Anatomy of a Successful Campaign
What are the elements that make up the foundation for a successful lead generation campaign? A campaign that you can duplicate year to year without having to reinvent the wheel each time. If you want to maximize your campaign investment, it goes without saying that proper planning is essential. Carefully setting up the building blocks […]
Don’t Ignore the 4th Quarter… There ARE Business Opportunities in Q4
Does business really stop in Q4, during the Fall and Holiday season? We offer an emphatic NO in answer to that question. It is widely believed that attention to and focus on work and productivity is elsewhere with the holidays and time off on the immediate horizon. Business does not stop during the last few […]
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) […]
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” […]
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 […]
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 […]
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 […]