New York, NY, April 22, 2013 --(PR.com
)-- Wendy Weiss, one of the leading authorities on lead generation, has announced the release of her new e-book, A Practical Guide to Getting Sales Teams to Prospect. The 45-page e-book shows sales managers, business owners and entrepreneurs how to get their sales teams setting appointments and filling their sales pipeline with prospects.
Weiss wrote the e-book for managers struggling to get new hires up to speed. “Staffing of sales teams has become a vicious cycle,” said Weiss. “Too often, managers hire, not because business is booming, but because they’re losing people as fast as they can bring them on board—usually within the first year, and always after investing in recruiting and training.”
“Reps leave in that first year because they can’t generate enough leads to build their pipeline quickly,” said Weiss. “Without an adequate pipeline, reps will never generate enough sales to meet or exceed their quota. They will leave--or be let go--because they cannot make this simple equation work.”
In A Practical Guide to Getting Sales Teams to Prospect, Weiss shares her insights into what factors stop sales professionals from prospecting, including the Ten Forms of Twisted Thinking that can sabotage their success. Managers and business owners will learn how to motivate their team to use the most efficient and economical prospecting method available in today’s economy.
The e-book contains 14 exercises that managers can use with their team in sales meetings or individually with new hires or struggling team members. Subjects covered include the ideal customer profile, crafting value propositions and benefit statements, telephone theater, gatekeepers, and handling objections.
A Practical Guide to Getting Sales Teams to Prospect is available in pdf form at no charge at: coldcalling911.com/Managers.
About Wendy Weiss
Known as The Queen of Cold Calling™, Wendy Weiss is recognized as one of the leading authorities on lead generation, cold calling and new business development. She helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. She has helped clients double and triple the number of new business appointments they can schedule resulting in a matching increase in sales. Weiss specializes in working with companies that want to increase sales revenue by generating new business and revitalizing under-performing sales teams. Clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country. Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Sales & Marketing Management and various other business and sales publications. She is also a featured author in two books, Masters of Sales and Top Dog Sales Secrets.