B2B Lead Generation

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 ...

Expectations for a Telemarketing Campaign - Every marketing campaign starts with expectations regarding the results and what the outcome should be. What should you expect with a new campaign? These factors come into play when looking at results: Calls per hour – How many calls per hour are considered productive? When looking at the total ...

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 ...