In the services world, you typically have sales and delivery of those services. More often than not, those divisions are silo’ed with limited communication and tons of frustration. Delivery develops a hatred for all sales people and sales develops a sense that delivery cannot deliver on time or budget regardless. The purpose here is to outline some ways we recommend to ensure sales and delivery are on the same page.Read More
B2B Sales, Lead Generation and Marketing Blog
From selling Microsoft solutions to managing Vendere Partners, we have had the opportunity of trying, failing and succeeding with B2B appointment setting campaigns many times. Based on our experience, the following are the top things we consider when starting a new campaign for a new customer.
As we reach the halfway point of 2015, it is time to reevaluate the first two quarters of the year, and decide on an action plan to end the year with strong sales numbers. While this process definitely benefits from an inward look at your company’s own internal operations, having something external to compare to may also prove a valuable resource.Read More
Sales. It’s a practice that is crucial to your company’s growth, but it also takes up a fair amount of time and resources. If this universal business truth has you undecided about whether or not to outsource your sales team, a comparison of pros and cons-like the one below-can give you clarity to choose the right path for your business.Read More
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.Read More
Nordstrom acquired the successful e-commerce business HauteLook in 2011. As a result, Nordstrom was able to acquire new customers by allowing HauteLook.com’s online shoppers to return items at Nordstrom Rack brick-and-mortar stores.
According to an April 2014 article on Racked.com, an online shopping and style intelligence media site, Pete Nordstrom, EVP of Nordstrom merchandising, stated, “‘When we enabled HauteLook returns to go to any Rack store, we saw that 50 percent of the customers are new. That’s the success.’” He also stated, “‘The idea is if you’re a pure play online, in order to grow, you need a physical presence.’”
Yes, the Vendere Partners team is about to make analogies between cheese-making and lead qualification, scoring and nurturing. Why? We’re just kind of cheesy like that. Plus, the complexities of cheese-making, as we recently discovered after several Google searches and a somewhat awkward phone call with one team member’s extremely cheese-savvy grandmother, funnily enough, do mirror some of the steps required to qualify leads.
“May I speak to the person in charge of your company’s . . .?” Every front desk person responsible for fielding a company’s calls has heard this type of opening more than once. It doesn’t take long for fielders of these calls to realize that not only do such callers not know the person they’re calling, but that they have no clue as to whether or not the unnamed person they’re trying to reach might have any interest in what it is they have to say. Fielders of these types of cold calls also quickly learn that if they make arduous attempts to connect these cold-callers to the appropriate unnamed person within their organization, the unnamed person is going to resent it, big time. As a result, front desk professionals who want to keep their jobs learn to drop, put on permanent hold, or send uninformed cold-callers directly to voice-mail, where they can easily be ignored and dismissed.
In the scenario described above, cold calling isn’t the problem. The problem, in addition to the need for having a much better opening than, “May I speak to the person in charge of your company’s . . .?” is that the cold-caller is not using a formidable list of prospects or leads.