Did you ever have a Magic 8-Ball?  You remember that, right?  You ask it questions, shake it up, and then look at the bottom of the ball to see which side of the twenty-sided die inside floated to the top.  There were answers like, “It is certain,” “Ask again later,” and “Very doubtful.”  I had one as a kid and always thought they were pretty cool.  If the Magic 8Ball said that I was going to win a basketball game, then of course it was going to happen, right?  If only predicting the future was as easy as shaking one of those things.  Of course, with some of the answers you’d receive, I’m not so sure I want to leave the future up to fate.  So what does this all have to do with teleprospecting?  Well, it got me thinking about self-fulfilling prophecies and a conversation I had today. 

I had lunch with a friend of mine who’s a sales rep, and we were talking on the way back about the teleprospectors that provide him with sales qualified leads.  He said that his territory had recently changed, and that he was really excited to be working one-on-one with his BDR.  I asked him what was one of the more challenging aspects of working with BDR’s in general, and for him, he said that it’s helping BDR’s out of a rut.  He said that when they have a string of dry days (no leads), it’s really tough to help them stay positive.  That got me thinking about the whole self-fulfilling prophecy thing I mentioned above.  I remember being on the phones and trying to find sales ready opportunities, and if I had a run of a few bad days, it was hard to not think that I couldn’t get over it.  I kept expecting prospects to say, “not interested,” to me, and I was expecting them to hang up on me or never get back to me.  And what do you think happened?  They said “no” and hung up on me more often.  But was it because I was expecting them to?  I think so.  

You can’t think like that in sales, let alone teleprospecting.  The job requires momentum and you’ve got to keep it as positive as possible.  Here’s three ways I see that we can help teleprospectors to stay positive: 

1.  Remind them of the number of prospects they have to call:  If your teleprospectors have a large number of contacts that they can try to qualify, remind them that a “no” is just like dirt on their shoulder.  They need to dust it off like Jay-Z and move on to the next name.  There is no time to waste on people who aren’t interested. 

2.  Remind them to focus on their successes:  Here’s an easy way to keep things positive for your BDR’s.  You wouldn’t have kept them around if they weren’t successful in the past (gosh, I HOPE you wouldn’t), so go back to those past wins with them.  By helping your teleprospectors to revisit leads that they’ve passed before, you’re going to remind them that they can do the job, and have done it well in the past. 

3.  Remind them that every day brings a clean slate:  There is nothing as refreshing as that thought.  No matter how bad yesterday was, tomorrow is brand new.  Tomorrow we can make more calls, talk with more prospects, qualify more of them in OR out of our sales process, and close more business.  Focusing on what has already happened does no good. 

What about you?  What do you do to help your team out of a rut, or to keep them from falling into negativity?

*Photo Credit: misplaced in the city on Flickr

Where do you get inspiration from?  Better yet, how do you inspire your teams to bigger and better things?  To pass more leads of higher quality?  To make more calls today than they did yesterday?  To make more calls tomorrow than they’re going to make today?  To talk with more people who will probably hang up on them?  To initiate interest in a product that the prospect knows nothing about but after a ten to fifteen minute phone call now has to have?  How do you get them to do that if you’re feeling burned out yourself?  If you’re a manager of BDR’s, you can’t afford to burn out.  You can’t afford to do anything BUT burn bright.  You’ve got to keep yourself ablaze if you expect your reps to even glow, so how do you do that? 

For me, I listen to music.  Music like Jay –Z and Alicia Key’s Empire State of Mind.  Check it out: 

This song has vision and hope!  Can a song have those?  I’m not sure, but if it can, this one has them.  If you have a team of teleprospectors or you’re partnering with someone to provide you with sales qualified leads, you need to make sure they’re being managed by someone who has vision and knows HOW to manage.  How to motivate.  How to inspire.  The job of making phone calls and qualifying sales ready leads is not glamorous, but it is no less important.  It is no less necessary and it is no less needed whether you’ve hopped on the inbound marketing bus or not.

So today, I’m asking for feedback.  What do you do?

Now, I’m not really much of a racing fan, car, horse or otherwise.  What I do know about the sport of racing, however, is that whatever method you choose to use to race, you’d better make sure that it’s in top shape.  It always amazes me, whenever I do catch an auto racing event on TV, is how fast the pit crews are when a car comes in.  Even for a flat tire, they’re so fast at changing them!  They have to be though, right?  I mean, there’s a ton of money riding on those races.  You can see where this analogy is going, right?  Your sales machine is typically the money maker of your organization, and the “pit-crew” of your sales machine are the folks who are fully qualifying leads for them.  If you want to keep that crew at a level of high performance, how do you go about doing that?

