We Can Do Your Push Ups for YOU!

We Can Do Your Push Ups for YOU!

According to a survey done by YouGov in December of 2017, eating healthier, getting more exercise and saving money were tied as the number one personal new year's resolution for 2018. And most studies cite the number one business resolution as increasing sales and...

read more
Is Sales Prospecting a Waste of Time?

Is Sales Prospecting a Waste of Time?

In our last three articles we talked about: Sales Prospecting, discussing why it is crucial to business growth. Why People Don't Enjoy Sales Prospecting, along with some suggestions on how to enjoy it more. And What to do when you are too busy with the work you...

read more
Sales Prospecting isn’t Fun!

Sales Prospecting isn’t Fun!

In our last article, we talked about Sales Prospecting, discussing why it is crucial to business growth and why people don't always do it on a regular basis.   Here are the top reasons we hear for why businesses don't bother sales prospecting:  They...

read more
Sales Prospecting – Why Bother?

Sales Prospecting – Why Bother?

In the mid 1800's over 300,000 people made their way to California in the hopes of finding gold. When they first arrived, some were able to use their hands to gather flakes of gold running in the rivers and streams! Others used the pans we associate with images of the...

read more
Are YOU Prepared for 2019?

Are YOU Prepared for 2019?

The first snow of the season hit the Northeast recently and while the weather people had predicted precipitation, the deluge of snow clearly caught us off guard! Cancelled trains, traffic snafus, sliding vehicles, regional flight delays and a dearth of snow plows all...

read more
Cold Calling is Scarier Than Halloween!

Cold Calling is Scarier Than Halloween!

Cold calling can be scary. Sales people making the call are afraid of rejection. Call recipients are fearful of picking up the phone, afraid of having their time wasted. Scariest of all is the bottom line, when dozens of man hours and thousands of dollars produce no, or poor quality, leads. Try our winning approach to cold calling to drive qualified leads and bottom line results.

read more

Are You Leaving Money on the Table?

Some people say that cold calling is dead. However, thousands of salespeople use the phone to successfully qualify prospects, set appointments and open sales conversations. When you don’t use cold calling for lead generation, here’s the impact on your effort. Lower...

read more

Your Cold Calling New Year’s Resolution – Resolve to Avoid Unrealistic Expectations

Start the New Year off right with a resolution to avoid unrealistic expectations for your cold calling efforts in the coming year. This may seem straightforward, but setting realistic expectations actually requires quite a bit of consideration about your company and the marketplace, as well as understanding the process. Answer the following questions and then you’ll be able to set realistic expectations for your lead generation campaign.

read more

Stop Typing and Pick Up the Phone

Why Email Can Never Replace Phone Communication We are all very attached to our electronic devices for email, text and social media communication. But when it comes to relationship building, picking up the phone and speaking to your prospect is the only way to go....

read more

Accurately Measuring Lead Generation ROI

Cold calling is a proven way to warm up leads and secure face-to-face meetings. Lead generation working together with sales will deliver the best outcomes. It is a prolonged journey that focuses on process, vision and long-term goals. Lead generation requires...

read more

Messaging That Will Increase Cold Calling ROI

In my last article, I talked about different aspects of cold calling that can be used to set yourself apart. In this issue, we are zeroing in on messaging. The key to success in appointment setting is saying the right things in the right order so that the prospect...

read more

Developing Highly Qualified Leads

There are leads, qualified leads and highly qualified leads. Most people don’t differentiate between qualified leads and highly qualified leads but it makes a big difference in sales outcome. When your lead generation efforts involve sharing a lot of information about...

read more

Internalizing Cold Calling Scripts

Cold calling is an opportunity to probe, build rapport and set the foundation for a long-term relationship. This involves improvising, asking probing questions and reacting to what the prospect is saying. That said, you still need to start with a script. While you...

read more

Cold Calling Is More Than A Handshake

In networking, a handshake is used to introduce yourself. It conveys a willingness to engage with someone that we don't know or don't know well. In the course of networking, we've all shaken a countless number of hands. Sometimes it leads to business relationships,...

read more

How A Well Defined Sales Process Drives Results

We’re all salespeople, at least to some extent. Every negotiation we enter into, both personally and professionally, requires us to convince other people and convert them to our side of thinking. Some are better at selling than others. While we often hear that good salespeople are born, not made, it’s just not true. Selling is mostly a science, not an art. A solid sales process provides the science for anyone to become a top performer.

read more
We Can Do Your Push Ups for YOU!

