B2B Lead Generation

Common Mistakes in Sales – We have all been there and made mistakes during a sales call. What are the top mistakes in the telemarketing industry? First is organization. There is nothing worse than making a sales call but not being prepared for the needs of the customer. With any sales campaign or standard operating ...

Sales Tips - Mastering the Art of Listening - There is more to sales and telemarketing calls than spewing the sales pitch and sales scripting. Listening is one of the most important aspects of sales. If you are one to interrupt a prospective client, chances are you are going to miss an important detail in ...

Supplementing telemarketing efforts with Internet research - Cold calling can be a cumbersome task. Use the idle time between calls productively by researching companies via the Internet. You can review company information, management bios, as well as press information to give an edge to an otherwise “cold call”. Use Internet available sources such as: Linkedin ...

Dealing with rejection in sales - Rejection is a large part of sales and more particularly, it is a large portion of telemarketing and cold calling.  What is the best way to handle rejection? First, never take rejection personally. Remember that this is business and it all boils down to whether the prospect needs your product ...

Honesty is the Best Policy in Sales - Have you ever made a sales call and been asked a question you simply could not answer?  This happens to every salesperson that makes telemarketing or cold calls. We have found that honesty is the best policy when talking to a prospective client and you just don’t ...

Soft selling in sales and telemarketing - What is the difference between hard sales and soft selling? In traditional sales (hard sales), you will get to the point of the conversation, and push your product or service with an “I am not taking no” for an answer approach. The definition of hard sales is “a ...

Sales Goals for Marketers - As a manager, you need to set sales goals for your team.   Setting goals can be a bit tricky and requires strong in-depth industry knowledge.   If you set goals too high, your sales team will become frustrated as they could continually fail and not meet company expectations.  If sales goals ...

Basics for follow-up sales calls - You might think that follow-up calls are not rocket science but you would be surprised how many people don’t know how to make them or the best time for making productive follow-up calls. Reach out to previously contacted prospects within 2 business days of first contact whether this is ...

Handling Objections with Empathy - In sales, overcoming objections often requires empathy. Identify common objections by observing the emotions, needs, and past experiences of your prospect. Objections can be your biggest obstacle, but can also be an opportunity to build credibility and rapport with prospects. To succeed in overcoming common objections, tact and skill are ...