If you’ve got your own in-house teleprospecting team, or maybe you’re partnering with a vendor to supply you with sales qualified leads, this question has to be answered.  Typically, in the teleprospecting/appointment setting/telemarketing industry, the turnaround for the ground-level, in-the-trenches, phone-jockey job is pretty high.  It is the rare organization that is able to keep their top producing folks around for a while.  The way I see it, there are a few ways to help ensure that the folks who are great at qualifying sales opportunities for you to stick around longer: 

1. Inspire them consistently.
2. Keep them challenged.
3. Have them mentor new BDR’s.

The first way you maintain a high performing BDR is to inspire them consistently.  Let’s call a spade a spade here, okay?  Teleprospecting is not rocket science.  That being said, it is by no means any less important to the organization utilizing teleprospecting services, be they in-house or outsourced.  The job that teleprospectors do is so important!  Every dial they make should have a purpose behind it, so that they don’t feel like all they’re doing is smiling and dialing until the 5:30pm whistle blows.  If you’ve got a high performing BDR, you want to make sure that they feel like what they do is important; not because you want to manipulate them, but because it’s true.  If you really don’t see the value in teleprospecting, then that is a completely different story that I would be happy to talk about.  Thomas Edison said that, “genius is 1% inspiration and 99% perspiration.”  If that is true (and if you’ll allow me the stretch of “genius” being analogous to “high performing”), and you’re not inspiring your BDR’s to be better today than they were yesterday, than you really can’t expect them to be at their best.

Second, to maintain your high performing teleprospector, you need to keep them challenged.  This can look like different things to different folks.  If you manage a team of teleprospectors who work on various campaigns for different solutions, you may want to put the high performing BDR on the struggling project.  Maybe you’ve got a project that’s only yielding five or six sales qualified opportunities per month.  Give that project a shot in the arm by putting in place one of your better performing reps.  The really great ones will rise to the challenge.  A couple of things will happen here – one, if that BDR is really good at what they do and the lead flow doesn’t change, you’ll know it may be an issue with the project, and two, if the BDR blows it out, then you know the rep that was first on the project may need more help than you thought.  If you don’t have the luxury of switching BDR’s and placing them on different projects and have an in-house team, you still need to challenge them.  This may come in forms of their metrics or the quality of their opportunities.  Challenge them to set personal records and then break them.  This is simple stuff, folks, but it bears mentioning.  Kudos to the manager who can challenge a BDR to break his or her older records because they actually did the job, too!

Lastly, another great way to maintain your high performing teleprospector is to have them mentor new BDR’s.  Let your BDR know that the reason why you’re using them to help train new reps is because of their high level of performance, and that you expect them to keep up that same level as the new employees sit with them.  Better yet, find a way to incent them on the effectiveness of the rep that they’re mentoring.  When I was a rep, I made sure I did everything I could to hit my bonus numbers, and would have jumped at the chance to earn more because I was able to train someone to do the job better than myself.  Training people should, theoretically, keep your skills sharp, too.  The sharper the skills, the more effective you can be.  The same should hold true for your BDR, too. 

What do you think?  What are some other ways to maintain your high performing teleprospectors?

Last week I blogged about things that you need to think about before you decide to build your own in-house teleprospecting team,  where I tried to get folks thinking about some of the questions that they may not have considered, and hopefully offer some insight into the difficulty of creating their own teleprospecting team.  Today I was thinking – what if someone had all of those things covered?  What if someone decided to build their own team and had been an experienced, successful teleprospector?  What if they knew exactly what their ideal BDR looked like and what if they really knew how to measure their team’s success?  It certainly isn’t beyond the scope of possibilities that if you’ve decided to build your own team that you already know how to answer these questions.  As a follow up, then, I’d like to offer some additional questions that you should think about.

So, let’s say that you’ve got yourself your own teleprospecting team – now what?  The way I see it, there are a few questions that you need to ask yourself once you get to this point: 

1. You’ve done teleprospecting before and you were successful at it.  Do you know the people you should surround yourself with so that you can focus on managing your team?
2. You’ve hired the right BDR’s, but do you know how to train them?
3. You know what metrics to measure to determine your team’s success, but do you know how to improve them when they’re not successful?

