Ah, the dreaded lead generation cold call. Why is it that businesses and prospects alike cringe at hearing this phrase? For one reason or another, it is often perceived as a negative selling technique in lead generation that doesn’t seem to be a glamorous as other forms of selling. However, cold calling is very important [...]

From prospecting, to lead nurturing and eventually to closed business, lead development is managing the prospect throughout the entire lead process. In telesales lead generation it starts at contacting a prospect database and talking to decision makers to uncover lead criteria to determine if a business need exists. It is also includes a database cleanse, [...]

In our experience with lead generation, we’ve discovered that there are multiple reasons why businesses will make a buying decision. However, when we break this down, it seems people tend to purchase for only two reasons – sheer curiosity or having an admitted pain, where a solution is needed to resolve it. Curiosity –People are [...]

You’ll hear time and time again that in lead nurturing, marketing automation is key. Make no mistake, marketing automation and the companies that specialize in it make lead nurturing very easy on businesses. These tools can help you organize your contact information, manage the contact marketing campaigns and even handle scoring prospect behavior to help [...]

By: Kelley Robertson I love face-to-face sales calls! Sure, they are stressful, unpredictable, and challenging but I enjoy the interaction with prospects and learning more about their business and/or an industry I’m not familiar with. However, that’s not why I really love face-to-face sales calls…I love the challenge each meeting with a new prospect presents. [...]

Okay so I admit that they aren’t closely held secrets; in fact you’ve probably heard these before. However it’s probably a good idea to keep them in mind if you are looking for tips for success during your sales career. Preparation – Sales professionals should never “wing it”. Always come prepared to sales calls so [...]

When leaving voicemails for prospects in lead generation telesales, it is best to have something compelling and succinct as you only have a short amount of time to grab their attention. You do not want to have a long winded message that includes nothing but a feature and benefit dump, but instead provide some sort [...]

In lead generation telesales, it can be difficult to get the decision makers on the phone. Many times, sales needs to work through the gate keeper before the opportunity to speak with the decision maker presents itself. When lead generation telesales reps get an executive on the line, they need to be prepared with the [...]

1) Talent(less) Pool – When running a lead generation campaign, companies must ensure that the employees making the sales calls have the appropriate background and skill sets. Typically a college education, two years of selling experience and familiarity with the client, product or service is a good start. 2) Lack of Lead Definition – How will sales [...]

By: Kelley Robertson   Sales Lie #1: “I could reach my quota if my company lowered their prices.” If I had a nickel for every time I heard this… If you rely solely on price to close deals then you condition your customers to constantly push you for a larger discount or a better price. [...]