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Lead Generation

5 B2B Cold Calling Tips That Achieve Sales Results
“Success is where preparation and opportunity meet,” said Bobby Unser, who is one of the ten drivers to win the Indianapolis 500 three or more times. His words not only apply to finishing first on a racetrack, but also to sales people who strive for first-place results in cold calling. So, how do you prepare for success? Start with these cold calling tips. 5 Cold Calling Tips Pinpoint Your Customer Profile You need to ensure you understand clearly your targeted customers’ profile—who they are, the markets they participate in and the issues they are likely to be facing. Why? First, it enables you to laser-target the people with whom you’re most likely to be successful and, thus, boost win rates and shorten sales cycles. Second, by gaining a full understanding of the challenges they are facing, and how your company can help them, you’ll be able to show empathy and…
The Secret of Lead Generation For the Complex Sale — Part 2
The Early Bird Gets the Lead In my last post, The Secret of Lead Generation for the Complex Sale — Part 1, I told a tale about two different sales approaches. One salesperson works like a sprinter, looking for a fast sales cycle and a quick close. The other takes the approach of a marathoner, running slower and longer, pacing himself just right to reach his destination.
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…
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?
Proven Listening Techniques for Awesome  B2B Telemarketing
“The only way on earth to influence other people is to talk about what they want and show them how to get it,” said Dale Carnegie in How to Win Friends and Influence People. Since business development is all about influence, that’s a statement worth etching into your mind. But first, how do you know what other people want to talk about? Ask questions and listen. So, listening is a critical skill for all business-to-business telemarketers. It enables them to understand a prospect’s situation and respond with relevant questions and insightful answers. And because we lose the ability to use body language on the phone, listening is even more important on the phone than during an in-person sales call. When you listen, you can more easily empathize with a prospect. Also, when you listen, you demonstrate respect, enhancing the chances for business collaboration, problem solving and developing a win-win situation.
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