Category: Business To Business Appointment Setting

Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, Complex Sale Lead Generation, Direct Marketing, Direct Response Marketing, Lead Generation & Appointment Setting, List Building, Outsourced Sales Prospecting, Outsourced Sales Support

Successful Business Development Prospecting Technique

 Why sales managers overlook this successful business development prospecting technique Be it small firm or large multinational— most sales managers get promoted because they did a good job in business development. While sales skills vary, when it comes to translating those skills into making their sales team succeed the managers follow pretty much the same playbook. Complacency And Reluctance To Experiment That playbook has many names — but complacency…also known as droning unremarkably through daily corporate life…is all too common. Have a business development technique you want to test with your sales team? Sorry, but without top management support and […]

Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, Lead Generation & Appointment Setting

How To Prospect New Customers

Prospect new customers without pain To make prospecting new customers easier and way less stressful here are five tips I think you will find  useful. Give these tips a shot…not all at once, but one here, one there. Be patient… stick with my strategy. You’ll see positive results…especially with your cold call phone prospecting.  OK, let’s get started.  Never “Wing It”. Always use a script. It keeps repetitions, omissions and improper sequencing out of your pitch. They spell trouble when you prospect new customers. Keep It Short. Make your introduction brief and to the point. How brief? Twenty to thirty seconds! That’s all you get. So be accurate, concise,and persuasive. […]

B2B Lead List, Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, Lead Generation & Appointment Setting, Outsourced Sales Prospecting, Outsourced Sales Support

B2B Lead Qualification Process Explained

B2B Lead Qualification Process It’s not mainstream marketing. And it won’t get you new customers overnight. But if you want to work your way into high-value accounts and develop key relationships that result in you getting a crack at becoming their vendor this may interest you. Only a small percentage of leads offer you REAL sales opportunities.  VP-level executives…CEOs…IT execs…Buyers…OEM or channel sales partners. Prospects you’ve met at trade shows Customers who have drifted away Subscribers to newsletters or webinars High-profile executives you’ve read about in business journals First Phase B2B Lead Qualification Process:  Introductory warm-cold calls to find prospects […]

Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, CRM Strategy, Lead Generation & Appointment Setting, Outsourced Sales Support

Acquiring High-Value Customers

Process for Acquiring High-Value Customers In Niche B2B Markets Only a small percentage of leads offer you REAL opportunities for developing high-value customers. Select niche batches of B2B prospects you want developed.  VP-level executives…CEOs…IT execs…Buyers…OEM or channel sales partners. Prospects you’ve met at trade shows Customers who have drifted away Subscribers to newsletters or webinars First Phase: Introductory warm-cold calls to find prospects worth pursuing. I work the phones. Weak prospects noted. Stronger candidates flagged for follow-up. Second Phase: Follow-up calls to uncover active selling opportunities. Best prospects are developed by routine call backs. Again, I’m working the phones and making […]

B2B Lead List, Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, Complex Sale Lead Generation, Direct Marketing, Lead Generation & Appointment Setting, List Building, Outsourced Sales Support, Sales Lead Follow-Up

Niche B2B Business Development

Niche B2B Business Development         Quantity vs. Quality My niche B2B business development cannot be replicated by mass volume telemarketing It boils down to how I interact with your prospect base. Your prospects get to know me. And with each follow-up call I get to know them better! First Phase: Introductory warm-cold calls to find prospects worth pursuing. I work the phones. Weak prospects noted. Stronger candidates flagged for follow-up. Second Phase: Follow-up calls to uncover active niche market selling opportunities. Best prospects are developed by routine call backs. Again, I’m working the phones and making the […]

Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, List Building, Market Testing Strategies, Outsourced Sales Prospecting, Sales Lead Follow-Up

Develop Better B2B Sales Leads

Develop Better B2B Sales Leads By Establishing Trust My system of real-time follow-up calls helps you develop better B2B sales leads by establishing trust and building credibility with your best sales prospects.  What’s included  Build effective B2B lead lists with introductory business development cold Develop an effective sales lead follow-up process to your best prospects with lead nurturing follow-up calls. Get you appointments by methodically working this business development lead list. Make your B2B list building process more efficient so every sales lead gets followed up. Give you full notes & clear records of each call at all stages. Give […]

Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, Complex Sale Lead Generation, CRM Strategy, Direct Response Marketing, Lead Generation & Appointment Setting, List Building, Outsourced Sales Prospecting, Outsourced Sales Support

Effective Sales Lead Engagement

Are Your Sales Reps Too Busy For Effective Sales Lead Engagement? Making calls at lunch or between sales appointments is the sales lead engagement process that’s all too common with today’s sales reps. At best this hit-or-miss process reaches only a small fraction of your best sales prospects. My system of real-time follow-up calls gives you the full court press you need to make your sales reps more effective at getting appointments and making more sales.  What’s included Build effective lead lists with introductory business development cold calls. Develop an effective sales lead engagement process to your best prospects with […]

Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, Complex Sale Lead Generation, CRM Strategy, Lead Generation & Appointment Setting, Outsourced Sales Support, Sales Lead Follow-Up

Effective Sales Lead Follow-Up Plans

Are Your Sales Reps Too Busy For Effective Sales Lead Follow-Up? Making calls at lunch or between sales appointments is how most sales reps handle sales lead follow-up calls. At best this hit-or-miss process reaches only a small fraction of your best sales prospects. My system of real-time follow-up calls gives you the full court press you need to improve your conversion rates and make your sales reps more productive.  What’s included Build effective lead lists with introductory business development cold calls. Develop an effective sales lead follow-up process to your best prospects with lead nurturing follow-up calls. Get you […]