B2B Lead Generation

Selecting the Best Outsourcing Firm for Your Business - Keeping your business pipeline full can be quite the challenge. A large percentage of businesses have found that outsourcing sales services has proven to be quite effective.Outsourcing the inside sales process can boost revenue as well as profit margins, but how do you select the right ...

Handling Objections with Empathy  - In sales, overcoming objections often require 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 is ...

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 ...