Every single LinkedIn Group concerning Sales and Sales Management always seems to have a strong continuous discussion about Cold Calling. Is it dead? I had an intensive discussion with one of my very sharp business owners, who has had difficulty with lead generation for sales people, and a particular area is successful cold calling.
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Lead Generation: Cold Calling, and Networking
May 15,2012 3 comments |
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Has Selling Changed? Is It Time For Out With The Old & In With The New?
Apr 25,2012 6 comments A lot of people over the last few weeks have been talking about “the best ways” to locate new customers and clients. A lot of people think that the strategies required have changed and that many of the old strategies don’t work anymore. |
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A Case Study of a Dumb Cold Call
Apr 10,2012 9 comments Hard to believe a salesperson could make so many mistakes in a short period of time, using so few words. [click to read more]
But it happened. I’ll explain in detail. |
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How to Create Customer Confidence for Your New Business
Mar 28,2012 3 comments If you’re just starting your company in 2012, you may wonder how you possibly can get new customers and start to build relationships with them to grow your business. Unfortunately, there’s no secret to overnight sales. You’ll have to start at square one. However, these tips will help you move a little faster toward building trust with consumers. |
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E-mail guaranteed to get a response. Really! A tip from a master.
Mar 21,2012 7 comments I was chatting with Mike Brooks, Mr. Inside Sales himself, the other day about, well, you guessed it, inside sales. I shared with Mike that one of the items I hear more and more sales people talking about is how email is becoming a black hole. [click to read more]
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Disastrous Prospecting Mistakes You May Be Making Unintentionally
Mar 14,2012 2 comments No one I know wants to sound like a self-serving salesperson. So, as we prospect for new customers, we vow to never stoop as low as those product-pushing peddlers. Instead, we decide to be paragons of professionalism. [click to read more]
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Selling Off the Clock [Video]
Mar 07,2012 0 comments Do you know that your next sale can come at any time? Are you ready to grab it? Watch this video by Scott Ginsberg and learn to sell off the clock.
Video not working? Click here for Adobe Flash 9! |
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Vendors: This is why I don’t return (most of) your calls
Feb 29,2012 3 comments It’s not you, it’s me. [click to read more]
The other day I listened to a sales rep’s voicemail with my wife nearby. She heard me cut it off towards the end and asked if I deleted it. When I said that I did and that I wouldn’t be responding, she was aghast. She thought it was rude. |
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5 Ways to Qualify Your Leads
Feb 22,2012 10 comments All sales leads are not created equal. In sales, we can spin our wheels working on the wrong leads, wasting valuable time barking up the wrong tree. Here’s how to save time by narrowing in on your target customer. |
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5 Steps to Build Alliance Partnerships, Grow Your Connections and Your Sales
Feb 16,2012 1 comments After working with thousands of businesses over the past twenty-five years, I’ve learned a lot (often the hard way) and seen some great things. A big issue has been problem areas around growing sales and ultimately growing revenues and profits for many businesses [click to read more]
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Networking With Relevance
Feb 07,2012 3 comments Recently, I’ve received a flood of cold calls from salespeople asking to “network” with me. The unanswered questions in my mind when I’m approached with a request like that are. . . Why? To what end? Why should I meet with you? [click to read more]
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Cold Calling Tip. You’re Now on a Two-Way Street
Jan 31,2012 2 comments Marketers are shifting their dollars to inbound techniques like being found by search engines and being popular on social media. But sales people are still dialing-for-dollars. Who’s right? |
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Selling to the Brain [Video]
Jan 24,2012 0 comments What are your customers defensive about? Watch this video by Scott Ginsberg.
Video not working? Click here for Adobe Flash 9! |
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Stop Making Cold Calls [Video]
Jan 17,2012 3 comments Cold calling makes you stressed out and anxious? Then stop doing it! That's right, stop making cold calls. What you do instead? Watch this video and find out.
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3 Ways to Get Cold Prospects to Talk to You
Jan 10,2012 16 comments Cold prospecting – reaching out to targets you don’t know to generate an initial meeting – is one of the hardest parts of sales. Partly, it’s a numbers game. With decision makers more insulated than ever, it’s getting harder and harder to get past gatekeepers and beyond voicemail. [click to read more]
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Nurturing Prospect Opportunities
Jan 03,2012 3 comments You have made a call or two on a prospect, qualified them, and rate them as high potential. The problem is they don’t have an opportunity at the moment. Lots of potential, but it’s all down the road a bit. [click to read more]
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Why Holidays Make a Great Occasion to Email Your Prospects
Dec 27,2011 3 comments Smart sellers can use holidays as an occasion to reach out to their prospects via email… especially contacts that have been hard to reach in the past. [click to read more]
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Generating Sales With Company Holiday Cards
Dec 20,2011 2 comments During the holidays, a greeting card can be a simple way to share a little holiday cheer and keep in touch with business contacts. If used correctly, those holiday cards will have you cheering with an added boost to your year-end revenue. [click to read more]
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When to Provide Pricing – and When Not To
Dec 13,2011 4 comments When a sales lead comes to you regarding your company’s products and services, it’s natural to look at such an event as good news – and in many cases, it is. [click to read more]
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Cold Calling Is Not Part of a Sales Rep’s Job
Dec 06,2011 2 comments This is neither an endorsement nor a condemnation of cold calling. In some models, it makes sense, in some it doesn’t. This post isn’t just about cold calling – it is about all lead generation activities. Lead Generation is a marketing function. I draw a distinct line between marketing and selling. [click to read more]
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