Understanding the Sales Force
JULY 10, 2012
Understanding the Sales Force by Dave Kurlan If you have no desire to find a lot of new business from new accounts, you don't need telemarketing (and you can stop reading this article). You can hire telemarketers - inside salespeople who will make calls and schedule appointments for your account managers.
No More Cold Calling
DECEMBER 6, 2019
Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it.
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Zoominfo
JANUARY 23, 2021
If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Let’s jump in.
Sales and Marketing Management
NOVEMBER 28, 2017
An essential tool for doing that deep dive to gain intelligence about the account is your inside sales team or telemarketing firm. That’s because one-on-one conversations are essential for building a genuine human relationship and learning the intricacies of how a buying team makes decisions.
Pointclear
JUNE 15, 2017
Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.
MTD Sales Training
MAY 23, 2012
If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. Then you must learn how to negotiate the screen successfully to get through to the decision maker. This usually refers to sales people making cold or warm calls. Be the Opposite.
No More Cold Calling
OCTOBER 1, 2015
When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. Decision-makers will always meet with salespeople who’ve been referred by people they know and trust. If your competition gets to the decision-maker first, you might be out of the game.
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