The Risks of a Pay for Performance Sales Model
What Are the Risks of a Pay for Performance Sales Model? As a principal and founder of a B2B lead generation firm, I find myself engaging in conversations with new acquaintances that begin with the phrase, “I’ve heard from other firms like yours that they only charge when they get an appointment or a sales […]
Four Ways to A Better Cold CALL
New and experienced B2B callers can benefit from revisiting the fundamentals of a successful cold call. At a conference last spring I attended a great talk about rehumanizing the sales process. The speaker Shari Levitin shared this simple and helpful acronym to rehumanize and improve a cold call – CALL – Connect, Ask, Listen, Link. […]
Successful Lead Generation for Startups and Industry Disruptors
This spring I attended GrowCo – The Essential Conference for Company Builders in New Orleans, LA. Hearing the stories from successful entrepreneurs and focusing my attention on this area of the business world is always thought-provoking and inspiring. Entrepreneurs, industry disruptors, and innovative startup companies all face a similar challenge – breaking […]
Why The First Sales Call Should Be Made by An Experienced Rep
How can you ensure the first sales call a prospect has with your company is a good experience? We know that many companies assign first touch cold calls to entry-level inside sales reps in order to save follow-up on qualified leads for their experienced sales reps. At first glance, it might seem like a good […]
When Cold Calling Works and How to Make it Better
The argument over the value of a B2B cold call and its effectiveness on sales has been going on for many years, even before inbound and content marketing were thrown into the mix. If the answer to “is cold calling dead” was a definite yes, then it’s safe to assume we wouldn’t be arguing about […]
B2B Sales Calls – Unscripted Does Not Mean Unprepared
To be successful in complex B2B sales, the ability to converse easily and naturally with decision makers, and speak knowledgeably about the product or service you are selling is essential. I’ve often mentioned before that scripted calls are not a successful method for B2B lead generation. One-sided conversations do not result in a real qualified […]
B2B Lead Generation – 3 Reasons to Pick up The Phone
Even with the growth of online and inbound marketing methods, cold calling is a strong and successful method for B2B lead generation and business development. You may wonder, when the world has become dominated with email, social media marketing, and even online messaging apps to make connections, why is picking up the phone still […]
Why B2B Content Marketing Still Needs Cold Calling
Content marketing is powerful, effective way of growing your business, but it can’t work as a stand-alone method for B2B lead generation. Complex sales require more than just well-written content, they require making a quality connection with a key decision maker at a prospective business to determine what, if any, business pains they are experiencing. […]
Two Quick and Powerful Ways to Warm up a B2B Cold Call
Improving your cold calling doesn’t mean you must always reinvent the wheel. Sometimes a few tweaks or a shift in mindset is all that is needed to improve your B2B sales calls. In a recent post I discussed some simple techniques to warm up a B2B Cold Call. Here are two more fast, yet effective […]
2 Simple and Effective Techniques to Warm Up B2B Cold Calls
Despite the truly infinite amount of information and buying opportunities available through the internet, for B2B sales, cold calling remains an effective and successful technique. To begin with, a successful cold calling campaign is not truly cold calling. A B2B sales caller cannot simply cast a wide net of phone calls to widespread […]
3 Business Problems Solved by Outsourcing Your Outbound B2B Cold Calling
1. You’re experiencing a high employee turnover rate. Turnover is disruptive and will slow down production. Whether you are experiencing frequent staffing changes or having difficulty finding experienced inside sales or business development representatives to add to your team, a high turnover rate will cost you. Time spent on unresolved personnel issues and additional training is time […]