In this era of web 2.0, where social networking sites dominate the social and now the business scene, it is difficult to tell just how beneficial some of these sites are for B2B purposes. OneSource Information Services recently conducted its own primary research on the topic, asking B2B sales professionals about the types of information [more...]
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Sales is a multi-step process that takes time and persistence. For many sales professionals, obtaining timely, accurate information is the key to opening the door of a sales prospect – but what do you do once that door is open? One of the most important steps in the sales process is following up with your [more...] Everyone in business has goals that they set for themselves periodically, but meeting those goals on time is something that not everyone achieves. No one knows this better than people in sales. Ask a few sales reps how they plan to meet their goals this quarter and you’ll hear a lot of well-meaning, but vague [more...] I found another great article on sales training was written by Grant Cardone that continues a thought from my last post on how to correctly implement training. Grant and I share the same opinion that sales training is not only important but is actually a necessity. The question is how to correctly implement that training. [more...] In the Sales and Management Blog, Paul McCord recently blogged about the importance of supporting your sales team. I agree that it is crucial for managers to not simply just “manage” but to also teach and serve their sales team. Sales reps are the backbone of the sales process, yet they are often underappreciated and used as scapegoats for the shortcomings of [more...] So you have been talking with a prospect for the past few weeks. You have explained to them multiple times how great your product is and why they need it. You pick up the phone and make a call to the prospect expecting to move forward toward a close, only to find out that they [more...] 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 [more...] A recent search on Google for “cold calling” returned more than 33 million hits with titles such as, “Still Cold Calling for B2B Lead Generation?”, “Cold Calling is a Waste of Time”, “Never Cold Call Again” and the old standby, “Cold Calling is Dead”. Are the rumors true? Is the old-school method of telephone lead generation [more...] |
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