance (PCA) is a serious illness. Especially in a sales organization that wants to use ALL avenues to get appointments and eventually win business. While numerous sales managers continually tell their reps to "Hit the phones," very few of these managers actually give their reps the tips, tactics, and training to be successful at phone prospecting. Here are 6 tips to make phone prospecting more successful - and thus more palatable to sales reps.