SCRIPT

Doesn’t know anything about the prospect other than their name, job title

and phone number

Doesn’t take into account events that may a�ect the

buyer’s situation

Talks about their own products or services

Plays a numbers game – makes a call, hangs up if there’s no answer, and

moves on to the next call

Has no idea of the buyer’s needs, pain

points and goals

Uses a scripted approach

Has access to relevant information about the contact, company, and

the industry they work in

Is kept aware of compelling events that could cause the buyer to need the product

or services

Looks to help the buyer find solutions to their

pain points

Uses voicemail, email, and social media to

connect with the buyer across multiple channels

Uses an unscripted natural approach

SCRIPT

Uses a scripted approach Uses an unscripted natural approach

Uses a researched persona to better

understand the buyer

Pushes to create an opportunity too early, scaring o� the buyer

Nurtures the lead and develops the relationship, until the buyer is ready to

engage

O�ers the buyer no useful information that may help

them or just provides generic marketing material

Gives up on a prospect after a few times of not being able to get hold of them

Provides content that will inform and educate the

buyer, helping them make better choices

Makes at least 15 attempts to get hold of every

potential buyer

Uses irrelevant and outdated qualification

criteria, like BANT

Uses qualification criteria relevant to the modern

buyer and their situation, like PACT

TELEMARKETING SALES DEVELOPMENT

SALES PROSPECTING

What Do They Know?

How Do They Think?

How Do They Help?

How Do They Connect?

What Do They Say?

How Do They Empathise?

How Do They Sell?

What Do They Provide?

How Often Do They Try?

How Do They Qualify?

Telemarketing or Sales Development? What are the di�erences and which will win out?