3 Quick Tips for LinkedIn for Sales Success

3 Quick Tips for LinkedIn for Sales Success
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  LinkedIn is an excellent platform for making connections, forming business relationships and keeping in touch over time. I have been using it for years and currently subscribe to Sales Navigator.   As Principal of a professional business development firm that specializes in B2B lead generation, I understand that success in sales results from creating […]

Appointment Setting and Qualified Leads

Appointment Setting and Qualified Leads
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Are you getting qualified leads with appointment setting callers? Performance-based and pay-per-lead appointment setting services can be tempting. An agency will make calls to your prospect lists, and you only pay for those that result in a set appointment.   When setting the budget or convincing your CEO that you need to outsource in order […]

Why Executive Experience is Key to Successful B2B Lead Generation

Why Executive Experience is Key to Successful B2B Lead Generation
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“It’s not about having the right opportunities. It’s about handling the opportunities right.” -Mark Hunter Successful lead generation in a B2B environment takes executive-level skills and experience. You are asking your lead generation team to build relationships with key decision-makers, understand their needs and challenges, and offer real solutions for their business pain points. You […]

Why Your Sales Team Needs a Teleprospecting Team

Why Your Sales Team Needs a Teleprospecting Team
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Let Your Sales Team Focus on Closing the Sale If you already have a talented sales team, why is it a benefit to use an outsourced teleprospecting team? When you have a sales team dealing with complex, high ticket, and sophisticated business solutions, the best use of their time is being in front of highly […]

6 Areas of Focus for Your Lead Generation Program

6 Areas of Focus for Your Lead Generation Program
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Who is your audience? How do you attract and nurture them? How do you determine which leads are qualified?   It is helpful to break down a lead generation program and address specific areas in order to improve it as a whole.   1) Your Target Audience Identifying who your target audience, and being as […]

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 […]

4 Ways to Drive Opportunity with Your Current Client Base

Drive Opportunity with Your Current Client Base
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  Your Existing Clients Are Your Best Bet For Finding New Sales Opportunities. Here’s How to Do It.   A 2014 study by Gartner revealed that 80% of a company’s future profits come from 20% of its existing customers.   According to CMO.com, repeat customers spend 33% more compared to new clients.   Should you […]

Golden Rules for Successfully Engaging A Prospect On Your Next B2B Sales Call

Golden Rules for Successfully Engaging A Prospect On Your Next B2B Sales Call
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The successful complex B2B sales caller engages a prospect in a conversation and creates a meaningful interaction. How do you guide your B2B cold call so that this is the outcome? Years of experience serving as outsourced B2B lead generation experts have trained our Business Development Executives to grasp the attention of a prospect by […]

Build Your Sales Pipeline Quickly

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How a Front-End Approach Can Lead to Great Results for Your Sales Pipeline   If you need to build your sales pipeline quickly, and fill it with highly qualified leads, then bigger just might be better.   Having a bigger sales team sooner rather than later gives you the opportunity to build your pipeline rapidly. […]

A Successful Strategy for Complex B2B Sales: Keep Three Words in Mind

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“Everything should be made as simple as possible, but not simpler” – Albert Einstein   B2B Sales Calls If you’re searching for a successful strategy for complex B2B sales calls, keep this in mind: Your message should be simple, easy to understand, and compelling.   I’ve been thinking and acting in those terms since the 1990s, […]

The “Secret Sauce” to Successful Teleprospecting – Part 2

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There is much to gain when discussing the fundamentals and good practices that make for a successful teleprospecting and lead generation campaign. Often the basics can get lost amongst too much creativity or “quick fixes,” so it is important to revisit them. These practices have proven very successful for me over the years, both on […]

How the Rise of “Teleprospecting” Benefits the Complex B2B Sale Industry

How the Rise of "Teleprospecting" Benefits the Complex B2B Sale Industry
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  Teleprospecting, as a Term, is on the Rise Here at JMS Elite, we’ve have been using the term “teleprospecting” for quite a while in the B2B sales world, mostly in order to distinguish our services from the more widely-known “telemarketing” sales techniques.   In the past year, though, I’ve been noticing a rise in […]

Is Appointment Setting the Best Approach for Teleprospecting?

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  As co-owner of a successful teleprospecting company, I have the opportunity to interview many experienced salespeople and talk with them about their backgrounds and expertise. Through these interactions, I have had many conversations concerning the practice of appointment setting.   Appointment setting is a technique used by many sales teams, where the primary goal […]

Teleprospecting – Why It Is Still Crucial for Complex Sales

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In a recent post I described the differences between telemarketing and teleprospecting. Teleprospecting is a relatively new term, and can sometimes be confused with telemarketing, but the two are different activities.   Choosing the best one for your business needs is determined by what kind of business you have, as well as your specific sales […]