Category: Blog

B2B Call Centers Have the Services to Help Your Company Drive Sales

Quality B2B leads are essential to business development. Finding these leads is a highly time-consuming task, performed on a daily basis. But it is a key task to driving revenue opportunities for your salespeople and company and it simply must be done every day. Communicating your value proposition clearly and addressing your prospects’ daily business challenges is essential to resonating with them in a meaningful way. The right message is important, and equally important is the professional agent on the phone speaking to the prospect. If your sales team is finding that generating leads is difficult or they are spending far too ... Read more

Managing Our Emotions as We Come Out of the Pandemic

RANDI ROTWEIN-PIVNICK, M.A., LMFT, INC Much has changed in our world since this time last year when we were first being hit with the reality of COVID-19 and the negative impact it would have on our lives. For the past year most of us have spent time isolated from our family and friends, fearful of exposing ourselves to the risks of getting COVID, and trying to figure out how to manage the ups and downs of our emotions as we adjusted to the ‘new normal’. When we did venture outside of our homes, we were masked, kept our (social) distance ... Read more

Prospecting Now is Important – 5 Other Actions to Prioritize

Prospecting is always important to a sales team, not matter when it is – whether we are in good economic times or in times of crisis. Last year was spent, in its entirety, in a pandemic crisis. It was a year like no other year we have ever seen before. Personal and professional lives for everyone across the globe were changed drastically and the changes happened instantly, with no time to prepare for the unprecedented times we faced. The natural inclination for humans is to be cautious, pull back budgets, and put plans on hold. That may mean vacations, the ... Read more

Key Sales Metrics You Should Track in 2018 – And Those You Should Track in 2021

There are some questions we have for you as we update this blog post and examine what we think are the key sales metrics you should be measuring today in 2021, as compared to 2018, the original date if this blog. What has changed in 3 years in the lead generation process for your company? Do you need to re-examine your business development methods? Do you need to adjust your marketing efforts? Does your sales process need to be tweaked? What processes and efforts are producing the best/most return on investment for your company? What are your conversion rates per ... Read more

Dealing With the Holiday Season During a Pandemic

Randi Rotwein-Pivnick, M.A., LMFT In my last post I mentioned that I had been working from home remotely since March and never imagined that the pandemic would have impacted our world as it has. Personally, I don’t know of anyone that has not been impacted negatively in some way or other from COVID-19, and with all the current uncertainty I doubt we will return to ‘normal’ (whatever that might look like), anytime soon. It is of utmost importance, to do what we need to do to stay safe, but we also need to make every effort possible to maintain some ... Read more

How to Restart Your Sales Pipeline After COVID-19

We have all been talking a great deal about the many challenges businesses around the world have faced since the advent of COVID-19. What we have seen and how we have had to pivot our business practices, processes, and operations has been unprecedented. Monthly, quarterly, and annual plans have been scrapped, replaced by emergency, stop-gap, and more immediate tactics. These tactical plans have been created very quickly with the intentions of retaining current business and gaining immediate sales. We are now 4 months into our lives of living with a pandemic. Business must go on! It is vital for our ... Read more

The New Normal… What Comes Next.. What is the Next Step?

RANDI ROTWEIN-PIVNICK, M.A., LMFT I, as well as all those I have spoken to, would have never imagined that we would experience a Pandemic like COVID-19 in our lifetime. For most, our lives have now been turned upside down. We have had to navigate so many of our essential life necessities (work/finances, ability to get food, staying safe, and keeping our loved ones safe and protected) for the first time in our lives. Unfortunately, we are finding that the answers to our questions are often different, depending on from whom it is you are gathering your information from. These times ... Read more

The Value of Continuity of Lead Generation Activities in a Challenging Business Environment

We cannot say it enough – especially during today’s business conditions. Do not stop prospecting. Do not stop marketing. Do not stop regular communications with current customers, past customers, and prospects. In other words, let us say it again…DO NOT STOP PROSPECTING! The job of a salesperson is to help customers solve critical business issues. Your company has solutions to your prospects’ pain points. The global crisis we are currently experiencing does not remove their business needs. In fact, it may make a solution more important than ever. Contrary to what some may believe – B2B purchasing and acquisitions do ... Read more

Customer Retention = Increased Revenues and Customer Lifetime Value

Costs less than acquiring new customers. Increases profits. Greater ROI. There is no question that customer retention makes great sense for every company, including yours. And during the pandemic crisis, now is the time, more than ever, to implement or renew efforts in this area. Why are customer retention initiatives so valuable to your sales team and company? Marketing effort at less cost – Because you’ve already converted the customer at least once, when you retain a customer your marketing, advertising, lead generation, and promotion are a fraction of the cost of acquiring new customers. Less sales and marketing efforts ... Read more

Surviving the New “Normal”

Randi Rotwein-Pivnick, M.A., LMFT The world is experiencing a state of much uncertainty and very few people’s lives (if any) are not being impacted in some negative way. The majority of us are being ‘forced’ to self-quarantine, in hopes of slowing the growth of COVID-19, and self-quarantine coupled with the increased concerns and anxiety from the unknown can create significant detrimental impact to us both physically and psychologically. Spending time in quarantine can take a serious mental toll, frequently leaving people feeling like they have no control over the situation, and at extreme, feeling like they have no control over their ... Read more