TeleArk Sales Tips and Training Materials

Welcome to the TeleArk Sales Tips and Training Materials index. Here you will find links to our recent sales tips and training materials from senior sales managers at TeleArk.

Sales Tips and Training Materials Index

  • What To Look For In A Sales Qualified Opportunity (SQO)
    It is not just reaching your ideal profile prospect – it is what comes next. TeleArk’s cold call script is built by one of the nations’ largest and best sales training companies.  The script has been tested by more than 300,000 salespeople and it works. About TeleArk’s ScriptsTeleArk’s script format was developed by the Sandler Sales Institute (http://www.sandler.com). The Sandler System takes away the guessing, hope or manipulation.  The script is not designed to...
  • Ruts in Sales Can Become Graves
    We all have means of deluding ourselves.  If our favorite baseball team drops to last place, we convince ourselves that it’s only a temporary slump. If stocks lose a lot of points we may tell ourselves that it will come back soon.  If we put off an important task we may kid ourselves by saying that another day is better for it. A salesperson, too, can practices self-delusion.  They may blame bad luck for their failure to get an order.  Or they might make their supervisor the...
  • Are You Impressive or Impactful?
    Finding the right words to describe your product or service offering can be an agonizing task. As you well know, in today's crazy business environment it's tough to stand out from the crowd and impress corporate decision makers. That's why all the time, effort and resources invested in this valiant challenge are so necessary. But is it really? Before you answer, consider this meticulously crafted statement found on a technology company's website: "We deliver an innovative, enterprise-class business...
  • Optimizing Sales Leads: From Inquiry to Closure
    A growing concern for many sales managers is optimization of sales leads. Each year selling professionals try so hard to get a plethora of business development leads, unfortunately unearthing less than 47 percent of what is needed. Worse, over 50 percent remain dormant. Managers postulate, but to no avail. The numbers barely move. In recent research for this article, several clients utilize the Internet for sales leads with less than 5 percent reaching closure. To develop and optimize a productive lead...
  • Motivation
    Do your salespeople, individually, care whether or not your company is the "Best in the World" or "The Leader in Widget Performance?" Undoubtedly that is important to them, but is that what gets them up in the morning, and keeps them going out in the field? No. Salespeople sell for their own reasons, not the company's. Your job as a sales manager is to help them achieve their personal goals so the company can achieve its goals, too. Find out about their personal goals. While this may...
  • The Perfect Sales Professional
    If the perfect salesperson exists, I have yet to meet them. I’ve seen salespeople achieve perfection on a particular day with a particular customer. But they would not claim to be models of perfection 365 days a year. But striving for excellence or perfection is something else.   As a salesperson you should constantly try to do you’re very best. You may not hit perfection on a day-to-day basis but there are many times when you will reach the heights. Now let’...
  • Time Management: Subtraction or Addition?
    Are you too busy?  Too busy to spend time with your family, to exercise,  read a good book, take a vacation or take class that will expand your skills?  Did you ever wonder how it was that your time became so full?  Wasn’t  the advent of new technology suppose to provide mankind with added time? Many people tell me that they would like to make their lives better, and that they think that they know how to do so.  The problem is, not enough time and way too many...
  • How To Present Your Services and Products With Little Resistance
    How well do you tell your sales story with power, believability and behavior? How effective are you at virtually guaranteeing that your prospect will become a customer? In order to do this successfully there are two simple principles to keep in mind, no matter what you are selling. Here they are: People buy anything they will buy for their reasons, not   your (or mine) Prospects expect salespeople to exaggerate the value of their product or service (you or me, included!) Once you...
  • How Do You Change The Behavior of an Experience Salesperson
    Every Manager of Salespeople, in one way or another, eventually ask that question?  The words may be different but the question is the same. In this downturn economic environment, it's a universal question. If you haven't confronted the issue yet, it's only a matter of time that you will. Most sales forces are made up of a variety of people, ranging from the inexperienced rookies, to the veterans who have been around, one way or another for 5 years or more.  The rookies are eager to learn and...
  • Outsourcing Your Sales Process: You Might Be Crazy As A Fox : from The Business Monthly by Bruce McIndoe
    Outsourcing, often referred to as the most important management development of the decade, is based on the principal “if it isn't your company's core competency, then takes the activity or business process and contract it out.” In his book “Strategic Outsourcing,” Maurice Greaver wrote, “It [outsourcing] is an indispensable tool for world-class companies, allowing them to improve their products and services, lower their costs, and enhance their flexibility.”   The...
  • Become Fully Accountable For Your Success
    Have you ever done something that you know is not in your best interest? Have you ever avoided doing something that is in your best interest? In either of these scenarios you were probably able to justify your behavior as well as your line of thinking and most of all; avoid being accountable.   While that may sting a little bit, allow me to introduce to you a new definition for this type of behavior. A diversionary tactic is an action, excuse, or belief you hide behind that justifies your behavior and...
  • Sales Ethics: Oxymoron or Opportunity?
    A study in Business Horizons magazine from Indiana University, found that customers increasingly base their buying decisions on whether they believe a company is ethical. Credibility has replaced depth of product knowledge, trust has replaced being likable and partnership has replaced relationship. Cynicism promotes fickle buying habits. If we wish to improve our relationship with our clients, we must let the “stakeholders” know when they participate in undertakings with us that it benefits...
  • Smarts Versus Knowledge
    During World War II the Germans developed tank barricades that American troops found impenetrable. At several points these obstacles virtually slowed, to a stop, our drive on the Western Front. The American command called on its foremost experts for a solution to the problem. Top officers and engineers spent weeks unsuccessfully seeking an answer. It was a G.I., with little education, yet smart and imaginative, that was clever enough to beat the Germans at their own game. This G.I. envisioned a strong,...