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Posted on February 11th, 2011
RainToday published this great blog article by Mike Schultz and John Doerr. You can see the original article at http://www.raintoday.com/pages/6669_offers_that_convert_website_visitors_into_qualified_leads.cfm
Hope you enjoy it. And thanks Mike and John.
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About 50% of sales people won’t prospect. That’s the research. In our experience, the percentage of consultants who won’t prospect is even higher.
While most people will tell you [more...]
Posted on February 10th, 2011
Kevin Temple of Enterprise Selling is a good friend of the B2B Sales Lounge. With the recent difficulties in the selling environment, we thought this article would be timely and helpful. If your interest lies in improving the flow of quality sales leads, check out iSell and our other blog, Fearless Competitor.
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The Phoenix Effect
Looking back [more...]
Posted on February 9th, 2011
This post is an original article by the author of this blog. Please visit About the Author for bio information.
We used to go far and wide looking for customers. That barely works any more. I suggest a new and different approach – Choose your customer.
Cold calls, email blasts, webinars, etc. – all designed to attract [more...]
Posted on February 7th, 2011
Colleen Francis of Engage Selling wrote a great blog post called 12 Ways to Get Your Prospects to Call You Back. With her permission, we have reprinted my fave 4. Enjoy and Engage!
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No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t [more...]
Posted on February 3rd, 2011
The author of this blog shares some thoughts about the guest post by Jill Konrath that appeared here on Tuesday, February 1, 2011.
The main point, to behave as if the prospect is already a customer, is greatly assisted by the insight you get from tools like iSell by OneSource.
Posted on February 3rd, 2011
I hate pushy people at parties, with a “look at me” approach. This is why you ought to read this great post from the RainToday blog.
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You’ve been invited to a party where you will be socializing with executives from companies you’d like to add to your client list. Do you use the event [more...]
Posted on February 2nd, 2011
By Jon Baer (bio and contact info at end of post.)
Getting qualified visitors to your website is only half the battle. The other half of the equation is converting those visitors into qualified leads. To earn a positive return on your website investment and to support your sales team, you [more...]
Posted on February 1st, 2011
By Jill Konrath (who gave us permission to use this article. thanks Jill!) See below for Jill’s contact info. Also, Jill’s a great speaker – for your next sales meeting. That link is below too.
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You know what your prospects are thinking — all the time? Every time you interact with them, they’re evaluating you [more...]
Posted on January 28th, 2011
Do you differentiate between prospects or do you generalize to try and save time?
Each prospect you are targeting has different pain points, and a key to sales is to delve deeper into each prospects precise problems. Don’t generalize these points by just saying they are working to improve the “efficiency” of their solution. What [more...]
Posted on January 27th, 2011
The follow up call is usually the most important, and the most difficult, call in the sales cycle.
Without an organized plan of attack it is easy to lose the interest of the prospect even if they were very responsive during the initial cold call. In an article written by Jim Domanski, president of Teleconcepts Consulting, [more...]
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