Telesales Engagement

Telesales Engagement Program brings together the unique combination of Territory Management, Opportunity Management and Sales Execution into a highly interactive 2-day program.

TEP will enable the Telesales or Inside Sales teams to prioritize their efforts on the accounts that provide the greatest future potential. Once prioritized, TEP will enable the participants to manage those accounts to maximize their return and to identify winnable opportunities. The opportunities are then rigorously qualified to determine whether they are worth pursuing or not.

The participants will identify the key players who are in the ‘Circle of Influence’ and learn techniques and approaches to quickly build trust and credibility to manage the relationships and the sale. They will learn how decisions are really made and how they can influence those decisions to ultimately gain commitment and close the sale.

Download Course Outline in PDF format

Program Outline

• Introduction

• Territory segmentation

• Managing your accounts

• Managing your opportunities

• Managing key relationships

• Gaining interest and commitments

• Managing telesales


Who Should Attend? This program is for outbound Telesales people and their managers who predominately sell over-the-phone. It is equally applicable for Telesales people looking after existing accounts as it is for Sales Teams focusing on new business.

How will participants benefit?

The business benefits of the Telesales Engagement Program are to:

• Build pipeline by creating opportunities across their portfolio.

• Improve their ability to identify, win, and grow profitable customers.

• Increase revenue through being more effective at working with the senior executives and decision makers in their customers.

• Increase success through improved qualification of opportunities.

• Improved team communication by having a common language and approach to managing accounts and opportunities.

• Create competitive differentiation by having the ability to deliver key messages in the form of a ‘Value Proposition’.

• Increase customer satisfaction and retention through focus on key business drivers.

• Shorten the sales cycle by talking to the right people, about the right issues at the right time.

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