B2B Lead Generation

Brevity is key!  - Have you ever heard the saying “short and sweet?” That is truly the case in sales and telemarketing. When a contact answers the call, you have about 10 seconds to either pique their interest or to hear an objection. Brevity is always the answer. Prepare your pitch before you make the ...

Good timing for sales and telemarketing calls - Timing can refer to many things. It does not always mean what time to call during the day. Timing can also be sales/budget cycles for your business prospect. Take notice of the type of establishment you are calling. If you are telemarketing to the retail industry, chances ...

Internal Business Referrals - Have you ever tried to reach a decision maker where they simply refused your call because they did not know you?   Cold calling and telemarketing is a tough jobs.   Studies have shown that 84% of Executives are more likely to accept an internal referral than an outside cold call. When calling ...

Profiling Your Prospects - Do you ever wonder if you are reaching out to the correct audience?  Spend some time profiling your target market. You might want to send out mailers or emails to those that could be part of your targeted audience and see if interest peaks. If the area is saturated, you will ...

Cold calling gatekeeper tactics - What is the best way to handle a tough gatekeeper when you are making sales calls? Rich Enterprises has some of the best, most professional marketers working for us and each of them have insider secrets and tactics that make them successful.  We have found that the best way to handle ...

Voice mail and Telemarketing - Leaving a voicemail is not challenging, but leaving one that piques someone’s interest enough to return your call is something entirely different.  In b2b telemarketing and cold calling, a strong effective voicemail increases the likelihood of returning calls – which ultimately increases your odds of getting sales leads and qualified ...

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. With soft sales, you are taking 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 continually fail.  If sales goals are too low, those goals may ...

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 or when to make them. Here are the Basics for follow-up sales calls: Contact your previously contacted clients within 2 days of first contact whether this is by ...