That Telephone Sales Episode
THAT MARKETING PODCAST •
The Telephone Assassin, Anthony Stears, shares his proven approach to selling, and explains how Marketing Automation can support your Sales team by lining up warm leads.
It’s no surprise that we at Spotler love a good email, and will wave the flag for them as effective marketing tools all day. But even we know that sometimes you have to pick up the phone and speak to someone directly.
Anthony Stears, The Telephone Assassin, has spent his career helping sales people to be more effective on the phone, from opening a conversation to closing the deal. in this episode, we talk pizza menus, pipeline constipation, and what kind of training isn’t as valuable as you might think:
- How to divide qualifying leads between sales and marketing:
“Marketing can potentially have the time to look at what other articles are out there on a particular topic or what articles have been put out there by a particular company. And that is great insight to give to the salesperson, but the salesperson is going to be dealing with a human being. And the more they know about that human being, the easier it will be to engage them into a conversation”
- The smarter way to think about sales:
“I talk about sales being a numbers game, but it’s less about trying to sell or get over objections. It’s more about capitalising on the conversations people are ready to have”
- What pizza menus have to with cold-calling:
“Prospecting should feel like you’re dropping off a pizza menu and not trying to take an order. I think we’ve all had takeaway menus put through our letterbox on a on a weekly basis. But none of us seem to get them come and knock on our door and just ask to take an order because that would just be rude.”
About the Speaker
Leading expert on Telephone Engagement, Anthony Stears a.k.a. the Telephone Assassin delivers useful, interesting and thought-provoking talks about creating new business opportunities.
Having worked as the “sales and marketing manager” for multiple companies (at the same time) for years, he shares some techniques and tips on how to generate leads, get past the “gatekeeper”, build confidence and create rapport over the phone.
About the Presenter
‘That Marketing Podcast’ is hosted by Richard Wall. The marketing team’s jack-of-all-trades, you can find him attending and hosting seminars, split testing his way to success and chasing down those hot chilli leads. His passion for podcasts has led him to many an interview and investigation on all things Marketing for you to enjoy.