More often than not, inquiry management activities carve out a large portion of time from sales taking their attention away from closing deals. Sales may quickly become overwhelmed by having to work a large database of contacts in order to find the most qualified prospects, let alone having to manage all of the emails and [...]

From a lead generation standpoint, Facebook and other social media sites can be a great avenue to reach and connect with prospects. Businesses are constantly being told to use social media to help with branding and sales efforts, but inquiring minds want to know, does Facebook actually help to drive business? Facebook by far is [...]

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 [...]

Lead nurturing is about building lasting relationships with prospects until they are ready to purchase. One way to help strengthen the relationship is through timely and relevant content. Something that will speak to prospects at exactly the right time, addressing any ‘pain’ they are looking to relieve. Change it up – No one wants to [...]

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 [...]

Determining what buying stage a prospect is in during lead nurturing will help businesses decide what content needs to be sent. To simplify, we can break down prospect buying behaviors into three lead nurturing stages. Know there’s a problem – At this point in the buying cycle what is most beneficial to receive as a [...]

As you read these tips, we’d like you to think about what you can begin doing as a leader. Included with the tips are real-world examples (many of which are taken from Bob Nelson’s 1001 Ways to Reward Employees and 1001 Ways to Energize Employees). Think about how you can adapt the ideas to your [...]

By: M. H. “Mac” McIntosh To Insource or Outsource Telemarketing Telemarketing can be a cost-effective method for identifying and qualifying leads and then moving these prospects along the sales cycle. When companies are considering implementing telemarketing for leads, frequently the first two questions that come up are: “Should we set up a telemarketing team in-house [...]

Telemarketing is still a good way to sell goods and services and generate leads. Yet, what works well for companies selling to consumers isn’t going to work as well for companies selling complex products and services to businesses. Why? Because the buying processes for B-to-B and B-to-C Sales Lead Generation are completely different. Why B-to-B [...]