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How to Improve Sales and Achieve Quota

Written by Wednesday, 02 September 2015 00:00
How to Improve Sales and Achieve Quota
“Procrastination makes easy things hard, hard things harder,” Mason Cooley, an American writer. It’s September. We’re almost into the fourth quarter (Q4) and John, the Vice President of Sales, is in a mild panic. It’s not surprising. After all, time’s running out to meet his quota and sales are soft. How did he get into this position? When he arrived at work at the beginning of January, he was full of optimism for the New Year and ready to tackle the sales challenges. Ahead of him stretched twelve long months to make it all happen. Plenty of time to fill the pipeline, nurture leads and convert them into sales. Or so he thought. It seems like this missing link is made of gold. What are these sales lead management teams doing that is multiplying the number of ready-to-buy prospects while cutting marketing costs? But things didn’t work out that way.…

How to Critique Recorded B2B Telemarketing Calls

Written by Wednesday, 22 April 2015 00:00
How to Critique Recorded B2B Telemarketing Calls
When you’re managing business-to-business telemarketing representatives, you can record their conversations and use them as learning opportunities. If one agent is particularly productive, you can listen to recordings of her phone calls to determine what sets her apart from the others. Also, if another is having difficulty meeting their goals, you can re-live their conversations and learn where they go off track. Before doing anything, however, become aware oflocal and federal laws related to recording calls and ensure that you abide by them. What to Listen For When you’re listening to recordings to find out why some representatives are successful and others struggle, pay attention to these areas.
The Best B2B Appointment Setting Technique…Ever
We hear so much these days about the customer-driven buyer’s journey and that more than half of the sales cycle occurs without prospective customers contacting a sales representative. The new buyer’s journey puts ever-increasing pressure on marketing departments to handle the pre-sales process. Although marketing technology, with its lead scoring, data integration, and automated content delivery tools, can help marketers respond quickly to inquiries online and deliver targeted content, it’s often not enough. That’s why the best marketers still match high tech with the human touch—especially when their product line is complex, and the sales cycle is long. It’s not enough to capture a lead, follow up, pass the lead to sales, and hope for the business. You need to turn requests into qualified leads and ideally sales-enabled leads. Marketing’s job is to get salespeople in front of prospective customers. And one of the best ways to do that is…
Quick Tips for Conquering the B2B Inside Sales Training Gap
What’s Causing the B2B Inside Sales Training Problem? Last September, the AA-ISP, an international association dedicated exclusively to advancing the profession of Inside Sales, released their 2014 Inside Sales Top Challenges. And they discovered that the number one challenge sales leaders are facing today is training inside sales people to perform well. In fact, many sales organizations complain about a high turnover of inside sales representatives as they don’t manage to bring them to the performance levels they expect in the calculated timeframes. Why is training such a hot issue? A 2013 study by InsideSales.com reports inside sales is growing 300% faster than field sales. This trend is expected to continue. That’s because inside sales: · cuts costs · is accepted by customers who have become comfortable learning about companies remotely via websites, social media, content downloads such as e-books and white papers, email and phone calls In fact, many…
Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
How to rock sales lead development? The quick answer…put a sales lead management team to work. That of course, begs the question, “what is a sales lead management team?” It is, unfortunately, often the missing link between sales and marketing. It’s that gap between the two disciplines where leads are lost either because marketing doesn’t qualify them or sales doesn’t follow up on them. Conveniently, marketing points the finger at sales and sales points the finger at marketing. If only there was a group in between marketing and sales that could take marketing leads and transform them into qualified sales opportunities. That’s what a sales lead management team does via the phone, email, and more. And a Forrester Research study says that businesses which put a priority on lead qualification and nurturing have 50 percent more sales-ready prospects and reduce their cost-per-lead by 33%. It seems like this missing link…