Posts tagged as:

cold calling

5 Tips for Sales Improvement This Week

October 19, 2009

Often we are looking for silver bullet systems or recipes for success, while ignoring the basics. In my experience 90% of big sales improvement comes from getting back to the basics. These basics will have an immediate, measurable impact on your sales numbers.
Let’s put it to the test. Here are five fundamentals of sales. [...]

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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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Power Dialing Results Attitude Not Technology

July 23, 2009

Cold Calling is the most difficult part of sales for most to find master and involves the most discipline to get through. At times, it may feel daunting. On the other hand, when telesales is done right, the experience is most rewarding.
As a sales person, there should be no question that making cold calls is [...]

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The Secret to Improving Contact Rates

June 9, 2009

The phrase, cold calling, tends to strike fear into the hearts of most business owners, particularly if you are not already trained in this form of marketing. It is an undeniably successful way of promoting a product or service, but it has many pitfalls. Namely, marketers struggle with contact rates, as well as the overall [...]

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Cold Calling 2.0

October 5, 2007

Aaron Ross, creator of Salesforce.com’s $20 million tele-prospecting team, is teasing out the concept of cold calling 2.0. Now, besides the tired nature of the 2.0 idiom, I am a bit interested.
The Internet has caused an odd brand of customer engagement that is not cold calling, but has many of the challenges and pitfalls of [...]

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The Secret of When to Call Internet Leads

September 8, 2007

I have often talked about the power of managing call back periods in the lead management process to enhance Internet lead contact rates and conversion. This discussion has often yielded special data on how leads submitted by consumers on specific days of the week (i.e., on the weekend) tend to be contacted and convert at [...]

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