Increase new and repeat sales. Cold calling, follow ups and the benefits of regular sales contacts
Tweet I read a great little article a few days ago from the blog Eyes on Sales. The opening which suggests that there are actually sales people whose only career goal is simply keep their job made me laugh. Michael Pedone, who authored the article, clearly has an irreverent sense of humor. But there was …
Tweet Just read a great article in BtoBOnline about what companies can do to improve email response rates. Many are seeing response rates on a steady decline and are not sure what to do, but the answer is to integrate your emails into a mix of communications techniques and not give up prematurely. One key …
Reach Out, Back Off, Reach Out- Campaign in Waves Read More »
Tweet Someone in a group discussion recently commented that ” old school” style selling is dead and “old school” techniques like the telephone prospecting are also dead. I don’t understand how anyone can say that when every day, sales people are picking up their phones, putting a smile on their face, dialing a number and …
Tweet No one is too crazy about banks and bankers, especially right now. They have been quite effectly tarred by the brush that writes about corporate greed on Wall Street. Whether or not it’s accurate or fair isn’t really something I’m qualified to write about. However, I’m looking over a J.D. Power survey called the …
Relationship Marketing – Small Business Outreach to Boost Customer Satisfaction Read More »
Tweet Everyone is talking about driving inbound leads and their inherent superiority based on the obvious expectation that someone who contacts you is naturally more interested than someone who you reach out to and manage to “grab” on a cold call. One thing that closely parallels this (hardly new) trend is that over the years …
Tremendous importance is placed on the value of the written word. Anything lasting must be in writing. Anything to be remembered must be in writing. Anything legal, binding or anything important, must be in writing. So, it can be hard to understand how there can be circumstances when the need for fast, simple, persuasive and …
Background- Not too many marketing or sales people can point directly to the company CEO as the one who personally made the first connection with a prospect and introduced them into the sales funnel. Indeed, the company CEO is an almost universally untapped marketing and sales resource – for many obvious reasons. Still, if your …
I was looking over two conversation threads on LinkedIn this morning. I find they’re a great place to get a feel for what real people are actually thinking, compared to what the various guru’s have to say. They’re also one of the best sources of inspiration for content that might be helpful to those who …
There’s a terrific post on EyesOnSales called The 20 Worst Prospecting Voicemail Mistakes Salespeople Make and there are a few mistakes that really ring true for me. One of them is “Not leaving a voicemail at all.” It’s the number one mistake and I couldn’t agree more. While there are still some companies and sales …
I noticed a conversation on Linked-In about RPM and realized that once again my buzzword dictionary is out of date. A little research introduced me to the concept of Revenue Performance Management, which (I understand) offers the benefit of being able to examine mid quarter revenue results, compare them to end quarter projections and then …
