Born and raised in New York City, Jeff Kalter graduated with a Bachelor of Science from New York Institute of Technology. Jeff began his professional career at Bruce Supply Corporation, a leading industrial supplies distributor in the United States. Thereafter, Jeff co-founded Central Foundries Inc., a global importer and manufacturer of cast iron and copper products.
In the late 90s Jeff moved his family to Munich, Germany, where he gained experience in the consumer market acting as Advertising Designer for companies such as ESCADA and Altmarkt Gallery.
Jeff was then recruited by a leading outsourced customer acquisition company responsible for global clients, including TOSHIBA, Cisco Systems and 3Com. His responsibilities included developing, implementing and driving customer acquisition programs with proven revenue of over 100 million USD.
In 2003 Jeff co-founded 3D2B in Rome, Italy. Today, Jeff is the CEO of 3D2B and resides between Rome and New York City.
According to Gartner, Customer Relationship Management (CRM) became the largest software market in 2017. This large and growing market has lured many companies into the business. Given the plethora of CRM solutions, it’s easy to become overwhelmed figuring out which one is right for your organization.
What you’re looking for is a CRM solution that enables you to achieve your objectives, fits with your existing systems and allows you to maximize your sales opportunities.
Given that, here are some steps to finding the right CRM.
A lead management system lays out your standard practices for working with leads efficiently and effectively. It outlines how to create leads and transform them into sales.
So how do you know whether you need lead management?
If you see any of these six signs in your company, you have an opportunity to boost results by implementing a lead management process or strengthening an existing one.
Recently, I received a call from a talented telemarketer. As a telemarketing professional, I love to challenge the agents who call me, asking tough questions and raising objections. At some point, the rep will usually hesitate or provide a less than perfect answer. However, in this case, every time I posed a question or raised an issue or rebutted a response, she had the textbook answer.
Also, there were no pauses. No ums. No unnecessary words. After a while, I wondered, “Am I talking to a real person or is this a robocall?” To find out, I repeated a question to which I had just received a perfect answer. The telemarketing rep then reiterated the same response word for word.
It was only then that I knew for sure that I had just spent twenty minutes talking to a robot.
In the early 1900s Henry Ford pioneered mass production of automobiles. He divided the roles of workers so that they each specialized in one aspect of production, thus increasing productivity and lowering costs.
Similarly, companies now seek to bring efficiencies to their lead management and sales processes. The purpose is to close more deals faster and more cost-effectively. Just as Ford used specialization on the manufacturing floor, sales and marketing leaders are learning the value divvying up sales roles to achieve higher revenues.
There are two reasons why narrowly defining your sales roles can increase your success. First, each sales associate is empowered to become an expert in their more focused position. Second, different sales functions require unique skills and personality characteristics. If you split up the responsibilities, you can hire people who are most likely to succeed in each specialty.
Unless they filled in a form on one of your organization’s landing pages or called your sales department, it used to be impossible to identify who was in the market for products and services your company offers.
But of all the people looking for a solution like yours, how many actually give you a direct signal of interest?
Sadly, the leads you receive are likely the tip of the iceberg; a large majority of the market remains hidden from view. That’s because many potential buyers may not find your site or leave before registering for your latest e-book. If you sell technology products or solutions, however, your prospects probably seek information on third-party publisher and review sites.
Wouldn’t you like to know who the rest of these people are?
Sometimes you or your reps end a call with a prospect or customer and just wonder, “What went wrong?” If that has ever happened to you (and it’s probably happened to anyone who has ever made a sales call), keep the following tips in mind.
In summary, to ensure more successful sales conversations, ask yourself if you’re talking too much during sales calls. If so, build your curiosity, ask more questions and learn to listen. Make sure you ask questions that spur conversation and help you to gain an understanding of their situation. When you talk, translate your product’s features into their benefits to illustrate how they will make your prospect’s life better. And finally, explain how the buyer will be better off purchasing your product rather than your competitor’s.
Call us at +1 718-709-0900 (US) or +39 06 978446 60 (EMEA), or contact us online to learn how you can outsource your inside sales and get rapid results.
Over the last couple of decades, the language of marketing has evolved. Today, the buzzwords include Big Data, artificial intelligence, marketing automation, content marketing, social media marketing, account-based marketing, influencer marketing and more. The thread that runs between these marketing methods is technology. While it enables them all, it does not tell the whole story.
Technology can make us more efficient, precise in our targeting and personalized in our B2B marketing outreach. It cannot, however, do the whole job. That’s because B2B products, services and solutions tend to be complicated and expensive. To educate buyers and to build the trust required to make a substantial investment, you need good, old-fashioned human interaction that is central to a couple of traditional marketing tactics.
While tried and true, these tactics have changed with the times. Let’s look at how these traditional techniques, now wrapped in new technology, have become more powerful than ever.
If you’re in the fast-paced world of sales and marketing, you likely aspire to stay one step ahead of the competition. It’s not easy to do because you must keep up with constantly changing sales and marketing trends. Here are three trends worth mastering in 2018.
In the past few decades, automation has diminished many avenues of employment. Secretaries, better known today as personal assistants (PA’s), once were omnipresent in offices, but are now few and far between. Many more workers used to line the floors of factories. Retail salespeople are fast becoming an endangered species. After all, who needs a salesperson to help them buy a mobile phone when they’ve already done their research and read the reviews online?
Gradually, technology and automation are taking over large spheres of our lives and the economy. And given that machines often offer increased efficiency and accuracy over humans, that’s not surprising.
"When your timing is off, so is your stride. When your cadence is off, you’re in deep trouble as a hurdler.” – Rod Millburn
In all likelihood, you’re not a hurdler. However, if you’re in sales and marketing, you know you have to overcome a lot of obstacles to land a deal. And cadence is as important for conquering sales hurdles as it is for leaping over a series of high jumps. Get it wrong, and you could fall flat on your face with little to show for your efforts.
So what is a sales cadence?
A sales cadence is a well-defined process that business development reps use when following up on leads. It’s not simply the number of times a sales person should reach out; it also includes the timing of the outreach and the format — usually a mix of phone calls, emails and interactions via social media. Because what reps do naturally and what they should do to be successful are usually two different animals, a delineated sales cadence is necessary.
So how do you know if your sales cadence is off kilter? According to The Sales Cadence Report 2017, there are several signs that it’s out of whack.