Whom Should I Call Next?
That’s a good question. Who needs a call right now? Who has been called enough, who has not? Whom did I tell I would call back today at 2:15? These questions are simple enough, but answering them is...
View ArticleSecret Shopping Pulls Back the Curtain on Bungled Lead Follow-Up
How quickly and consistently are your agents following up with prospects? It’s well known that speed to contact is the single greatest contributor to successfully establishing a relationship with a new...
View ArticleStandards and Workflow
What do standards do for a sales organization? In their simplest implementation, they draw a line in the sand that says, if you can’t perform at least this well, you cannot work here. The most common...
View Article2011: The Year of the Cloud
This press release from the International Data Corporation out today makes the case that cloud computing, along with mobile computing, social networking, and big data analytics technologies, have all...
View ArticleSales Messaging and Cross-Channel Communication
December 8, 2011 — How do sales organizations get their message out to prospects? There are a lot of ways to get the message out these days. Clearly, the best way to reach a prospect is on the phone....
View ArticleLead Management: Marketing vs. Sales
December 21, 2011 — Managing leads is a multistage process. While the concept of managing leads has been around for a while, there is still some disagreement about what lead management is. For example,...
View ArticleIs Lead Management One of Your Resolutions?
It’s a new year. If you’ve made any resolutions about growing your business, i.e., providing better service to your prospects, working more efficiently, or even just making more money there’s a quick...
View ArticleEstablishing Relationships and Best Practices
January 23, 2012 – Establishing a relationship with a prospect depends on a lot of things going right. One way of looking at it is to say that it is the craft of the salesman; whatever methods are...
View ArticleLeave Nothing to Chance
Where do meaningful connections with prospects occur? It may be on the phone. It may be through email or SMS. It’s important to be able to reach out to prospects immediately and automatically,...
View ArticleGood Decisions Are Good Business
April 17, 2012 – Good decisions are good business. But so are quick decisions. When making business decisions, there is often a tug of war between acting fast and acting smart. To be effective one has...
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