Articles

Quantity Calls Vs. Quality Calls

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When you work in sales, it’s nearly impossible to go about your day without constantly thinking about the numbers. Should your sales reps invest their valuable time on in-depth calls, or focus on calling as many prospects as possible?  The answer is that you should have a strategy for both: call as many prospects as [ … ]

What Are You Doing to Wake Up Your Dormant Accounts?

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  Clients can come and go for any number of reasons: exhausted budgets, lack of resources, or poor CRM tracking, to name a few. When was the last time you checked in on your dormant accounts? Do you know exactly why they stopped conducting business with you and if they are likely to work with [ … ]

What is Your ROI on Sales Prospecting Calls?

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When you invest time and money to establish a sales call process with your sales team, the expectation is that it will be effective and produce results. But does it really? You may see your sales reps making calls, and they may even be scheduling a decent number of appointments, but what is the exact [ … ]

Make Cold Calling Work for You

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How many times have you had to remind your sales reps to complete their cold calling lists? Five times? Ten? Fifty? As a sales leader, it can be highly frustrating needing to stay on top of your team all the time, over what may seem like a straightforward task. You encourage your sales reps on [ … ]

Where Do You Get Your New Business?

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When your sales team has difficulty hitting their targets, where do you look to find the culprit? Stale sales incentives and unqualified hires are easy places to start, but consider the last time you examined your prospecting sources. You may know that your sales reps are regularly acquiring new business, but ask yourself these questions: [ … ]

Can Your Sales Team Consistently Deliver Results?

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No matter how good your sales team is, there is often a problem at the first step of the sales process: prospecting. Although you may be able to motivate your sales team to produce results for a campaign or a promotion, what you want as a sales leader is a consistent, proactive sales team that [ … ]

What’s the Big Difference Between Prospecting and Telemarketing?

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The distinction between prospecting and telemarketing is in the quality and purpose of the call.  For example, when you pick up the phone to speak with a prospect, are you giving them your quick elevator pitch or trying to engage them in a professional business conversation? The purpose of the call and desired outcomes are [ … ]

3 Steps to Nurturing Qualified Leads

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As discussed in previous blogs, prospecting is about more than just getting leads. If a lead does not stem from the appropriate target audience for your business, the lead is unqualified. But what happens when you do receive a qualified lead? Are you properly prepared to take it to the next step of the sales [ … ]

Benefits of Outsourcing Prospecting Efforts

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Is your investment in lead generation getting you the results you expected? Does your team have the time, dedication, skillset and resources for a demanding lead generation program? If not, you should consider outsourcing your prospecting efforts to a reputable B2B call center. Through client feedback we’ve compiled the top benefits of outsourcing your prospecting [ … ]

Prospecting for the New Business: 3 Keys to Success

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Whether you have just started a new business, or have been in business or sales for many years, prospecting clients is where the sales cycle starts.  However, when it comes time to start making those calls, well, it can be a daunting task.  The fear of rejection or not knowing how to start the conversation [ … ]

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