From the category archives:

Contact Management

Cold Calling, The Real Sales Skill

August 25, 2009

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I, like most sales people, avoid talking about cold calling.
It is the ugly, nasty, important core of our business. We hate it (Or should we? More in a minute) and our prospects hate it (Can we fix that?). And I spend a ton of time writing about a million ways to [...]

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When is the Best Time to Cold Call?

July 22, 2009

Don’t leave your cold calling success to chance. Sales Machine on BNET provides a must take quiz on “What’s the Best Time to Cold Call?”.
Based on scientific research on thousands of cold call sales logs, it will walk you through important questions about when and how to make cold calls. Once you answer the question [...]

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Campaign Phone Banks–What’s Missing?

September 3, 2008

Efficiency. Reporting. Standardization. Any one who has ever headed up or been involved in a campaign fundraiser knows that getting people to effectively volunteer, get into place, on the phones, and actively calling is like herding cats. First, you need to get volunteers to show up at the local HQ. [...]

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Contact Management-Top 10 Secrets to More Contacts and More Sales

August 29, 2008

Increasing your sales contact rate and sales conversion should not be a mystery. It takes discipline and diligence. Is your contact management system designed to maximize sales performance? If you are operating off an Excel spreadsheet or flipping through contacts in Outlook or ACT!–you are static. These are not contact strategies–they are contact miracles.Here are [...]

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Lazy Man’s Daily 8 Step Sales Plan

August 28, 2008

Sales is hard. It runs on emotion–full of ups and downs. That is why having a daily plan is so important. It certainly won’t be everything you do, but it will be a foundation for sales growth. Make it simple. Work it.

Build Daily Contact List: Query, by last contact date, your daily contact list. Some [...]

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Sales Pipeline Management, The GTD Approach

August 28, 2008

Getting Things Done (GTD), the powerful efficiency concept from David Allen, is often applied to our task list and our email inbox, but rarely to more complex processes like our sales pipeline. However, the principles are the same and the effects could be staggering. Sales is an Art, Not Really Sales as an [...]

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