Voicemail and email, when used together in rapid succession, can be an effective combination when reaching out to prospects, leads, and customers. This one-two punch could lead to a “knock out,” resulting in more sales and stronger relationships. According to FreeDictionary.com, a one-two punch in boxing is a combination of two blows delivered in rapid …
Despite increasing evidence to the contrary, there is a lingering myth in the business-to-business sales community that December is a bad time of year to make sales calls. In fact, there is an ever-growing list of reasons why December can be one of the best months of the whole year for B2B inside sales in …
B2B Inside Sales Teams: Make the Most of December Read More »
By Aleksandr Peterson A call center is only as good as its agents. Whether inbound or outbound, sales or service, it’s important that agents continuously hone their skills, improve efficiency, and stay informed about new products and best practices. But they also need guidance, accountability, and encouragement. That’s why call centers hire coaches — to …
Just like the humble worker bee has its specific role in making honey, the inside sales rep has his or her role in making money. Of course, the difference between a honeybee and an inside sales rep is this: the honeybee has nature and instinct on its side. Nature has perfected a system to ensure …
Have Your Salespeople Make Money — Like Bees Make Honey Read More »
Making inside sales calls is a very vital step in the sales pipeline process. Each conversation had with a prospect is an opportunity for relationship building. It’s critical that each touch made to a prospect is focused on developing the relationship and moving one step closer to the sale. In order to move opportunities further …
In sales, we are all looking for the hot leads, but they don’t grow on trees. On the bright side, the sooner you can weed through the unqualified leads, the sooner you can get to the hot leads. In other words, you have to kiss a lot of frogs before you reach the prince (a.k.a. …
You Have to Kiss a Lot of Frogs to Find the Hot Leads… But Who Wants to do That? Read More »
It’s a scene that plays out over and over again on sales floors across the country. Like a bad B-movie, after completing a call, the sales rep wonders in confusion, “Who do I call next? Which lead will catapult me easiest to the next sale?” This can be very daunting; very time consuming. If a …
Who Do I Call Next? Introducing Logic and Routing Into Your Lead Management Strategy Read More »
Of all the industry verticals we serve, I think nonprofits may see some of the toughest challenges. They aren’t “selling” anything, per se, but they certainly must market themselves and persuade donors to act in much the same way for-profit companies must persuade their customers to buy.
Do you ever sit back and marvel at the flood of leads coming in? You’ve got leads from ads, social media, trade shows, and referrals – but are you managing them effectively? What are the costs of all these leads to your organization? Today I’d like to walk you through three areas where you may …
Leads are the lifeblood of the sales pipeline; therefore, it’s important to make sure your lead management software is the right one for your team. Did you know that “only 25% of leads are legitimate and should advance to sales”? (Source: HubSpot). This raises the question of how your team’s next lead is generated and passed …
Lead Management: List-Based vs Queue-Based Platforms Read More »
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