Congrats!  You’ve done teleprospecting before and you were successful at it.  You’re already way ahead of the game, but, do you know the people you should surround yourself with so that you can focus on managing your team?  There’s a lot going on from an operations perspective regarding the management of a successful teleprospecting team.  Who’s going to build out your team’s CRM so that it’s optimal for the BDR’s?  Who’s going to do your list scrubbing for you (and by God, get someone to do that!)?  Who’s going to manage all of the call metrics for you?  Who’s going to write and rewrite messaging and email templates?  Those are just a few questions that need answering.  Can you do all of this yourself?  Absolutely.  I’m not so sure you should be, though.  By determining who you should have working with you besides your BDR’s, you’ll be able to spend more time focused on managing your BDR’s rather than having to be sidetracked by all of those other issues that come up.

You’ve hired the right BDR’s, but do you know how to train them?  Just because you were a successful teleprospector doesn’t mean that you know how to train someone else to be just as successful.  They say those who can’t, teach.  I think that’s bunk.  Teaching isn’t easy.  Make sure that if you’ve got your own team of teleprospectors that you know how to train them.  And I’m not just talking about getting them up and running so that they know how to make a cold/warm call.  That’s all well and good for a little while.  I’m talking about keeping them sharp.  I’m talking about knowing how to keep them maintained as a well oiled sales opportunity qualifying machine.  I’m talking about having a team of folks who are constantly improving their skills, and better yet, are being taught to do so by you.  It’s fantastic if you were a really great BDR, but if you’re not a teacher or a trainer, take some time to plan out your team’s improvement process from an expertise perspective.

Lastly, you may know what metrics to measure to determine your team’s success, but do you know how to improve them when they’re not successful?  You’ve got a great connect rate but your lead rate is low, why is that?  Is that because you’re solution or a service is a “nice to have” or is because your BDR is afraid to pull the trigger on asking for a meeting?  Your lead rate is off the charts, but your connect rate is miserable – how come?  Does that even matter?  What about your leads that are hitting pipeline versus the ones that aren’t; do you know why?  Why is it that your BDR’s get off a call and feel like they’ve got a great opportunity but your sales rep says the lead sucked?  Who’s wrong in this case?  These are just a few questions you need to ask yourself regardless of whether or not your team is successful.  If they’re not though, and your boss has the metrics that you’ve determined for him/her that are what you should be measured by, you need to know how to improve.  You need to be able to determine when you need to add a little manpower to this campaign, or throttle down the activity to that campaign.  You need to be able to receive feedback on all of your team’s opportunities from each person that is a recipient of a lead, and you need to know how to get that feedback from the toughest reps who are not fans of your team.  It’s one thing to know how to measure your success, it’s a whole different animal knowing how to improve upon them.

Hopefully I’ve given you some things to think about.  If you have any questions about building your team, or improving them, feel free to give me a shout.  I know a lot of folks that would be happy to talk with you, and it would be my pleasure to help you get in touch with them.

Okay, so for the most part, I really can’t stand reality television.  I watched my fair share of MTV’s The Real World (when it really was “real” back in 1992) before it became obvious that the same “type” of character was cast season after season.  I watch stuff like Gordon Ramsey’s Kitchen Nightmares and Hell’s Kitchen shows and who doesn’t watch American Idol, right?  Don’t judge me for my television watching, please!  This past weekend, however, while I was flipping around the channels, I came across A&E’s new reality show called Steven Seagal: Lawman.  How can I pass this up!?  This guy was in the coolest action movies of three word titles the early 1980’s had to offer!  Who can forget Above the Law, Hard to Kill, Marked for Death, and Out for Justice?  Steven Seagal was (and apparently still is) a bad ass, and I think teleprospectors can learn thing or two from him.

