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Recent economic reports indicate the recession is coming to an end and a survey conducted by OneSource shows that B2B sales professionals agree with that sentiment – approximately 50 percent surveyed saying that their 2010 sales pipelines are healthier than this same time last year. But let’s not put on the rose-colored glasses just yet. OneSource’s [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 Aberdeen Group research paper, Sales Intelligence: The Secret to Sales Nirvana, points to some key findings that reveal how “best-in-class” sales organizations* achieve above-average results–even as budgets shrink and sales cycles stretch out. Economic Challenges No Surprise, But Lead Quality Trumps Lead Quantity What is pressuring sales leaders, and what actions are they taking in [more...] |
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