Pointclear
AUGUST 27, 2013
My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock. The telemarketing time amounted to about 250 hours, over four weeks. The salespeople praised the “new” leads. The numbers aren’t in yet, but it looks promising.
Understanding the Sales Force
MAY 30, 2013
He makes it sound more like telemarketing than prospecting for appointments or meetings. Until we have heard that they have a compelling reason to buy, they won''t have an incentive to answer any qualifying questions! Isn''t this a prospecting call? It certainly doesn''t apply to a complex B2B sale!
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Cincom Smart Selling
OCTOBER 5, 2017
You can hire the best sales superstars, reward performance with lavish incentives, and structure your pricing as aggressively as possible, but until you address an improved buying process, your impact on sales performance will be minimal. The buying process itself should be the foundation and center of the selling process.
Cincom Smart Selling
OCTOBER 5, 2017
You can hire the best sales superstars, reward performance with lavish incentives, and structure your pricing as aggressively as possible, but until you address an improved buying process, your impact on sales performance will be minimal. The buying process itself should be the foundation and center of the selling process.
Cincom Smart Selling
JUNE 30, 2015
My recent screed regarding intrusive telemarketing calls ( Selling? The strategy of providing sales teams with incentives to clear out warehouses full of product at the end of the year is not applicable in a world where products aren’t produced unless they’ve been ordered. Sales is changing because business is changing.
Hubspot Sales
AUGUST 22, 2022
66% say referrals from existing customers offer the best leads, followed by social media, tradeshows and events, telemarketing, and inbound marketing. Build an incentive-based sales culture rooted in trust, recognition, and collaboration. Where are salespeople getting the highest quality leads? Check out the free resource below.
Sales Training Advice
JULY 30, 2012
Services like InfoUSA or Dun and Bradstreet can provide you with targeted consumer or business lists for direct mail or telemarketing. Affiliate programs, referral fees, and discounts on future services can all be incentives for people to pass along leads. Don’t forget your alumni association. License a compiled list.
Expert insights. Personalized for you.
184 
Let's personalize your content