B2B Lead Generation

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 ...

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 effort. 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 - Sales can be a tough game. Sometimes you need to expedite the sales process by creating urgency with prospective customers. This practice can be effective. For example, you may offer a product or service for a limited amount of time through your website or you could offer a special on ...