We Can Do Your Push Ups for YOU!

According to a survey done by YouGov in December of 2017, eating healthier, getting more exercise and saving money were tied as the number one personal new year's resolution for 2018. And most studies cite the number one business resolution as increasing sales and...

read more
Is Sales Prospecting a Waste of Time?

Is Sales Prospecting a Waste of Time?

In our last three articles we talked about: Sales Prospecting, discussing why it is crucial to business growth. Why People Don't Enjoy Sales Prospecting, along with some suggestions on how to enjoy it more. And What to do when you are too busy with the work you...

read more
Sales Prospecting isn’t Fun!

Sales Prospecting isn’t Fun!

In our last article, we talked about Sales Prospecting, discussing why it is crucial to business growth and why people don't always do it on a regular basis.   Here are the top reasons we hear for why businesses don't bother sales prospecting:  They...

read more
Sales Prospecting – Why Bother?

Sales Prospecting – Why Bother?

In the mid 1800's over 300,000 people made their way to California in the hopes of finding gold. When they first arrived, some were able to use their hands to gather flakes of gold running in the rivers and streams! Others used the pans we associate with images of the...

read more
Are YOU Prepared for 2019?

Are YOU Prepared for 2019?

The first snow of the season hit the Northeast recently and while the weather people had predicted precipitation, the deluge of snow clearly caught us off guard! Cancelled trains, traffic snafus, sliding vehicles, regional flight delays and a dearth of snow plows all...

read more
Cold Calling is Scarier Than Halloween!

Cold Calling is Scarier Than Halloween!

Cold calling can be scary. Sales people making the call are afraid of rejection. Call recipients are fearful of picking up the phone, afraid of having their time wasted. Scariest of all is the bottom line, when dozens of man hours and thousands of dollars produce no, or poor quality, leads. Try our winning approach to cold calling to drive qualified leads and bottom line results.

read more

Are You Leaving Money on the Table?

Some people say that cold calling is dead. However, thousands of salespeople use the phone to successfully qualify prospects, set appointments and open sales conversations. When you don’t use cold calling for lead generation, here’s the impact on your effort. Lower...

read more

Your Cold Calling New Year’s Resolution – Resolve to Avoid Unrealistic Expectations

Start the New Year off right with a resolution to avoid unrealistic expectations for your cold calling efforts in the coming year. This may seem straightforward, but setting realistic expectations actually requires quite a bit of consideration about your company and the marketplace, as well as understanding the process. Answer the following questions and then you’ll be able to set realistic expectations for your lead generation campaign.

read more

Stop Typing and Pick Up the Phone

Why Email Can Never Replace Phone Communication We are all very attached to our electronic devices for email, text and social media communication. But when it comes to relationship building, picking up the phone and speaking to your prospect is the only way to go....

read more

Accurately Measuring Lead Generation ROI

Cold calling is a proven way to warm up leads and secure face-to-face meetings. Lead generation working together with sales will deliver the best outcomes. It is a prolonged journey that focuses on process, vision and long-term goals. Lead generation requires...

read more

Messaging That Will Increase Cold Calling ROI

In my last article, I talked about different aspects of cold calling that can be used to set yourself apart. In this issue, we are zeroing in on messaging. The key to success in appointment setting is saying the right things in the right order so that the prospect...

read more

Developing Highly Qualified Leads

There are leads, qualified leads and highly qualified leads. Most people don’t differentiate between qualified leads and highly qualified leads but it makes a big difference in sales outcome. When your lead generation efforts involve sharing a lot of information about...

read more

Internalizing Cold Calling Scripts

Cold calling is an opportunity to probe, build rapport and set the foundation for a long-term relationship. This involves improvising, asking probing questions and reacting to what the prospect is saying. That said, you still need to start with a script. While you...

read more

Cold Calling Is More Than A Handshake

In networking, a handshake is used to introduce yourself. It conveys a willingness to engage with someone that we don't know or don't know well. In the course of networking, we've all shaken a countless number of hands. Sometimes it leads to business relationships,...

read more

How A Well Defined Sales Process Drives Results

We’re all salespeople, at least to some extent. Every negotiation we enter into, both personally and professionally, requires us to convince other people and convert them to our side of thinking. Some are better at selling than others. While we often hear that good salespeople are born, not made, it’s just not true. Selling is mostly a science, not an art. A solid sales process provides the science for anyone to become a top performer.

read more