B2B Sales, Lead Generation and Marketing Blog

Before You Create Your First Corporate Video …

Posted by Sean O'Neil on Thu, Nov 20, 2014 @ 09:11 AM

Thinking of jumping on the promotional video bandwagon? Below are five questions you should ask before you begin your foray into video marketing.

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Topics: marketing, content marketing, lead generation

Keep Cold Callers Motivated with Mobile Touches, Options

Posted by Sean O'Neil on Sat, Nov 15, 2014 @ 17:11 PM

If you like cold calling, you’re in the minority. For most people, the number of connections made and the number of appointments set just don’t make up for the emotional taxation that results from the many hang-ups, dismissals and unreciprocated voice-mails that are endured. Let’s not even discuss the sobering moments that occur when cold callers are forced to go through the data and reports that reveal their progress—how hard they’re working and the seemingly low number of successes being achieved—and what those moments do to their psyches.

If you're a sale manager, you know how hard it can be to keep a cold calling team motivated. Even when you provide good commissions and solid incentives, it can be a real challenge to keep your team on an upward trajectory and achieving steady wins.

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Topics: e-mail marketing, sales prospecting, telemarketing

15 Questions to Include in Your Next Appointment Setting Vendor RFI

Posted by Sean O'Neil on Fri, Nov 7, 2014 @ 10:11 AM

Successful appointment setting campaigns have relatively little to do with setting sales appointments. (Isn’t it about time that somebody came out and said it?) The truth is that appointment setting has a lot more to do with identifying opportunities accurately; that is, it has a lot more to do with qualifying and scoring leads appropriately and gauging the value of potential engagements before setting appointments than it does with actually setting appointments.

Obviously, you need to set sales appointments in order to make transactions and purchases happen. That stated, the steps that you take prior to setting sales appointments are just as or more important as the appointments you make because they determine the value of appointments and the potential of opportunities and keep you from wasting time and money.

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Topics: lead generation, appointment setting, outsourcing, vendere partners

Take Your First Steps Toward Providing Online B2B Purchasing

Posted by Sean O'Neil on Wed, Oct 22, 2014 @ 13:10 PM

vpawer93llThe B2B landscape is changing, and it’s changing fast. Historically, B2B companies have not had to be as cognizant of pricing changes as B2C customers. Today, because B2B consumers are becoming as quick to purchase online as B2C customers, B2B product and service providers have to become as Internet-savvy as their B2C brothers and sisters when it comes to online sales.

The fact is that more B2B buyers are researching and purchasing online than ever before. They’re shopping online for the best products and services at the best prices. Manufacturers, distributors and suppliers, in particular, are doing more B2B direct sales as a result of upping online purchasing power.

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Topics: technology, marketing, e-marketing, sales tips

How B2Bers Can Prepare for Holidays, Q1 2015

Posted by Sean O'Neil on Fri, Oct 17, 2014 @ 14:10 PM

Before you finish the last piece of candy in the bowl of Halloween goodies you’ll accumulate this month, chances are the sales and marketing goals you have in mind for Q1 2015 will already be prominent in your mind—and, more than ghost, ghouls and goblins, keeping you awake at night.

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Topics: content marketing, e-marketing, lead nurturing

The 3 Types of Mobile Feedback That Matter

Posted by Sean O'Neil on Thu, Oct 9, 2014 @ 16:10 PM

What do comment cards, social media sites like Yelp and TripAdvisor, 1-800 numbers, on-site surveys, online surveys, Quick Response (QR) codes, and mobile feedback apps all have in common? They’re making it easier and more complicated than ever for hospitality-centric businesses to receive, manage and respond to guest feedback.

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Topics: technology, social media, e-marketing

Tips for a Healthier Sales Pipeline

Posted by Bronmin Shumway on Mon, Sep 29, 2014 @ 07:09 AM

Your sales pipeline is your organization’s path to the future. When it gets blocked with irrelevant or unqualified prospects and leads, your path to the future becomes uncertain. Productivity decreases along with revenue, and your ability to maintain daily operations comes into question.

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Topics: technology, marketing, lead generation, sales tips, lead nurturing, leads lists, sales prospecting

Six Tips for Overcoming Sales Objections

Posted by Sean O'Neil on Mon, Sep 15, 2014 @ 10:09 AM

When a prospect presents a barrier to a sale, such as a problem, objection or flat-out no, how do you react? Do you try to prove that the problem isn’t a problem? Do you try to convince them that there are flaws in their objections? Do you reinvent your pitch and hope that presenting things in a different way will turn the prospect’s no into a yes? Do you simply end the call?

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Topics: sales tips, sales prospecting, sales training, telemarketing

Implementing Sales Training Across All Departments

Posted by Sean O'Neil on Fri, Sep 5, 2014 @ 10:09 AM

Are your costs of doing business too high? One great way to control costs within your organization is by training employees in every department in a similar manner.

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Topics: lead generation, sales tips, sales training

Outdo Your Trade Show Competition

Posted by Sean O'Neil on Thu, Aug 28, 2014 @ 10:08 AM

If you’re going to trade shows just to keep your booth space from being taken away by new competition, you’re going for the wrong reason. The right reason to go to a trade show is to win new business. By setting goals beforehand, executing a solid game plan at the show, and following up appropriately post-show, you can stand apart from the competition rather than be a mere presence.

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Topics: event audience acquisition, sales event tips

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