Steven Seagal is a practitioner of the martial art Aikido.  Aikido is when you use an attacker’s motion against them.  They throw a punch at you and you use their motion to direct them away from you or into a hold or flip or something like that.  Seagal brought that martial art into the spotlight in 1987’s Above the Law and that art has helped him spawn a 20+ year career in entertainment.  I think there are three things that teleprospectors can learn from him to be better at their job: 

1. Be unassuming.
2. Be confident.
3. Know your enemy’s next possible move.

Steven Seagal, though he is 6’4” is a very unassuming person.  If you’ve ever seen interviews with him or footage of him off-set, he’s this really mellow guy.  I’m guessing his martial arts training have helped him become more Zen-like.  The correlation here to teleprospecting is that if our BDR’s can have that same sense of calmness on the phones, they’re going to be able to put their prospects at ease, thus making a conversation more likely one that bears fruit.  We’ve all spoken with telemarketers on the phone, who interrupt us while we’re at home eating dinner, or maybe watching a movie, or maybe just not wanting to answer a phone.  Those folks know they’re interrupting and you can hear their discomfort through the phone.  I think BDR’s (and telemarketers, too) can take a lesson from Seagal here and learn to be a little more Zen while prospecting for sales qualified leads.  Think about it for a minute – if your BDR is less nervous about making a cold call, they have a greater likelihood of passing leads because of the coolness they bring to the phone.  Help your BDR’s to be unassuming on the phone by role playing with them the difficult situations that may come up during teleprospecting.

I think another lesson teleprospectors can learn from Seagal is that you’ve got to have confidence.  This guy just exudes confidence!  I know that sounds contradictory a little, right?  Be unassuming and confident.  Confidence doesn’t always mean being brash or boastful.  I’m talking more about a quiet confidence; a confidence that has been built up by training.  If you’ve got a team of teleprospectors in-house developing sales qualified leads for you, or if you’re partnered with a vendor to find them for you, trust me when I tell you that you want those folks confident.  That confidence, however, is only going to come with enough training.  Last week I talked about building confidence in your teleprospecting team, and while I won’t rehash everything that I said there, I can’t say enough about ensuring that your BDR’s know everything they can about the solution or service that they’re calling on.  Remember what it was like in school after you’d just spent nights studying for a big test?  If you’ve put enough time in, there comes a point where you feel within yourself that there is nothing more you need to learn or memorize – you’ve learned it all (at least for this particular test).  The test day comes and you stride into class like you’re Rowdy Roddy Piper from They Live – you’re “ready to chew bubble gum and kick ass, and you’re all out of bubble gum.”  Your studying gave you that level of confidence.  The same can be said for teleprospecting.  The more your BDR’s study up on what they’re calling on, the more confident they will be on the phones.

Lastly, Seagal was talking on his show this weekend about the importance of knowing what a suspect’s next move could be.  Anticipation is the key here, right?  Though I’m not advocating that prospects are the “enemy” of a BDR, the point is no less applicable.  A BDR needs to anticipate what a prospect is going to tell them on the phone.  Some folks find it very valuable to build a flow chart of potential conversations that can be had with prospects.  “If they say this, I’ll say that.  If they say that, I’ll say this.  If they go down this road, I’ll detour them with that;” you get the idea.  We would do well by our BDR’s if we help them understand what a prospect may object to on their calls.  I would suggest taking a look at all of your BDR’s conversations and picking out the common threads.  Spend some time mapping out potential barriers or roadblocks and then create the workarounds that will help your teleprospectors.  The more practice your BDR’s have at anticipating what a prospect will come back at them with, the better they’re going to be.  The better your BDR, the better your qualified leads.  The better your qualified leads, the more pipeline and so on.  The point here is that it’s imperative to help your teleprospectors to anticipate what their prospects are going to say so that they can (forgive me for this lameness) turn a negative into a positive.

There you go – lessons for your BDR’s from Steven Seagal!  Make sure your BDR’s are unassuming and put prospects at ease, that they’ve built confidence that comes from learning their product/service, and that they’re able to anticipate a prospect’s next move so that they can better pass fully qualified sales opportunities.

One of the games I liked playing as a kid was Connect Four.  You remember that game, right?  It was like tic-tac-toe and checkers had a crazy love child.  You have to strategically connect four of the same checkers before your opponent does.  Playing the game with someone who’s never played before was fun, because it was easy to win.  More fun than that, though, was playing someone who had played before.  As a kid you could play for hours going back and forth with, “okay, how about best 9 out of 17?” or something like that.  The strategy of that simple game, much like that with tic-tac-toe, obviously determines the winner.  The same thing goes with teleprospecting and connecting with your intended contact.  How, then, do you as a manager (or maybe as the client of a B2B lead generation company) help your BDR’s connect “more”?

