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All Posts Tagged Tag: ‘call preparation’

Learning the Tricks of the Trade

Okay, I’ve never admitted this in public before, but we’re friends, so I’m going to trust you not to snicker. I spent second grade in a one room school house. Yes, a box with a peaked roof, bell with a rope beside the door; a right off of Little House on the Prairie schoolhouse on the outskirts of Jackson, Michigan. …

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Increase Revenue with Quality Leads

“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.” ~Steve Jobs While it is true that sales is a numbers game there is a fine line between what is best, quantity or quality, when it comes to filling your call list with prospects. You can argue that it’s a hit and miss situation so the …

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Why Sales People Aren’t Calling Their Leads

Great products. Great pricing. A full quiver of phone savvy sales professionals armed with plenty of leads, but no one is calling their leads…. Why? The Rub Many companies pay significant amounts of money to generate leads for their sales teams, and yet, many of those leads never get called. Salespeople have a tendency, like most of us do to …

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Increasing your Odds of Call Success

  “Your beliefs become your thoughts; Your thoughts become your words; Your words become your actions; Your actions become your habits; Your habits become your values; Your values become your destiny.” Mahatma Gandhi The truth is that in an effort to keep things simple we often do them the most complex way.  It’s just human nature, or is it?  Think …

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The Power of Call Lists

Human nature is complex and at times counterproductive.  Take our general resistance to change; our innate fear of stepping out of our comfort zone, even when common sense dictates there are easier ways to do things.  We embrace our habits like they are a lifeline.  All too often we will go down with the ship, rather than jump in and …

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Could your pre-call checklist be more thorough?

The Great Pyramid of Giza built in 2584 BC; the beautiful Sistine Chapel constructed in 1473, and our own White House, whose cornerstone was laid in 1792, would have undoubtedly never stood against time, without a building plan.  Greatness requires a plan, but how many sales people shortcut the planning stage in their day? Exactly what is a plan? It …

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4 Proven Methods for Rapid New-Rep Onboarding

Speed and impact are two critical and decisive factors when you are in the sales profession, especially when your activities are being scrutinized by the ‘time-is-money’ shot-clock. Your reps must consistently be on top of their game if they want to meet or exceed quota. On a revenue-weighted scale of all-out performance, what you really want for them is to have …

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3 Critical Elements for Successful CRM Adoption

By estimate, there will be approximately 70,000 people at this week’s spectacular Dreamforce event, Salesforce.com’s annual conference and expo being held in San Francisco. Its impressive agenda is all about how the social revolution is changing the way we do business. The event will impact and illustrate how business trends are adjusting to and dictating emerging technologies. There can be …

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To Leave or Not to Leave (a Voicemail Message)

The debate about whether to leave a voicemail message on a cold call is as old as voicemail itself. You all know that leaving a voicemail rarely results in a callback, no matter how great your technique. Statistics found on various sales web sites show a range of five- to ten-percent of voicemails are returned. So even if you are …

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How to Leave a Killer Voice Mail Message (And Get Your Calls Returned)

By Jim Domanski Are you getting a decent response when you leave a voice mail with a prospect or are you like the vast majority of tele-prospectors whose messages go unanswered? Well over 70% of B-to-B calls encounter voice mail so it is imperative that you have a voice mail message that works for you and increases your odds of …

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