Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz, President of Heinz Marketing.
It starts with a hesitation.
It becomes an objection.
It festers into a doubt.
And it costs your company leads.
What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. Whether you’re a new teleprospector or a seasoned inside sales rep, everyone experiences varying levels of call reluctance when B2B prospecting.
Read More