Your teleprospectors are on the phones all day, right, so naturally they’re having boat-loads of quality conversations?  Um, maybe.  I mean, that depends.  Do you count when a prospect says to your rep, “I haven’t had time to look at your information.  Call me next week,” as a quality conversation?  If yes, then I bet they have had a lot.  I don’t know about you, but MY clients certainly don’t count that type of a conversation as “quality.”  So I’ll pose my question again – how do you help your BDR’s connect with their prospects more often?  How do you help them make the most out of every phone call they have.  I think there are three things that, if implemented now, will have an immediate impact on your reps’ connect rates: 

1. Use “0-#” ALL the time.
2. Use, “Before I let you go, let me ask you this…”
3. Broaden your initial reach.

If you want your BDR’s to have greater connects with their prospects, then you have to teach them to use “0-#” all the time.  If you’ve ever made teleprospecting calls, then you know that the majority of the phone calls that you make end up going to voicemail.  That is the perfect opportunity for your reps to hit the “0-#” buttons on their phones and get connected to someone else.  More often than not, you get routed to an operator or an administrative assistant.  Sometimes, though, you get someone who may be covering for your prospect if they’re out of town.  Either way, you’ve got an opportunity to ask someone else for some qualification information.  If you get the operator or the admin on the phone, find out if you’re even talking to the right person.  I don’t know about you, but I’m pretty sure we can both agree that often times the lists that our reps are calling from are not always full of the most accurate data.  Use the admins and the operators to help get you pointed in the right direction, and then get transferred to that person.  If that person isn’t in, “0-#” again and find someone else who may have knowledge about the information that you are looking for.  Better, though, is getting transferred to someone else in that department who may be taking over for a vacationing prospect.  Get them on the phone and get as much of the base level qualification information as you can – what is the current scene like, what are you using now, who else is in your group, etc.

Now, this next one I’ve heard from several people before – saying, “before I let you go, let me ask you this…”  I was trained by Geoff Alexander some years ago to act like Columbo with prospects who are trying to get off the phone with me.  You remember Columbo, right?  Peter Falk’s detective character?  He used to ask suspects this as he was questioning them about some crime, and always got more information out of them than they were probably expecting to give.  Mike Damphousse, CEO of the appointment setting firm Green Leads, blogged about this technique a few weeks ago, and you can check out what he has to say about using this question here.  It is really a great way to get more information out of a prospect.  It actually sets a prospect at ease because you’re implying that you’re going to let them off the phone soon, and what do the majority of prospects want?  They want to get off of the phone with your BDR.  Teach your BDR’s to use this trick and they’re going to have more meaningful conversations with prospects because a prospect that is put to ease is more likely to answer qualification questions than those who are not.   Use those precious few minutes to extract as much pains and needs-type questions from your prospects, and you may find that they’re going on longer than your BDR’s were expecting, because maybe their questioning has struck a itch that they just have to scratch.

Lastly, to help your BDR’s increase the amount of connects they’re having with prospects, teach them to broaden their initial reach.  Let’s say you’ve given your BDR’s a teleprospecting list of 100 companies to call, with 100 contacts at each.  That is a great start, but how many of those 100 contacts are actually going to answer their phone the first time through?  And how certain are you that the contacts on that list are the exact person you want your sales team to be in front of?  What I would do is encourage your BDR to add two or three more people to each one of those organizations.  Let’s say you offer an email encryption solution and you’ve got a list of 100 CIO’s.  Sure, you want your sales rep in front of those CIO’s, but do you really think the CIO is the one who manages email encryption issues?  I doubt it.  Teach your BDR’s (or better yet your marketing list researchers) to add two or three more IT contacts into your list.  Do that, and now your list of 100 contacts jumps to a list of 300.  If your BDR’s are calling 300 versus 100, I guarantee that they’re going to have more conversations, and pass more sales qualified leads, because of that boost in potential contacts – and that, friends, is the ultimate goal:  more sales qualified leads.

I know that some of those tips may seem elementary, but they are no less important.  I’m often surprised at how many BDR’s let hitting “0-#” go by the wayside.  How about you, though?  How do you help reps increase their connect rates?

