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You purchased a list, and John Smith is now in your database. He has not, however, expressed to your company any interest in your products or services. As such, he falls into the category of “suspect.” A call to John is cold. And, understandably, whether they are the initiator or recipient of such a call, most people prefer not to engage in this activity. Luckily, today you can use LinkedIn to warm up the call and make the experience more pleasant and fruitful to both parties. Here are some tips to get started.

How to Build Rapport on a B2B Sales Call

Written by Wednesday, 23 November 2016 00:00
How to Build Rapport on a B2B Sales Call
Seven seconds. That’s how quickly busy executives can form an impression about you and the reason for your call. For you, it’s the difference between a successful B2B sales call and a hang up. If you’re cold calling and connect with a decision maker, and don’t want to be left listening to the dial tone, you’ll make every second—and every sentence—count. Open your call with a powerful, succinct message designed to intrigue and hint at the value you have to share. Professional telemarketing agents will tell you, it’s not the slick pitch that closes the deal. And there’s no magical trick or gimmick to opening doors. Whether you’re inviting executives to your next seminar or scheduling a face-to-face meeting, it all comes down to how you present yourself, the way you set the tone for the call and how effectively you capture a prospect’s interest. This seven-step blueprint will help…
Lead nurturing: How to combine email and phone calls to close more sales
When your marketing efforts start to pay off, delivering a boatload of quality leads, it’s exciting. You want to celebrate. But the game’s not over. Your sale is not won yet. You’re just at the starting gate of your demand generation process. The bare bone fact is: Leads do nothing for your organization’s bottom line unless you can convert them to sales. And the quality of the lead alone does not predict how likely it is to convert. The magic is in the lead nurturing: how you treat a lead after you receive it. This brings us to the study conducted by Velocify. They looked at data from 3.5 million leads from 400 companies and discovered the formula to maximize conversions. While they note there are differences between businesses and what works for each of them, the overall findings are

Is B2B Telemarketing Effective

Written by Wednesday, 19 October 2016 00:00
Is B2B Telemarketing Effective
What are the most effective B2B lead generation tactics? How about social media, content marketing and search engine optimization? Nope. These shiny new tactics have their place, but according to research depicted in the chart, they pale in comparison to some good old-fashioned tactics. Ranking in the first, second and third spots for B2B lead generation are inside sales, executive events and telemarketing.
Channel Partner Marketing: How to Support Partners and Increase Your Revenues
Whether you’re a Fortune 500 wanting to expand your sales force without increasing the number of direct sales reps on staff, an early-stage company looking to reach new vertical markets and locations or a startup trying to avoid the overhead costs associated with an in-house sales force, channel partners can help. These independent, third-party businesses can bring added value to your business and increase your revenues while they grow their own businesses selling your products and services. But what are you doing to add value to your channel partners’ efforts? The days of throwing some co-op advertising dollars and a logo sheet at your channel partners and leaving them to generate their own leads are long past. Today, if you want to increase your revenues, you need to collaborate with your channel partners to make their jobs easier. After all, you’re in a battle for their time against all their…