How can I get better at this sales process?

I'm having a few issues in a new sales position with an IT company, so I thought I'd pick your collective brains a bit.

We offer a service to prevent compromise on computer networks. The way our system works - We call on information security directors and managers using numbers and company info found in jigsaw.

2. We invite them to a webinar. THis will either be a group call(we do them on Mondays and Wednesdays) or an individual meeting any other time of the week that fits their schedule and ours.

3. 30-45 minute presentation about the space, how it evolved, our company and how our tool fits in with the existing security products out there.

4. We offer a free 2-3 week trial.

5. Close the sale after trial details are delivered.



I can provide you with more details, but that's it in a nutshell. There are 2 of us sales guys at the moment and one sales manager. The manager isn't really doing too much dialing these days. So the other guy and myself dial between 40-60 people per day.

We can book about 70% of the people we get in touch with. There's still a learning curve and we definitely need to work on dealing with objections, but the biggest challenge for me is that I'm not always reaching people. Today was the worst in a little while. 60+ dials and all I got today was voicemail. MY problem is compounded by the fact that the other guy seems to have better luck getting ahold of people and thus booking people too.

Our quota is 2 meetings/day. Of course we don't always make that, but it's getting to be a bit of a mental drain, because getting ahold of people just seems to come down to luck, but for some reason, I'm just not having too much of it.

Anyone have any suggestions for how I can improve? I could really use some help/guidance.

Thanks