I’ve blogged before about my love for the Cobra Kai from The Karate Kid, but today I want to share with you my admiration for Mr. Miyagi.  You remember him, right, Daniel LaRusso’s pseudo father/mentor/karate teacher?  What I love most about Mr. Miyagi was his dedication to not only teaching Daniel Okinawan style karate, but it was his dedication to Daniel as a person.  Yes, he was willing to teach him karate, but he was going to do so all while making Daniel a better person.  As the movie goes on, you can see Daniel’s transformation from a fearful victim of bullying to a very confident young man.  You know, when you think about teleprospecting and lead generation, it’s our jobs as people who manage BDR’s to make them better, too, and one of the key things we need to teach our BDR’s is confidence.

Mr. Miyagi, played by the late, great Pat Morita, was the handy man of Daniel’s apartment complex.  After getting beaten up at a beach party, Daniel asks Miyagi to teach him how to fight.  Miyagi agrees, but with one condition, that Daniel do as he is instructed and without question.  Through a series of chores, including waxing cars and painting fences, Miyagi teaches Daniel how to defend himself, all without Daniel’s knowing.  For me, one of the best parts of the movie is when Daniel is balancing himself on the bow of a rowboat and having an exchange with Miyagi on learning how to punch.  Daniel’s “a-ha” moment comes when Miyagi asks him if he thinks he is training to fight, to which Daniel says, “no.”  Miyagi asks him why he trains then, and I just love Daniel’s response, “So I don’t have to fight.”  He’s built confidence into a boy who got the crap kicked out of him in front of the girl that he likes.  We’ve got to do the same with our BDR’s, and there are three ways I think we can do that: 

1. Teach them everything you know about the technology/services they’re calling on.
2. Explain the differentiators between their technology/services and the competition’s.
3. Give them room to practice, practice, and practice.

First, if you’re going to make sure that your BDR’s are as confident at teleprospecting as they can be, you’ve got to teach them everything you know about the technology/services that they’re calling on.  Sure, they need to be held accountable to learn that information on their own, but there is nothing like having that one-on-one training.  Hear me now and believe me later on this one – if you’re a bad trainer, get someone else to do it, but do it nonetheless.  It’s okay if you don’t have the time to do it mano-y-mano, but the point I’m trying to make is that they need training.  Hell, do your BDR’s one better, and as soon as you’ve finished training them on everything you know, bring in someone who knows even more than you and have them train the BDR’s, too.  The deal here is that, if knowledge is power, power can bring confidence.  The more your BDR’s know about the technology/services that they’re calling on, even if they don’t have to use it on the phone (and they shouldn’t, that’s sales’ or sales engineering’s job), the fact that they know their product inside and out brings confidence.  I’ve seen this in myself when I made teleprospecting calls and I see in my BDR’s.

Second, in order to help your BDR’s become more confident on the phone, explain the differentiators between the technology/services they’re calling and the competition’s.  Let them take all of the information you’ve trained them on about what it is you (or your client’s for those outsourced teleprospecting firms) do, and now share with them how you differentiate yourselves from everyone else.  You want to know how to discourage your BDR’s?  Tell them that your technology/services really doesn’t have any competition.  Wait until they get on the phone with a prospect who says (and they do say), “How are you any different than what I’ve already got?”  Telling them to tell prospects that, “Well, we really don’t have any competition, so we’re totally unique altogether,” is going to frustrate a prospect.  Build confidence in your BDR’s by helping them understand every possible objection that could possibly come up during a teleprospecting call.

Lastly, and this one is huge in building confidence especially in a rookie BDR, but give them room to practice, practice, and practice.  I’m talking about role playing here.  I can’t say enough good things about giving your BDR’s the opportunities to fall on their faces in a safe environment.  Are they going to do it on the phone?  Of course they are, but the fall is less painful if they’ve had the chance to practice prior.  Make sure you throw everything at them during role playing sessions.  Change things up and pretend to pass them to several different people in one organization.  Bring in some of the more senior sales folks and have them help run the training session.  If the old adage is true, that practice makes perfect, make sure that your BDR’s have the chance to build to perfection.  Role playing gives a BDR the chance to showcase all they know in front of the ones that taught them, and then get feedback on where they went right and where they went wrong.  If you’ve outsourced your teleprospecting efforts, please make sure that you take time to role play with the folks making calls on your behalf.  Your sales qualified leads are depending on it.

If you’re going to have an effective B2B lead generation machine, make sure that it’s a confident one.  I’m sure there are other ways to help instill confidence in your BDR’s, but I feel like if you can get the three from above down, in the long run, you’ll actually be building better sales people.  Your benefit from that could be exponentially greater!

So, how do you build confidence in your teleprospectors?