B2B Sales, Lead Generation and Marketing Blog

When It Comes to Cold Calling, Use the Script, but Be Yourself

Posted by Vendere Team on Wed, Aug 14, 2013 @ 06:08 AM

There are several benefits to using a sales script when making cold calls. Using a sales
script ensures that you keep your message consistent. If you say something different to each prospect at the first touch, you run the risk of repeating yourself later on or going off an a tangent that takes you away from the real purpose of your call. A well-rehearsed script can also make you sound and feel competent and professional, and help your conversations maintain a sensible flow.

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Topics: lead generation, cold calling, qualified leads

Are Your Tech Company’s Marketing Messages Too Much—or Not Enough?

Posted by Vendere Team on Wed, Mar 20, 2013 @ 07:03 AM

A major challenge that emerging and even established technology companies face when it comes to selling and marketing their products is developing messaging that speaks directly to purchasers without giving away too much or offering too little information.

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Topics: appointment setting, lead nurturing, qualified leads, events

What to Do with Sales Leads Once You’ve Generated Them

Posted by Vendere Team on Tue, Jan 22, 2013 @ 06:01 AM

You can be doing all of the right things to generate leads: publishing articles and case studies, making regular blog posts, launching regular e-mail marketing campaigns, capturing visitor data submitted through your website’s online forms, participating in sales events, engaging in SEO, and taking full advantage of social media, but if you’re not managing your leads properly once you’ve generated them, the results you’re getting are probably only slightly better than those you could get by searching your local phonebook.

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Topics: lead generation, cold calling, qualified leads

Sales Measurements That Improve Performance

Posted by Vendere Team on Tue, Jan 8, 2013 @ 07:01 AM

Paying attention to dollars and cents is important, but concentrating on revenue alone won’t help you improve your sales team’s performance. To improve performance, in addition to monitoring the bottom line, you have to measure and analyze what your sales reps aren’t doing.

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Topics: sales, qualified leads, management consulting

More Inspiring Quotes: Transcend the Sales Doldrums and Become a True Sales Leader – Part 2

Posted by Vendere Team on Wed, Oct 17, 2012 @ 08:10 AM

In last week’s blog post, we used five quotes from transcendentalists as inspiration for thoughts on how to become a true sales leader in the face of certain challenges. Today, we take a look at five more quotes from some of the 19th century’s most provocative thinkers in an effort to dig even deeper into the subject of what it takes to overcome difficulties and surpass expectations in the competitive—and often cutthroat—field of sales.  We left off last week at transcendentalist quote number five.  Today, we start with quote number six.

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Topics: leadership, lead generation, sales, outsourcing, sales and marketing alignment, demand generation, qualified leads

When It Comes to Sales Leads, Are You Pursuing Hot Potatoes…or Couch Potatoes?

Posted by Vendere Team on Tue, Oct 2, 2012 @ 07:10 AM

You already know that there are hot leads, warm leads, and leads in need of nurturing. But there is another type of lead that often goes unnoticed, despite its ability to clog up sales funnels faster than a toddler on a sugar high can clog up a commode with a stuffed animal. Meet: the couch potato lead.

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Topics: sales, qualified leads

Two Things You Should Do Now to Increase Fourth Quarter Earnings

Posted by Vendere Team on Tue, Sep 25, 2012 @ 08:09 AM

Remember the story of the frog that got caught in a vat of milk and had to kick and squirm and fight until it churned the milk into butter and was able to hop out? Given the current lull in the US economy, your company may need to do the same thing when it comes to sales and marketing in order to achieve significant fourth quarter earnings and hop into 2013 unscathed.

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Topics: marketing, lead generation, appointment setting, sales, lead nurturing, qualified leads, tips and techniques

How to be a Lead Qualification Rock Star

Posted by Vendere Team on Thu, Sep 6, 2012 @ 08:09 AM

The words, “ramble on,” might have helped make Robert Plant a Rock legend, but if you’re trying to qualify a sales lead, rambling is something you should try and avoid.

It can be more difficult than you might think to avoid rambling during the lead qualification process. Even experienced salespeople can hem and haw more often than they should in an effort to avoid coming on too strongly or as a way to try and establish a close relationship with a lead before it is necessary or feels natural to do so.

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Topics: lead generation, appointment setting, qualified leads

If Telesales Were an Olympic Sport, Would You Qualify for the Gold?

Posted by Vendere Team on Thu, Aug 23, 2012 @ 08:08 AM

Not unlike professional athletes, musicians, and other performers, salespeople can benefit from pre-performance rituals and routines that prepare them for what lies ahead. There are reasons that baseball players take practice swings before the pitcher winds up, reasons that Classical pianists steep their hands in warm water prior to a concert, and reasons that salespeople ought to engage in similar routines prior to picking up the phone or adjusting their headsets and making the next dial.

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Topics: lead generation, sales, qualified leads, tips and techniques

Is a Cluttered Lead Generation Market Cluttering Your Thinking?

Posted by Vendere Team on Tue, Aug 21, 2012 @ 08:08 AM

In a world in which it is possible to receive qualified leads electronically via almost any Web-enabled device, hunting and pecking in order to try and find prospects through Google or on LinkedIn sounds silly, and yet, countless salespeople are still doing it every day.

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Topics: lead generation, appointment setting, outsourcing, qualified leads

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