If you have a sales background, I hope that every time you read yet another report about how business buyers have already made up their mind about what to buy before they’re willing to engage with a sales rep, it makes you cringe. It does that to me. On the most obvious level, it’s true. …
Tweet Recently I talked with a long standing client about a service that they had never used called Live Message. It was a great way to remind myself that as clients needs and our services continue to evolve, it’s necessary to review both our understanding of what we can do for them and their understanding …
My favorite responses come over the phone. They come from people who we’ve reached out to, sometimes recently and sometimes quite a while ago. They start the conversation with some statement like, “I want to know more about what your company does because I have a need and I want to see if you can …
Tweet I see a lot of companies finally starting to dig out of the financial mess we’ve been living in for the last few years and for a lot of them that means finally taking a look at some of the messier details that have been swept under the carpet. It’s not pretty. A big …
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Tweet Knowing how hard it can be to generate a steady (or even unsteady) stream of business leads and reading about how many companies are looking for ways to drive more leads, I’m still shocked from a study we ran recently at Boxpilot. We were curious about how long it takes an average small business …
My heartfelt thanks goes out to Mike Cannon at Rally Marketing for a great post about writing sales emails and three simple rules to follow. I routinely send emails to follow up the voicemail messages I leave because I know that once I’ve left my message, my email has a better chance of being read …
Tweet Do you work your sales funnel using a consistent process or are you all over the map, chasing the newest, shiniest idea to get contacts to respond to you? If you have abandoned the idea of a repeatable, scalable process, you might want to take a step back and re-think your approach, because while …
Tweet I was listening to a webinar earlier today talking about Inside Sales Teams and Cold calling and naturally enough the presentation moved around to the subject of call reluctance. It’s a topic that’s familiar to anyone who has either managed a sales team or made cold calls themselves. Call reluctance is a huge problem …
Tweet You probably already knew that, but a reminder is always helpful which is what Jill Konrath’s recent article on Rain Today did for me. Bugets haven’t grown to keep up with the demands being placed on them and businesses and organizations are a long way from overstaffing. This creates pressures that have grown the …
Tweet Late last year, yours truly was interviewed on Sales Lead Management Radio. They wanted an opportunity to let their listeners know about Guided Voicemail and how it’s used. We talked about using guided voicemail to support event marketing, nurture leads and make cold calls for sales reps and how you can take advantage of …
