My 3 Golden Rules for Inbound and Outbound Lead Follow-Up

Lead follow-up

Lead follow-up is a crucial step in the sales process. A qualified lead can be wasted (and practically handed right over to the competition) if it is left to linger on the vine. Inbound and outbound leads are generated differently, so the rules for follow-up will vary slightly. The basic principles are the same, but […]

How Do You Properly Qualify a Lead?

“LEAD” – an opportunity to present your business solution to a qualified and interested party.  –JM Lead Qualification for Teleprospecting How do you properly qualify a B2B lead, whether for your own business or as a part of an outsourced lead generation team? Assuming that you have been able to get the attention of a […]

3 Business Problems Solved by Outsourcing Your Outbound B2B Cold Calling Efforts

3 Business Problems Solved by Outsourcing Your Outbound B2B Cold Calling Efforts

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 […]

Telemarketing or Teleprospecting for B2B Lead Generation?

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

  “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 […]