B2B Sales, Lead Generation and Marketing Blog

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.

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Topics: marketing, appointment setting, sales, telemarketing, cold calling

Tips for a Healthier Sales Pipeline

Posted by Vendere Team 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: prospect lists, marketing, lead generation, sales, lead nurturing, tips and techniques

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, sales training, telemarketing, tips and techniques

Are You Using the Right Tone with Your Customers?

Posted by Sean O'Neil on Wed, Aug 20, 2014 @ 14:08 PM

It’s no secret that whether you’re having a conversation with a prospect or creating sales and marketing collateral, the tone you use matters. Use the right tone, and you can successfully build your brand, promote your offerings and win more sales. Use the wrong tone, and you run the risk of diluting your brand, causing confusion and losing sales.   

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Topics: marketing, social media, content marketing, sales, lead nurturing, sales training, telemarketing, tips and techniques

10 Ways to Be Unsuccessful at Appointment Setting

Posted by Sean O'Neil on Thu, Apr 10, 2014 @ 15:04 PM

There are plenty of articles out there on how to be successful at appointment setting, but how many articles have you read on how to be unsuccessful at appointment setting? At Vendere Partners, we’ve developed a tongue-in-cheek list of 10 things you can do to ensure that you become a complete and total appointment setting disaster. We hope it gives you a few chuckles—and maybe a few insights, too.

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Topics: appointment setting, sales, sales training, telemarketing, fun, tips and techniques

Setting the Stage—and the Right Expectations

Posted by Sean O'Neil on Thu, Apr 3, 2014 @ 15:04 PM

Have you ever known someone who was great at something—like singing, for example—but constantly downplayed his or her abilities? Humility is an admirable quality, but when people downplay their assets or the experience they can provide by too wide a margin, it can easily come off as insecurity, or worse, manipulation. If someone tells you that he can barely carry a tune and then sings a difficult aria with perfect pitch, wouldn’t you wonder what his motive was for setting the expectation that his vocal abilities were just barely up to snuff?

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Topics: sales, sales training, tips and techniques

3 Ways to Make You & Your Sales Pitch Memorable

Posted by Sean O'Neil on Thu, Mar 27, 2014 @ 11:03 AM

One of the hardest things to do during any initial sales call or presentation is to create a memorable experience. Below are three things you can do to help ensure that you and your pitch will be remembered.

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Topics: sales, sales training, tips and techniques

Obtaining Better Lead Lists through High-Level Data Services

Posted by Sean O'Neil on Thu, Feb 20, 2014 @ 12:02 PM

“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.

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Topics: prospect lists, lead generation, sales, outsourcing, telemarketing

The Overlooked Prospects You Could Be Converting into Leads

Posted by Sean O'Neil on Tue, Feb 11, 2014 @ 10:02 AM

You’ve seen them. They look a bit out place. It’s obvious they don’t know their way around. They tend to remain close to the people with whom they arrived. Who are they? They’re the overlooked prospects at the trade show, conference or other networking event you’re attending—the first-timers.

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Topics: sales, lead nurturing, events

Stop Fishing and Stick to Selling

Posted by Sean O'Neil on Tue, Nov 19, 2013 @ 08:11 AM

Is developing a personal relationship with a lead as important as developing a professional one? The answer, quite simply, is no—especially when you’re dealing directly with those at the executive level.

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Topics: sales, lead nurturing, sales training, telemarketing, tips and techniques

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