Putting the Human Voice into Social Media

In a recent Marketing Profs article a team at the University of Missouri demonstrated that “Using a personal, human voice when communicating via social media leads to much higher user satisfaction ratings…” It seems that when given a choice we would much rather interact with a human voice versus an organizational presence and looking over …

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Guided Voicemail- Live Message – Fast Communications for a Time Limited Offer

This is a case study Background – A software organization specializing in payment solutions for professional practices had a short term opportunity to boost sales to meet a compliance deadline. Challenge – The potential base of smaller medical practices was too large to manage with outbound calling from their own sales team.  The solution they …

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More Renewals and Better Forecasts with Guided Voicemail

Background: A large non-software client needed to improve their renewal rates and the accuracy of revenue projections.  In a weak market the contract renewal rate had been declining and even with over 61 dedicated phone reps, over 40% of renewal sales lapsed without any sales follow up. Challenge: Because the previous sales management had supported …

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Case Study – Reclaiming Names for the Sales Funnel

Background The marketing group at a leading provider of collaborative business commerce solutions is constantly on the lookout for innovative and efficient ways to add new names to a typically voracious sales funnel.  Like every other business, this team knows that many of the names will fall out of the funnel before they turn into …

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Start a Conversation to Nurture Leads and Drive Sales

I sat in on a great webinar the other day on adding the human touch into your lead nurturing.  In the interest of full disclosure, keeping human contact as part of the marketing and sales processes is – admittedly- a subject that is near and dear to my heart. I’m interested in every way that …

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Process Driven Sales- Step Up Or Be Left Behind

Just read an interesting post that talks about Process Driven Sales It reminds me of just how much the art of sales has turned into the science of sales. Everyday I watch sales people struggling to find new ways to drive new business into the pipeline and forecast more accurately. Ironically, in many organizations, one …

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Cold Calling – Call Display and Connecting

If you read most the the leading edge marketing writers and Sales 2.0 experts, it seems that the consensus is that Cold Calling is dead because no-one wants to get cold calls. Well, since no one ever wanted to get cold calls, I don’t think of that as much of a rationale. What I did …

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Be More Efficient with Your Voicemails

So I just noticed a post at selling2business.com about leaving good voicemails and its not the sort of thing that can pass me without a comment. Overall, good points of what to say in the message but I’d like to add two things: 1- Track your voicemails to see what’s working the best. To do …

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Have You Noticed More Attention for Events?

We’ve always done a lot of work helping clients support events – from webinars to road shows to annual conferences. One thing that was brutally apparent over the last two years was the reduced use of events as marketing tool, but that appears to be changing. I’m seeing a lot of our clients and their …

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Voicemail Versus the Cold Call

Just noticed a post titled Why Voicemail is Better Than A Cold Call. It talks about how sales people can use voicemail to move the sales process further. For sales management looking for ways to keep their teams up to date with the latest selling practices, its a pretty interesting read.

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