AA-ISP Webinar Series: Volume Doesn’t Equal Value

Author: Adele Carter, Senior Consultant, Richardson
Posted: January 11th, 2018

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Volume Doesn't Equal Value - Unlock the Potential of Inside Sales with Consultative Telephone Selling

Inside Sales is quickly becoming the engine of growth for businesses today. Advancements in sales and marketing automation mean that sellers can reach more customers in less time. However, volume doesn’t equal value. Winning the sale still requires compelling solutions that connect with deeper customer needs. 

What you will learn:

In this webinar, attendees will learn how to create a fresh approach to their Consultative Telephone Selling Training Program that empowers their sales organizations:

  • To prepare in a systematic and efficient manner with a clear sales objective for each call
  • To demonstrate credibility quickly and connect with customers to engage in a meaningful dialogue
  • To add value to customers by identifying and pursuing cross-selling opportunities
  • To inspire action from customers in order to close the business or advance the sale
  • To use active listening to get a clearer read on the customer’s needs


Adele Carter, Senior Consultant, Richardson


Frontline Reps, Phone Sales, Sales Training


Value Statement, Positioning, Differentiate, Communication, Sales Models, Sales Skills, Qualifying, Research, Objections, Handling Objections, Confidence, Relationship, Product Knowledge, Tips, Fielding Questions, Identifying, Overcoming, Inside Sales, Demonstrations, Guidance, Best Practices, Examples, Questions, Learning, Guidelines, Interaction, Volume