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I noticed a conversation on Linked-In about RPM and realized that once again my buzzword dictionary is out of date.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 …
It was very recently brought to my attention that when we migrated the Boxpilot blog, one of the earliest posts was lost. Since it was one of my favorites, I’ve taken the liberty of reposting it here. It’s been a year and a half since I wrote this post and while the market has continued …
Connect Your Reps with Prospects Sooner, Not Later Read More »
Cold calling has different meanings in different businesses, but for B2B Lead Generation, cold calling is the art and the science of using the telephone to introduce a helpful, relevant, new idea to a company or contact with whom you have not worked in the past. The degree of pre-call preparation will vary and how …
Having followed many discussions lately on cold calling, it was something of a surprise to follow a discussion that accepted that cold calls are still a reality of sales and marketing for many companies. Rather than talk about how cold calling should be replaced with inbound lead generation (usually leveraged off social and email marketing …
Background – A North American security software developer, selling to business organizations of all sizes, was concerned about the low rate of maintenance agreement renewals from its base of smaller customers (under 50 seats). Because they already knew that a call from the sales reps at 90, 60 and if necessary 30 days, was the …
Case Study – Solving a Small Account Renewal Challenge Read More »
Every marketer and business executive understands the concept of positioning. They position and reposition product lines, service offerings and corporate identities all the time. And now it’s time for businesses to take a long hard look at how to reposition their sales teams within a business environment filled with buyers who avoid sales like the …
Just a quick post to draw your attention to 12 Most Important Rules for Prospecting For sales people in smaller organizations and especially for Business Owner/Operators who are pulled in about a million different directions, it makes some very useful points. My favorite is the cautionary note to be able to separate prospecting/contact research from …
Introduction: Forums and group discussions are one of the oldest forms of Social Media. They provide an unbiased insight into the thinking of your peers on a variety of topics, but are also time consuming, intrusive and distracting to follow. However, for all the drawbacks, they are an outstanding source of information and insight, dealing …
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 …
