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. […]
Polish Your Pitch: Tips to Improve Your B2B Sales Calls
According to a 2017 survey, 51% of B2B buyers say marketing and sales communications have improved over the past few years. Has yours? Your messaging is probably based on what you consider your B2B buyers want to hear, but do you really know what your B2B buyers consider important? If research from McKinsey & Company […]
Maturity Matters: The Benefit of Using Experienced Appointment Setters
Maturity Matters: The Benefit of Using Experienced Appointment Setters If you have ever outsourced your outbound calls, you may well have experienced disappointing results. Young, inexperienced agents may be one of the reasons why. B2B appointment setters are the “face” of your organization (or the voice) and the first ones to communicate with prospects about […]
Leave a Message: Tips for Better Sales Voicemails
Should you leave a voicemail every time you reach out to a prospect? That depends, but data tells us that reps who only leave a single voicemail may be missing out on vital sales opportunities: a first-time call yields an 11 percent call-back rate, while 33 percent of prospects call back after a third message. […]
Sales Compensation Plans 101
Grow Your Sales Team with the Right Sales Compensation Plan One of the biggest challenges for a growing business is attracting (and retaining) qualified salespeople. This often comes down to having a formal compensation plan that spells out exactly how much reps can expect (and hope) to make selling your solution. It’s no surprise, then, […]
Sales Team Structures: Organizing Your Sales Department
Your product launch was well received, you’ve got traction in your market, and now you’re looking to go even further. Naturally, you start by expanding your sales team. You hire amazing sales talent and let them hit the ground running, but your business doesn’t seem to be growing any faster than it did before you […]
Ask Murray: Is a B2B Lead Generation Campaign Worth It?
Q&A with Murray Goodman on the ROI of Outsourced B2B Lead Generation According to one survey, 42% of reps say that prospecting is the most difficult part of the sales process, more than closing deals (36%) and qualifying leads (22%). Fortunately, there’s an easy way to fill your pipeline with quality leads, so your reps […]
Lead Qualification Checklist
Identify the Best Leads, Close More Deals Leads are leads, right? Not exactly. If you want your sales team to spend their time pursuing the best prospects, you need to know which leads are worth the focus. That’s the theory behind lead qualification, a process through which you segment prospects and identify the ones worth […]
Conversational Sales Calls: How to Build Relationships with Prospects That Pay Off
The New ABCs of Selling: Always Be Conversing What do children and salespeople have in common? They learn their ABCs during their “formative” years. For salespeople, ABC has long stood for “Always Be Closing,” a mantra commonly used to teach new reps that everything they say and do in the course of a sales pitch […]