Social Media and Traditional Prospecting: Not a Zero-Sum Game
Let’s admit it – social media can be great. But in this day and age, many business owners make the mistake of using social media as their one and only form of prospecting. Many buy into the idea that social media should replace traditional prospecting on account of the overused (and inaccurate) adage that “cold [ … ]
2 Steps to Determine Whether Your Lead is Qualified or Not
When it comes to prospecting, it’s all about gaining leads, leads, and more leads. Right? Wrong. The aim of prospecting isn’t to only gain leads, but to gain qualified leads. It may seem like a small nuance, but it makes all the difference in getting more sales per phone call. But what makes a lead [ … ]
The Top 5 Most Successful Prospecting Strategies for Businesses
Are you not getting the results or reception you want when you are calling a new prospect? Been hung up on one too many times? Planning and strategizing are so fundamental to effective calling. At York Consulting, we totally understand this, as we have been prospecting on behalf of our clients for years! Most businesses [ … ]
“Cold Calling is Dead” articles are dead.
Whenever you see an article that claims cold calling is dead, look and see where the article is coming from. There is a good chance that it is coming from a company selling services that are alternatives to cold calling. Take for example this article from the popular website Hubspot 16 Compelling Statistics That Prove [ … ]
What are great direct marketing results for various direct media?
Direct Marketing compared We were recently asked – “What are considered great results for direct marketing programs?” This is not always such an easy question to answer. Benchmark information (data from other businesses) is understandably some of the most important information that many new companies need. Typically, you want to identify the best performing companies [ … ]
Our Cold Calls are Different from Sales Calls.
Ideally most of your business comes through referrals and customer initiated inquiries, but many businesses need additional marketing to find customers in order to meet growth plans. The question is, how can you do this efficiently? We often hear people tell us that they don’t like getting cold calls. We understand, we don’t like getting [ … ]
How We Handle Highly Technical Sales
Many of our clients are businesses with highly technical products. To give one example, in health care, we have worked with cutting edge imaging software companies, contacting chief oncologists and laboratory directors in hospitals across North America to set appointments for their sales representatives. We have worked successfully with clients in engineering firms offering system [ … ]
5 Ways We Can Help Your Sales Team
Selling B2B is a challenge that often requires making lots of phone calls. Here are five ways we can help. 1- Identifying and tracking down management and executive contacts is very time consuming. Calling is all we do. We identify contacts, ask questions, and schedule a qualified appointment so your sales people can do what [ … ]
Cold Calling Optimization in 7 steps.
Cold calling takes time and requires good planning. We always strive to spend that time wisely. 1- The Right Contact – We always aim to talk to the highest ranking decision maker for your product or service. This is usually the person who owns the problem that your company can solve. 2- Develop a Winning [ … ]
How to Get More Business from Your Clients
We’re usually asked to cold call to help bring new business to our clients’ sales pipeline. While we are doing that, we sometimes come across contacts that have not been identified as customers in the list review. It is surprising how often we hear “We haven’t heard from anyone there in years”, and, “Yes, we [ … ]
