You Know You Need A Calling Program… Now What?
If you’ve come to the conclusion that it is time to implement a calling program for sales, there are a few considerations to resolve before you can proceed. Now that you’ve come to a point where it’s clear that in order to meet your sales goals you need a consistent, targeted calling program, there are […]
The 3 Words That Will Change Your Close Rate
Type “how to think like your buyer” into any search engine and you’ll receive countless links to webinars, publications, marketing conference invitations, online classes, and regular old books. The Words That Will Change Your Close Rate You could spend hours online reading white papers and parsing data but in our experience, thinking like your […]
Setting Goals for B2B Lead Generation in 2021
How will you invest your business development dollars? The business world has experienced many shifts and turns in 2020, and your goals might look a bit different than you had initially expected. However, having goals set and ready (and understanding they may change) is important as we head into 2021. With the pandemic, […]
How to Maximize Virtual Trade Show ROI
Trade shows have been and continue to be an important part of business for many companies. Yet in 2020, the number of organizations planning a virtual event doubled. With the majority of trade shows facing cancellation in 2020 and the forecast for 2021 predicting a similar, socially-distanced year, it is likely we will continue […]
The State of Cold Calling Since COVID-19
Since the start of COVID-19, there has been some uncertainty as to which businesses would still benefit from B2B cold calling. How has COVID-19 affected this tactic, and what does the state of cold calling look like since the pandemic began? Heavily impacted businesses The pandemic hit some businesses harder than others. Some have closed their […]
3 Ways to Create a Sense of Urgency on a Sales Call
Creating a sense of urgency on a sales call can mean the difference between engaging in a conversation with a decision maker, or getting quickly ushered off the phone. B2B cold calling remains a successful method for lead generation and is even more so if callers can gain the attention of a prospect […]
Why Do Some Cold Calling Programs Fail?
The business of cold calling can cause a lot of debate. Is cold calling dead? Are people still even using their phones? Does the internet replace the need for salespeople who can engage in a real conversation? While online marketing and sales programs play a large part in an overall strategy, there is still a […]
3 Reasons Why Companies that Sell Products Should Engage in B2B Telemarketing
In 2009 JMS Elite had its first opportunity to represent a client in a new-to-us industry – complex products. Up until that point, the vast majority of our clients were those selling business software solutions and consulting services, with almost no clients that sold high-ticket products. With great success in that market (the client still […]
3 Reasons Outsourcing Inside Sales Can Increase Your Bottom Line
The formula for rapidly increasing the number of qualified prospects in your sales pipeline is simple – contact your target audience and interact with them in a meaningful way. If your current marketing and sales program is failing to consistently fill your pipeline with qualified leads, outsourcing to a B2B lead generation team is a […]
Sales and Voicemails – Best Practices for B2B Cold Calling
The Power of Persistence Do a quick search around the internet and you will learn that persistence and consistency is essential to successful B2B cold calling and lead generation. Industry research consistently tells us that it takes many attempts to the same prospect to successfully make connect, engage them in a conversation, and qualify them […]
The Insider’s Guide to B2B Cold Calling – Part 2
Revisiting the fundamentals of proven practices for B2B cold calling is a great way to get back on track if your numbers, or those of your team, are falling. I find that the basics can sometimes get lost amongst new ideas or “shortcuts” and revisiting them can get a caller, or a campaign, back on […]
The Insider’s Guide to B2B Cold Calling
Having worked in the business of B2B cold calling for more than 20 years – with the majority of those at the head of a successful outsourced B2B lead generation firm, I have learned the value in returning to the basics and fundamentals that lead to successful cold calling. Due to my experience both […]
Why Complex Sales Requires Inside Sales Expertise
One of the main factors determining success in complex B2B sales is the caller’s level of expertise and experience. Complex B2B sales requires meaningful interactions between professional phone representatives and executives within those targeted accounts. Put a business development executive on the phone who understands both the inherent value of the product or solution […]
4 Blogs to Help You Achieve B2B Cold Calling Success
Complex B2B sales require effective conversations with key decision makers at the highest levels. However, achieving success through cold calling is not as simple as picking up the phone and reading a script, or hiring an entry-level associate to do so. B2B cold calling for lead generation requires preparation, experience, and business acumen in […]