I came across a great article that I DID NOT write but thought it was relevant and had a great message. Enjoy!
(I put in bold the really important parts for those of you who skim articles!)
Cold calling. It sounds so…20th Century.
Some industries still break-in their salespeople by putting them on the phone and having them dial – more than one hundred times a day – and attempt to schedule appointments. You still receive calls like this from new, and sometimes not so new salespeople selling insurance, investments, copiers, office supplies, commercial real estate and long distance phone services. Read more
Slim-Fast and Sales Prospecting
/in Cold Calls, Prospecting, Sales /by Ray RueckerIn case you didn’t know, Slim-Fast is a dietary drink that acts as a substitute for meals for people attempting to lose weight. But have you paid attention to the name itself?
Slim-Fast. Slim down fast. We live in a society of instant gratification. We want results fast and quickly and don’t want to wait.
Or the name of the cell phone provider, Sprint. Which means moving quickly. Read more
Why Your Company Needs B2B Telemarketing Services
/in Cold Calls, Prospecting, Sales /by Ray RueckerHappy Post Labor Day to you all.
Summer is about gone. Fall is almost here. The NFL kicks off tonight! College football started last week.
I came across an article that may benefit you. Since I don’t have all the answers, this might be a good resource for you companies that are considering farming out the process of setting sales appointments for your sales reps.
Here’s the link:
http://www.business2community.com/b2b-perspective/why-your-company-needs-b2b-telemarketing-services-0264662 Read more
Your Personal Story While Sales Prospecting
/in Cold Calls, Prospecting, Sales /by Ray RueckerAs many Americans have done so this week, I’ve watched the Republican National Convention on television off and on.
Disclosure: I’m a registered independent voter.
As I watched the speeches given by various politicians and speakers, I kind of ignored the political rhetoric and Rah-Rah parts that didn’t have too much of substance to say with specifics. Read more
A Great Sales Prospecting Quote (Sorta!)
/in Cold Calls, Prospecting, Sales /by Ray RueckerI downloaded Mark Cuban’s book “How to Win at the Sport of Business” on my Nook last night. Great and easy read so far.
As I’ve chatted with folks across the country, it seems the consensus is that a lot of people and companies are:
1. Cautiously spending
2. Waiting on the outcome of the 2012 Presidential Election
3. Agree that we are in a very skittish and unpredictable economy Read more
Outside Sales Vs. Inside Sales: What’s the difference?
/in Cold Calls, Prospecting, Sales /by Ray RueckerIn my mind, not much except that outside sales sounds more prestigious than it really is.
I read this article yesterday which I found interesting. Here’s the link: Read more
4 Successful Email Prospecting Subject Lines That Get Opened
/in Cold Calls, Prospecting, Sales /by Ray RueckerBefore I make a sales prospecting call, I usually send the prospect an email first. Why? 2 main reasons:
1. Some people are more accessible electronically than by phone. (Smartphones, tablets, etc.)
2. A good excuse and context to reach someone via phone. Read more
Are Your Salespeople Still Cold Calling? The Ugly Truth
/in Sales /by Ray RueckerI came across a great article that I DID NOT write but thought it was relevant and had a great message. Enjoy!
(I put in bold the really important parts for those of you who skim articles!)
Cold calling. It sounds so…20th Century.
Some industries still break-in their salespeople by putting them on the phone and having them dial – more than one hundred times a day – and attempt to schedule appointments. You still receive calls like this from new, and sometimes not so new salespeople selling insurance, investments, copiers, office supplies, commercial real estate and long distance phone services. Read more
Silence and Sales Prospecting
/in Sales /by Ray RueckerThis post is not about being quiet and listening to your prospect. Although it’s very important, I want to discuss another form of silence.
We live in a very noisy world. Experts say that we get bombarded with at least 3,000 messages per day, both professional and personal. Read more
Sales Blunder I Made: Naming My Competition!
/in Cold Calls, Prospecting, Sales /by Ray RueckerI was engaged in discussions with a consulting in Seattle, WA about them using my services. They had 18 clients that they acquired through networking, referrals, and introductions. Their networked had been tapped out and they had to come up with an offensive sales and marketing plan to reach out to prospective clients who’ve never heard of this firm.
I had reached out to the CEO and we agreed to talk. We had a few discussions, I gave him a proposal, pricing was in line, and he gave him his verbal commitment. Read more
How Many Contact Attempts Before You Give Up?
/in Cold Calls, Prospecting /by Ray RueckerBad News:
According to Jill Konrath, founder of SellingtoBigCompanies.com, in today’s business environment, you should expect to contact corporate decision makers at least eight to 10 times. If you’re trying to reach C-level executives, expect to make 12 to 14 contacts before you give up. (Source: http://www.success.com/articles/570-selling-to-big-companies) Read more