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The Secret of Lead Generation For the Complex Sale — Part 1
Top executives are visionaries. They know where they want to take their organizations. But it’s not always easy for them to show their team the way. After all, they don’t have a GPS that tells them the exact steps they need to take to get there. If they don’t know what they want, how can you sell them? Become their GPS. A Tale of Two Sales People Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. Joanne also knows that tools such as instant messaging, chat, and e-signatures could help them to shorten their sales cycle. And she loves the idea of tablets with sales presentations uploaded on them, allowing the sales team to pull a customized presentation together on the spot, when they need it to close a sale. There’s a…

4 Steps to Rock Solid Marketing Lists

Written by Thursday, 09 October 2014 00:00
4 Steps to Rock Solid Marketing Lists
Preparation Precedes Performance The saying “today’s preparation determines tomorrow’s achievement” certainly applies to the creation and maintenance of marketing lists. After all, if you rush into a marketing campaign without cleaning up your list and collecting critical data first, you end up wasting time chasing duplicate leads, trying to reach contacts that are no longer in the company or looking for incomplete information in the midst of a campaign. It’s like putting your revenues through the paper shredder. To achieve a successful marketing campaign, you need to purge duplicate leads and ensure your list has complete, accurate data so you can reach your targets easily and with the right message. The 4 Steps to Success Take these four steps and get all the information you need at your fingertips for successful marketing campaigns.

Business-to-Business Telemarketing: Dump the Script and Get Results

Written by Annika Widén Friday, 26 September 2014 00:00
Business-to-Business Telemarketing: Dump the Script and Get Results
Why Your Script Doesn’t Work If you’re not getting results from your business-to-business telemarketing calls, it’s time to throw out the script. It might sound scary because your script is your crutch. It makes you feel completely comfortable that you’ll know exactly what to say when you get on the phone. But while your crutch helps you walk more smoothly through the call, if you’re not succeeding, you’re walking in the wrong direction. How can a perfectly crafted script lead to poor results?

How to Increase Email Response Rates

Written by Thursday, 18 September 2014 00:00
How to Increase Email Response Rates
Email marketing isn’t dead, but to make it work you need a sound email marketing strategy. Email marketing is actually alive and kicking harder than ever. The Q1 Email Trends and Benchmarking Report by Epsilon reports that open rates in Q1 2014 climbed 5.7% over the previous year. That’s good news, but how do you increase your response rates? Like everything else in marketing today, it requires processes and advanced systems that enable you to deliver relevant and timely content to prospects and customers. Also, rather than thinking of email marketing in a vacuum you have to blend it with other marketing tactics, such as telemarketing, for optimal results. One of the most rewarding aspects of email marketing is that, unlike its more glamorous cousin, social media, it’s measurable. This means you can analyze results and work for continuous improvement.

6 Quick and Easy B2B Cold Call Techniques

Written by Thursday, 04 September 2014 00:00
6 Quick and Easy B2B Cold Call Techniques
Have you ever noticed that some tasks can be intimidating, but if you have a step-by-step, proven process, and you practice the task, the fear goes away and the tasks become easy? Well, cold calling is one of those tasks that many people fear. However, it’s still a powerful way of building business. So, rather than make excuses not to do it, find out how to do it well and practice your cold call techniques until you’re confident. Below are some tips to help build your confidence and your success rates. Prepare Obsessively “Success depends upon previous preparation, and without such preparation there is sure to be failure.”—Confucius To conduct a successful cold call, you must first break the ice, and this takes preparation. It starts with researching the customer or prospect you’re calling, including their industry and market. This investigation helps you to assess their potential problems and determine…

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