Outbound Telemarketing Sales Tips: Qualifying Prospects 

A sales visit costs the average B2B company $300 or more. So, it’s understandable that they’d want to limit sales appointments to just serious prospects.

In the first audio example, the telemarketing agent is excited to get an appointment and closes without doing any qualifying. In the second example, she follows the proper procedure.

Remember to qualify for: budget, decision makers,  competitors, time frame

About the author: Mr. Call Center

Gene Gerwin is president of CCI Telemarketing- a B2B lead generation service specialized in the technology industry. Started in 1993, CCI is proud to have served companies such as Hughes, Oracle, Autodesk, Mentor Graphics, EMC, and many more top technology firms.