Beware of the inner critic

Randi Rotwein-Pivnick, M.A., LMFT From the moment we awake, we have a dialogue running through our brain. This is known as internalized dialogue. Sometimes we are aware of that dialogue, but often times, we are not, as it is automatic and subconscious. This internalized dialogue can be negative or positive. Negative self-talk (internalized negative dialogue) […]

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Don’t Let the “No’s” Impact You Negatively

Randi Rotwein-Pivnick, M.A., LMFT Fear of rejection is common amongst people in the sales field, whether it be a salesperson, a business development representative, or a professional appointment setter.  No one likes to hear “NO”, and people in the sales field subject themselves to that possibility over and over again on a regular basis. “NO” […]

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How to Perform B2B Market Research

How to Perform B2B Market Research Market research is market research, right? Not quite. For starters, the B2B buying process is more complex than purchasing decisions made by consumers. In B2B sales, there are often multiple stakeholders that you will need to convince and convert in order to close the deal. The B2B space is […]

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Social Selling 101: Using Social Media to Reach B2B Buyers

One of the most surprising changes in the B2B marketplace is how B2B buying decisions are happening and who’s responsible for making them. A study by Google and Millward Brown Digital found that  a growing number of B2B decision makers are now aged between 18 and 34 years old. Considering that millennials are the largest […]

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Customer Reactivation: What, Why, How?

Win Back Dormant Customers With a Customer Reactivation Campaign If you’re in sales or marketing, your primary concern is bringing in new customers. That’s to be expected—after all, new business is the engine that sustains businesses growth. But if you aren’t trying to re-engage inactive customers, you may be missing out on a huge source […]

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B2B Sales Objections You Should Never Hear

Why B2B Buyers Say “No” (and What You Can do About it) If you’re in B2B sales, you’ll probably hear “no” a lot more than you hear “yes” over your career. But that doesn’t mean every objection is a rejection; it just means a prospect isn’t quite ready to act—or rather, it means you still […]

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Setting Expectations: B2B Telemarketing Campaign Results

Would You Rather Be Delighted or Disappointed with Your Calling Campaign? Investments are not without expectations, and B2B telemarketing campaigns are no exception. Unfortunately, setting realistic expectations is not something that many companies in this industry do very well. We think lead generation companies can do better, because we think lead generation customers deserve better. […]

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B2B Telemarketing Works (Here’s Why)

Why Telemarketing is One of the Most Effective B2B Lead Generation Methods At a time when digital marketing budgets are exploding, it’s important not to forget about one of the oldest (and most effective) ways of generating B2B leads—telemarketing. After all, there’s a reason almost 90% of marketing managers in Fortune 500 companies say telemarketing […]

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How to Prepare for a B2B Sales Call

A boxing match isn’t really decided in the ring; it’s decided in the days, weeks and even months leading up to the first round. The fight is most often won through preparation. Sales is no different. With so many salespeople vying for the same slice of the pie, the ones who are ultimately the most […]

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How to Generate B2B Sales Leads

Leads are the lifeblood of your sales team. When your business development pipeline is dry, you stand to lose more than revenue—you may also lose your top salespeople. It stands to reason then, that you would look to generate leads quickly. Buying a list of targets is one option, but the more complex your solution […]

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