Telemarketing Techniques, Telemarketing Tips

Learn to improve your telemarketing skills, cold calling skills with articles from SalesVantage.com contributing writers.

Gaining Access to Key Decision Makers. Cold Calling does work
by Marie Warner, President, Warner Sales Architects
No sales rep seems to enjoy cold calling - although everyone grudgingly acknowledges the need to dedicate time each week to the critical task.
Seven Ways to Improve Your Telemarketing Success
by Mark Sanford, PhD
Here are some practical suggestions that will help you make the most of your telemarketing efforts in the coming year.
Enticing Voicemail Messages
by Jill Konrath, President, SellingtoBigCompanies.com
Voicemail is a fact of life today. Whether you like it or not is irrelevant. And believe me, getting through to decision makers is only going to get worse.
Why Most People Avoid Cold Calling
by Mark Sanford, PhD
Often, procrastinators avoid taking action that would reveal their abilities, skills or intellectual competence. They hide out in other activities rather than cold calling. As William James once said: "With no attempt, there can be no failure; with no failure, there's no humiliation."
What Makes A Great Telemarketer?
by Mark Sanford, PhD
As with almost anything, the answer really depends on what you are asking that telemarketer to do.
End the Boredom and Frustration of Cold Calling
by Mark Sanford, PhD
If you make lots of telephone prospecting calls everyday, then you certainly know the mind numbing boredom and personal despair that can go with a down day of cold calling!
Real-Time Collaborative Prospecting
by Jeff Kostermans, CEO, LeadGenesys
A well-orchestrated multi-touch B2B marketing campaign should include outbound telemarketing as part of the plan and ...
The "QUAIL" Effect in Telemarketing: Notes on Emotional Labor
by Mark Sanford, PhD
Telemarketing has become an 80 billion dollar a year industry in the United States and it shows no signs of decline as a major means for securing orders for goods and services.
Putting More of Your "Self" into Your Cold Calls
by Mark Sanford, PhD
To disclose more of your inner-self in cold calls is almost always based on a lack of confidence in your own value.
Overcoming Call Reluctance
by Mark Sanford, PhD
Selling is about compliance seeking, and more and more, this is being done by telephone. Anyone who has done this type of work knows the experience of reluctance to approach strangers.
One Call, Two Objectives?
by Mark Sanford, PhD
Get better results when you prospect by separating  prospecting calls from appointment setting calls.
The Buried Crypts of Cold Calling
by Mark Sanford, PhD
So what is the lesson of discouragement? Perhaps it is that the suffering it entails cannot be defined away. Unless there is a modicum of rewards, discouragement is almost intolerable. The best remedy is success and that only comes as one rises above discouragement..
How To Drive Top-of-Mind Awareness With Prospective Customers
by Gordon G. Andrew, Managing Partner, Highlander Consulting

For B2B businesses, making a prospect's "short list" of candidates is a critical step in the sales process. To get there, prospects must remember who you are when they're ready to buy.