Pointclear
JANUARY 26, 2012
According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.
MTD Sales Training
NOVEMBER 21, 2011
Not long ago, a warm call was one where you had more than the basic contact information, some idea of potential interest and often, some previous contact with the prospect. 1: The Gatekeeper Screen: Just because you have previous contact with the decision maker (DM) does not mean you will not face a strong gatekeeper (GK) screen. . #2:
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The Sales Hunter
DECEMBER 3, 2011
Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 03, 2011. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. Copyright 2011, Mark Hunter “The Sales Hunter.”
No More Cold Calling
MAY 11, 2011
Wednesday | May 11, 2011. Don’t Miss This Spring 2011 Sales Event: Here’s Why! Spend less time prospecting. Convert prospects to clients more than 50% of the time. Wednesday | May 11, 2011. Wednesday | May 11, 2011. How to Get Your Prospects to Call You Back. Contact Us. Newsletter Signup.
MTD Sales Training
AUGUST 22, 2011
Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment. Coming Wednesday August 24 st , 2011. In any case, get a name or two in that company, and hopefully in the department for which you need to contact.
MTD Sales Training
JULY 25, 2011
You then persevered through hard gatekeeper screens, relatives or other obstacles to reach the DM finally on the telephone. You established some rapport and interest and the prospect looks forward to receiving your literature. The interest and rapport are gone and the prospect rushes you off the telephone. What happened?
MTD Sales Training
AUGUST 12, 2011
Setting appointments and closing sales over the telephone is not easy as numerous obstacles stand in the path of success: elusive decision makers, gatekeeper screens , fierce competition, privacy concerns, cold calling laws, and the lack of control you have over the telephone. Coming Monday, August 15, 2011 – How to Eliminate Phone Phobia.
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