CHAPTER 4
PROSPECTING 2.0
Inside Sales Superheroes in Action
It’s Monday, the first day of Gina’s March Madness call blitz. Her teams are ready, they have calling lists and scripts, and she’s announced cash prizes. The rules: five hours of outbound calling = 175 calls during this nonnegotiable time. Ready, set, dial!
Gina walks around, observing. Everyone is in their cubicles but the loud buzz that usually defines her energetic and fun team has disappeared. She checks in, popping her head into everyone’s cubicle and asking what’s going on.
“Hey, Raj, why aren’t you on the phones?”
“My field rep called and needs me to adjust a couple quotes for him immediately.”
“Taylor, you’re usually the star, how are you doing?”
“I’m already done. Do you ...
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