Call now for all the details: +1 718 709 0900

10+ years

Tele-Services

A Holiday Wish List From Sales to Marketing

Written by Tuesday, 07 January 2014 00:00
A Holiday Wish List From Sales to Marketing
Dear Marketing: Because the holiday season is all about giving, the sales team thought you’d like to know what we want this year. We all agreed that we don’t want fruitcake, chocolates, bottles of booze, ties, or scarves, or even Starbucks gift cards. We want gifts that keep on giving—the kind that can make us money year round. What we really want is business-to-business telemarketing. And we know that it’s better to give than receive. So we’re planning something special for you, too. We’re so excited about it that we’re breaking the news now. If you give us all the tools on our Holiday list, we’re going to work with you to achieve revenues beyond your wildest dreams. Interested? Good, because here are the details on what we want.

How to Reach and Engage Business Decision Makers by Phone

Written by Friday, 20 December 2013 10:30
How to Reach and Engage Business Decision Makers by Phone
In my last blog post, I discussed how to get past the gatekeeper. Let’s assume that you’ve broken through the gate and now you’re faced with new challenges in your quest for business-to-business lead generation. You either reach voicemail, or are put through to the decision maker and need to engage them in conversation. Cracking the Voicemail Conundrum More often than not, you end up battling with voicemail. What does it take to break through?

Why the Human Touch is Critical to B2B Lead Nurturing

Written by Jeff Kalter Tuesday, 17 December 2013 09:30
Why the Human Touch is Critical to B2B Lead Nurturing
The Rational B2B Buyer Business buyers are different from consumers in several ways. We tend to think of them as being more rational. While it’s true that no one buys a complex computer solution on impulse, that doesn’t mean that emotions don’t enter into the equation. When a business buyer decides on a product or vendor, they’re putting their reputation and, potentially, their job on the line. On the other hand, if the solution results in significant cost savings, they could end up with a boost up the corporate ladder. That means that there’s a lot on the line, and since we’re dealing with human beings, not businesses, emotions factor in.

10 Questions to Ask in a Win-Loss Analysis Interview

Written by Jeff Kalter Tuesday, 10 December 2013 08:50
10 Questions to Ask in a Win-Loss Analysis Interview
The Internal Review You may believe a win-loss analysis, analyzing why one sales effort won the business and another did not, could be a powerful tool to help you build a stronger business, but how do you get started? First, talk with your salespeople to gather background information. For example, make sure you understand:

How to Warm Up Frosty Leads

Written by Jessica Grahn Friday, 06 December 2013 13:11
How to Warm Up Frosty Leads
Do you struggle to generate qualified leads? Most companies do. While we all would love to have 100% of our leads red hot and ready to turn into sales immediately, most need a little thawing out. Thus, we often find that spending more time lead nurturing is the key to lead qualification. In fact, if your company is like most, 50% of your leads will need additional nurture. That doesn’t mean that they are bad leads—just a little cold. Research has shown that on average, 70% of these not-ready-yet leads will eventually buy from you…or your competitor. That brings me to the “Leads Left on the Table Equation”: 50% of leads need nurturing x 70% will eventually buy from you or a competitor = 35% of leads left on the table for the competitor if you don’t nurture them. Who would you prefer them to buy from…your company or your…