If you're in a room full of people making phone calls, be aware that you're might be hearing "inside salespeople" --- ie, highly-compensated telemarketers --- and that inside salespeople are usually used to queue up engagements for account managers who actually do the real selling.
It's a small company - they do both. Its a small room so I know what they do fairly intimately.
More often than not it's for these very reasons that telemarketers adopt 'shotgun sales' tactics.
What you described is essentially the key to being a successful sales person. It all comes down to knowing your product, knowing your target customer, understanding how your product will benefit your customer and communicating that fact logically.
It sounds like you work with some good people.
- very knowledgeable about the product
- work to apply that knowledge to the individual's problems
- establish a friendly rapport, be courteous and respectful. One of the most common phrases I hear them start a call with is "Is this a good time to talk?"
- it's a lot of work to be prepared, keep up to date with the customers, and the sales "environment" (in our case things like government regulations and grants, media, other stuff.