B2B Sales Calls – Unscripted Does Not Mean Unprepared

B2B Sales Calls - Unscripted Does Not Mean Unprepared
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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 […]

Recommended Reading for an Improved Complex Sales Mindset

Recommended Reading for an Improved Complex Sales Mindset
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Catch up on the Best Thinking on an Evolved Complex Sales Approach A simple change in the way we talk about sales and salespeople can make a dramatic difference in the way we approach our craft.   Thought leader and sales executive Marc Miller wrote a well-received book, “Selling is Dead.”   It’s a provocative […]

How JMS Elite Helps the IT Industry with Successful B2B Lead Generation

How JMS Elite helps the IT Industry with Successful B2B Lead Generation
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Lead Generation for the IT Industry At JMS Elite, our business development executives (BDEs) bring information technology experience to every call they make.   We understand that IT solutions are born from business needs, and we represent each IT product in the context of solving business problems and pain points.   We have been involved […]

3 Best Practices for Sales and Marketing Alignment

3 Best Practices for Sales and Marketing Alignment
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  When sales and marketing are not in alignment, sales will suffer.   Marketing and sales are meant to work toward common goals, but they have different approaches and operate at different stages of the sales cycle.   Without an expectation of communication and common definitions, silos can form. And that means sales can suffer. […]

Two Quick and Powerful Ways to Warm up a B2B Cold Call

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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 […]

4 Ways to Improve Listening Skills & Increase Your B2B Leads

4 Ways to Improve Your Listening Skills and Increase Your Qualified B2B Leads
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When you’re trying to increase your sales pipeline with qualified B2B sales leads, it’s easy to focus solely on communicating your message, but the best way to increase your success is to really listen to what your current and potential customers have to say. Below are four areas to focus on in order to improve […]

Telemarketing or Teleprospecting for B2B Lead Generation?

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Learn the difference between these two sales techniques and why one is the better choice for B2B lead generation.   It’s possible that you have seen these terms used interchangeably and think that because they both involve calling prospects to generate leads, that they are the same. There is a big difference between the two. […]

B2B Lead Generation – Three Elements of a Successful Sales Call

B2B Lead Generation – Three Elements of a Successful Sales Call
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  “Promise to think only the best, to work only for the best, and to expect only the best from yourself and others.” -John Wooden   What are the essential elements that make a teleprospecting call successful?   If you’re having real conversations and meaningful interactions with your prospects, then every call is going to […]

Why Outsourcing Your B2B Sales Calls Is Good for Your Bottom Line

Why Outsourcing Your B2B Sales Calls Is Good for Your Bottom Line
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Why Outsource? Outsourcing your B2B sales calls to an experienced lead generation company connects your business with clients and customers, without having to hire, train, and manage a sales staff.   Partnering with an outsourced company ensures the calls will be made by those with a high level of experience in telesales, whose sole focus […]

Investing in the Top of the Funnel Delivers Rewards

Investing in the Top of the Funnel Delivers Rewards
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Why is Lead Nurturing for Complex B2B Sales Important? Every sales team has a pile of leads that have been generated, reached a point in the sales cycle, and for some reason have gone cold.   This cache of leads tends to grow over time, pushed aside because there have been more urgent matters at […]

3 Reasons the Holidays Can Improve Your B2B Sales Call ROI

3 Reasons the Holidays Can Improve Your B2B Sales Call ROI
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  When the holidays roll around in November and December, you might be tempted to slow down, or even stop making sales calls. You may figure, as many do, that the end of the year brings a lull for sales and the effort will be wasted. Don’t check out just yet!   As a Principal/Co-Founder […]

Achieve Account-Based Marketing Through Teleprospecting

Achieve Account-Based Marketing Through Teleprospecting
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A Popular Term Do a search on popular B2B sales techniques and you are going to find that the term “account-based marketing” (ABM) comes up a lot.   At the April 2015 Marketing Innovation Summit hosted by Demandbase, SiriusDecisions revealed the results of its 2015 State of Account-Based Marketing (ABM) Study.   According to the […]

Stop Killing Trees! Why A Request for Information Is Not a Lead

Stop Killing Trees! Why A Request for Information Is Not a Lead
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What to Do When a Prospect Asks You to Send Information If you have spent any time in B2B telesales or teleprospecting, you are familiar with the fact that a very natural response from a prospect that you have called will be a request for information.   When this happens, you do have the option […]

2 Books That Will Sharpen Your B2B Sales Skills

2 Books That Will Sharpen Your B2B Sales Skills and Increase Your Close Rate
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  There is a lot of solid information out there about improving your B2B sales skills, and it’s worth it to shake up your own sales routine by listening to what successful people have to say.  These two books have a spot on my shelf and are definitely worth a read: 1) A Seat at […]