Welcome to The Inquisitor Podcast - Episode 1: 

How To Fail BIG at Prospecting

In our first episode, I interview the UK's most hated sales trainer, Benjamin Dennehy, about every salesperson's pet hate, Telephone Prospecting. 

No one likes prospecting but we have to do it. Nothing matters more to ANY salesperson than the quality and consistency of their sales pipeline. Benjamin and Marcus offer real-world tips, advice and war stories based on years of scar tissue, failure and personal struggle that have turned them into exceptional trainers and rock solid salespeople. They are salespeople who teach selling not trainers who teach the theory of sales. Everything they teach, they do, their clients do and work in real life with real customers today in any industry.

You'll explore how to fail at prospecting and how you are getting in your own way. You'll get examples of what you can do to become excellent at identifying prospects, engaging them, closing them on a qualified appointment. Together we'll help you discover why gatekeepers have such power over unprepared salespeople and how to get past them simply. We crush the myths that surround gatekeepers, cold calling and explore the psychological head-trash most salespeople carry with them to self-sabotage and prevent their own success.

Prospects don't hate cold calling. They hate bad salespeople who make bad cold calls, steal their time and interrupt. They love great salespeople who engage efficiently, offer insights, get permission to proceed and will invite you in if you learn what we discuss in this episode.

A weak pipeline puts you at the mercy of prospects in EVERY deal and causes you to give away your power, squander leverage and race to the bottom on price, overservicing and free consulting.

You'll learn how to establish YOUR RIGHTS as a seller. You'll discover how to CREATE EQUAL BUSINESS STATURE with DECISION MAKERS. You'll understand the psychology of buyers, sellers and gatekeepers. And you'll get access to loads of excellent and free resources to help you become a prospecting expert.

_____________________________________________________________________________________________________________________

Benjamin has made his living for the last 10 years prospecting by phone and in the last 4 years as a Sandler trainer in the South East of England. He is a long-suffering associate in our franchise. He started his Sandler journey as my client telemarketing for media agencies in London.

Marcus has been in sales for 30 years and with Sandler since 2004. He has trained in the UK and internationally across 450+ segments of the market - tangible, intangible, products, services, start-ups, SMEs, large multi-nationals with over 70 nationalities. He trains salespeople, managers executives, professionals, trades and owners in direct sales, enterprise sales, channel sales, sales management and sales recruitment. His book of Partner-Centric Channel Sales Management is due to be published in 2018.

_____________________________________________________________________________________________________________________

Marcus and Benjamin are currently interviewing new students to join our waiting list for Q2/2018 on our Sales Mastery and Sandler Management programmes. If you are interested in joining either of these programmes in Reading or Southampton email [email protected] with your preferred location. For teams of 10+ based in the South East of England, we may consider in-house programmes. Email with your contact details to discuss.