Author Archives: Pat Morrissey

Learn The 11 Bad Habits That Can Destroy Inside Sales Productivity

Educational composition with the message Stop Bad HabitsInside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits, which include choice of equipment, can hurt their sales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating.
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Attaining ROI with Live Conversation Automation

ROIYou know you need more live conversations, but what is it worth?

As is the case when considering any new money saving solution, the return on investment you attain from a Live Conversation Automation solution is an imperative step when deciding whether or not to move forward. You know in your gut that a dramatic increase in live conversations with customers and prospects will pay off for your company. The challenge is determining how much value it will bring and whether it is worth it for your company to spend the dollars, cost and effort required for deploying any new solution. Outlined below are some of the top reasons ConnectLeader’s customers tell us how they have attained ROI with Team Dialer. Continue reading

You’ve Survived the Lean Times, But Are You Ready for Growth?

6 ways calling software solutions can help manage the happy problems of a high-growth environment.

Anyone looking at the headlines can guess that 2017 looks promising for a better business environment than we have seen in recent years. Regardless of what has brought this about, the important question is how to best take advantage of these changing market conditions. Outlined below are some of the questions business development, lead development and sales organizations will be asking themselves in the coming year. I myself was pleasantly surprised to see that all of the questions have the same answer! Continue reading

A Little Discipline Goes a Long Way

By: Pat Morrissey, Sales Manager

8 Reasons why cold calling should be pre-scheduled rather than an afterthought.

Although we live in an on-demand world, people still tend to perform their best when following a scheduled routine This is especially true when we look at the little things we do that contribute to our success. Just pick your favorite sports legend (LeBron James, Tom Brady, Stephen Curry, etc.) and you will undoubtedly find someone whose success is the result of many years of following a scheduled routine of practice and conditioning. Without a doubt, telephone prospecting falls into this category for salespeople. Although cold calling is often unpleasant and we rarely, if ever, “close the big deal” when we do it, most salespeople and sales leaders would agree that it needs to be done to bring success. Because cold calling can be unpleasant and results typically take a long time to materialize, it is very tempting for salespeople to put it to the back of the list to “get to it later.” Below are the top 7 reasons why salespeople should avoid this pitfall by pre-scheduling their phone prospecting sessions. Continue reading

Do: Speed Dials… Don’t: Speed Talk

by: Patrick Morrissey, Sales Manager, ConnectLeader

I’m sure many of us have unsuspectingly picked up the phone only to be ambushed by a fast-talking sales pitch. Despite making our best effort to extend professional courtesy, we simply don’t have time to listen to a sales pitch most of the time. The result is that we will typically do our best to end the call as quickly as possible so we can get back to work. Whether we are “in a meeting,” “late for our next meeting” or we simply choose to hang up, we will rarely feel any guilt about our narrow escape. We need to get back to work and the person on the other end of the line does not seem concerned about our time. So why should we feel any guilt about ending the call? Otherwise, we are stuck on the call waiting until the salesperson unwinds, often making a sales pitch that has nothing to do with us, our problems or our role within the company. Continue reading

4 Ways Lead Generation Companies Can Deal With Customer Objections

by: Patrick Morrissey, Sales Manager, ConnectLeader

What’s the best comeback for an objection during the lead nurturing process? None! But there are ways to effectively address them.

Objection Overcoming DIspute Challenge Negative Feedback Arrow OThere is a lot of great information on tips and best practices regarding handling objections in a lead nurturing process. Many of these techniques can be highly effective in addressing the objection and helping the customer to see the big picture. However, a main problem is that customers have probably encountered a lot of these sales lead generation practices before. Continue reading

The Virtue of Restraint – 6 Reasons for Not Bashing the Competition

I believe that one of the key components to sales success is to resist bashing the competition.

Restraint is needed to avoid bashing  the competition

Throughout my career in software sales, I have observed many of my colleagues take an aggressive stance toward the competition when talking with customers and prospects. I’m sure many of us have encountered the slick sounding salesperson who can immediately rattle off a list of reasons why the customer can avoid doom and destruction by staying away from our competitors. While this may look and sound impressive, I have rarely seen it work out well for my colleagues, or for me. Instead, I have seen those salespeople who have a more evenhanded approach toward the competition have much more success building rapport and having an open dialogue with the customer. 

Outlined below are some of my top 6 reasons why I recommend for not bashing the competition.   Continue reading

Speed kills! …..cold calls, that is.

6 tips on how B2B inside sales people can have more effective cold calls by slowing down.

Cold Call Approach 1

I’m sure that many of us have picked up the phone to hear something like this:

“Hi Pat, this is Bill Smith, with Techno-Widgets, we help small to medium size enterprises optimize server performance for Cloud, Big Data, virtualization and the Internet of Things. We have helped hundreds of organizations just like yours attain 500% ROI and…” (I didn’t hear the rest of the pitch because I hung up.) Continue reading