What do you know about the prospects you are cold calling? Research shows that most people make their purchasing decisions in the first 30 to 40 seconds of a conversation, so how you communicate is absolutely critical to your success. After all, it’s not what you say, but how you say it!
In this episode of INSIDE Inside Sales, Darryl is joined by the incredibly insightful Richard Conde from InsideSalesGeek.com and The University of Houston - Downtown. Darryl and Richard discuss the importance of knowing ways to adapt and connect to your prospects the way they want to be connected. Sales reps do drastically better when they communicate better! Learn how to fix your approach and communicate more effectively, only on this episode of INSIDE Inside Sales!
About Darryl's Guest:
Dr. Richard Conde is an Associate Professor at the University of Houston-Downtown teaching a myriad of sales seminars for MBA students. As the lone full time academic inside sales researcher, Richard is considered an expert on inside sales performance, leadership, and operations. Known as the Inside Sales Geek, Richard has provided consulting services to a number of companies who want to maximize their operations, while at the same time improve employee satisfaction. Prior to becoming an academic, Richard led mid to large inside sales operations of up to 400 inside sales agents and leaders. During his tenure as a sales executive, Richard was recognized for increasing sales revenue from ~$65 million to >$100 million in 3 years with fewer inside sales agents and decreasing, annual inside sales agent turnover from mid 60% to 28%, while improving employee satisfaction from 3.6 to 4.6 based on the Gallup Survey.