Articles

How to sell M-O-R-E. A system for sales growth

When we, at York Consulting, cold-call for our clients, we discover a lot about their markets. When we call our clients’ customers to revive dormant accounts or introduce something new, we often uncover significant opportunities or valuable customers that have gone dormant due to inattention.  While we are baffled that our clients knew nothing about [ … ]

How to hire good quality sales prospectors

Recently we wrote about 6 important traits a prospector should have. Here we’re going to share with you how we go about hiring people to do prospecting. So, if you are looking for a sales prospector, you may be able to benefit from our experience in hiring sales people who are good at prospecting for [ … ]

Traits the best sales prospectors have

Following on from our last article, where we described 6 cold call tips to make your prospecting more effective immediately, we would like to share with you what we have found effective for finding the best prospectors. We have found the best sales prospectors (cold callers) have the following 6 traits. #1. Skills  Good sales [ … ]

6 cold call tips to make your prospecting more effective immediately

We’ve been doing cold call prospecting for our clients for over 20 years, for all kinds of B2B companies, and we’d like to give you some tips about how you too can be successful at prospecting, using cold calling. Here are 6 tips to make your prospecting (cold calling) more effective immediately. 1:  Do your [ … ]

How a Call Center Works With Your Sales and Marketing Strategy

Many of our clients have never used a call center for sales appointment setting or lead generation, so it’s no surprise to us when they’re not sure how our work fits with their current sales and marketing efforts. We spoke with some of our clients, and we also checked with some of the more respected [ … ]

The 3 Why’s of B2B Sales

As you know, whenever you’re selling in the B2B world, you are going to run into objections. The same holds true whenever a vendor contacts you about their products or services. You are going to ask questions of the vendor. So, if we contact you for our services, you would want to ask these three [ … ]

How to improve your prospecting during covid

Covid-19 has changed the world of B2B sales. Even if you started the year with a packed pipeline, few businesses have escaped the economic turmoil. According to McKinsey & Co, about 50% of B2B buyers are holding off on purchases because of the pandemic. Lowering quotas, slashing forecasts, and cutting marketing budgets are a must for many [ … ]

4 Essential Factors For Managing A Remote Sales Force

As you know, managing sales people can be difficult, even in the best of times. Ensuring every sales person is pulling their weight, and reaching their goals and quota, needs constant monitoring. During these pandemic times, managing your people remotely is even a bigger challenge for everyone. So, what to do? There are many resources, [ … ]

Pipeline looking dry post lockdown?

Only a small percentage of B2B businesses have benefited from the pandemic, and the resulting lockdown. For most, the pipeline is looking pretty dry these days – and it’s not looking all that much better for the fall. If you’re like most executives, you aren’t quite sure how to kick-start your business, as the country [ … ]

Your Most Important Hire

The most important investment, a B2B company can make, is to ensure it hires top performing sales people. Why do I say this? Because your sales force is the front line to all of your prospects and clients. If you don’t hire top performing sales people, you could suffer drastically in the short and the [ … ]

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