Sales will be much better off when they get teleprospecting help from Marketing. Marketing needs to drive higher quality leads and nothing improves lead quality like a telephone conversation. Sales needs to use outbound calling more effectively and nothing warms up that first live connection like a contact who knows who you are and already …
I was just looking over an earlier post that included a link to 12 Prospecting Rules and one idea stood out – confusing prospecting research with actual prospecting. It resonated with me because in my experience, the “need” for precall research, is one of the most frequently cited reasons for not picking up the phone …
Time has always been the most precious sales commodity. It is finite, unstoppable and a minute passed is gone forever. While technology has certainly helped sales people operate more efficiently, it has also opened new areas that demand to be covered. Thank about Social Media/Social Selling and LinkedIn. For the successful B2B Sales person the …
How many times have you dialed a new contact and made the connection, only to hear the complaint “You’re the 10th call like this I’ve had today”? It’s not an uplifting experience. Yes, there is some exaggeration, but there is also considerably more than a grain of truth and you need to find a way …
Here’s a great idea to get your 2013 off to a spectacular start. Too bad I didn’t think of it! This week from the blog Eyes on Sales Mark Hunter a.k.a. “the Sales Hunter”, shares a brilliantly simple bit of wisdom you can try if you’re having difficulties opening the door in a new company. …
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On your last birthday, you didn’t magically become a year older. On the first of January you didn’t automatically get a clean start. So, what’s the big deal with new years? Actually there isn’t one unless you have the good sense to take advantage of the opportunity and make it a big deal. Decide that …
My first presentation of these test results was a total flop and it was very frustrating. The results showed the impact of adding a regular cold call voicemail program in support of a sales rep (who was also cold calling). I was excited about the findings that showed- among other things a 50% improvement in …
Is there possibly any question in marketing or sales that has been and will likely continue to be so thoroughly beaten to death as the perennial favorite – Is cold calling dead? First of, I’d like to mention that I saw a survey on LinkedIn today in the group discussions for Inside Sales Experts and …
Tweet In spite of the incredible advances made in email marketing, social media and marketing automation, the telephone is still one of the most powerful sales and marketing tools at the disposal of any company. True, we often don’t use it well, leaving messages that ramble and don’t speak to the interests of our customers …
What should be the first words out of your mouth when leaving a voicemail message? Much of my recent research is pointing in a direction I’m just not buying, but is that just another example of a stubborn old dinosaur resisting change? What I’m seeing more and more of, in reports and on discussion groups …
