Pointclear
JANUARY 26, 2012
Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.
Score More Sales
NOVEMBER 30, 2010
by Lori Richardson on November 30, 2010. They did not follow up on the precious qualified prospects that they did find (assuming they knew how to qualify) – OR even worse – they didn’t follow up with actual customers who had a good experience with them but haven’t bought again due to indifference. Consulting.
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Your Sales Management Guru
JANUARY 2, 2011
This includes both knowing the physical actions of the correct ratios for a) new sales calls to qualified prospect to proposals delivered to the number of wins for each salesperson. B) You have a plan to assist or help each salespeople attain those numbers and c) you have a plan to help them improve on those numbers.
Sales Training Advice
JULY 14, 2010
This activity got me thinking about how we run our businesses, and how we all need to regularly pick up the trash in our sales approach—in other words, by doing an inventory of how we interact with prospects and customers and unloading the strategies and selling tools that just aren’t working. Do you sound like a radio ad or a telemarketer?
Jonathan Farrington
AUGUST 10, 2012
We even had one sales rep follow-up on a lead by saying: “Some telemarketing company in Atlanta said you were interested in buying our solution. It seems sometimes that when the prospect does not have a purchase order in one hand and a pen in the other that the lead was not good. What is it that you want to buy?”
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