B2B Lead Generation

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 ...

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 salespeople 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 not ...

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

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 are Landscaping services, determine what aspect of the industry you are offering, who you are ...