B2B Lead Generation

Selling Equals Problem Solving - A critical success factor in business is how to market your problem-solving abilities and help people know what you can do for them to acquire a sale. First identify the problem, analyze the situation and develop a solution. First, begin with your sales prospect by identifying the problem. Ask qualifying ...

Networking with Personalized Service - In the business world, no company or business becomes successful without networking. There is not a company out there that has gained business and customers with zero efforts. The reality is that you have to tell people about your business and you need to do it with a personal flair. ...

Special offers create Urgency - In the world of sales, sometimes you need to create a sense of urgency to expedite the sales process. One effective way to do this is by offering special deals and promotions to prospective customers. The limited-time nature of these offers can create a sense of urgency and encourage customers ...

Using SIC / NAICS codes for Contact Lists - SIC and NAICS can be used as criteria for a contact list. Both codes are helpful in identifying and locating prospects based upon the type of business (manufacturing, school, attorneys, auto mechanics, etc.). What is the difference between SIC and NAICS? The (SIC) Standard Industrial Classification ...

Gatekeeper Tactics for Greatest Success - All sales people have experience working with the “infamous gatekeeper”. What is a gatekeeper? The definition of a gatekeeper is: a person in charge of a gate, usually to identify, count, supervise, etc., the traffic or flow through it. What is the role of the gatekeeper? All gatekeepers do ...

Dealing with Difficult Questions in Sales - In sales, you will hear objections or specific questions from prospects. With experience, most of the questions and objections will be a response that you have heard before, but some responses will be new and you may not be prepared to immediately respond. Every sales rep encounters responses ...

Broad Targets with a Specialty Niche - Upon inception, all businesses determine their business offerings and their target market. Once the basic business foundation is in place, you should develop a special niche within that market. For example, if you have a landscaping service, determine what aspect of the industry you are offering, who you ...

Top Ten Best Practices for Engaged Agents - Every telemarketing company will have a list of the top business practices that work for them. Here are a few that make our list: Continual Training. Keeping your techniques new and fresh will help even the most seasoned sales professional. Feedback. Provide constant feedback to your team. ...

Brainstorming to Overcome Sales Road Blocks - When making sales calls, you may sometimes feel that you’re not getting anywhere or at a roadblock. One of the best ways I find to overcome a roadblock is to really sit back and evaluate the situation. Some of the questions you may want to ask yourself are: ...