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...

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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.

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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....

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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...

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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.

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