As I mentioned the other day, I want to add on to the list that Brian Carroll has on his website for cold calling tips. You can find that article here. Today, I bring you what I would call tip #9 – Respect your prospect’s time! Read the rest of this entry »
So this is a question that I always like to ask folks on my team when they are struggling to generate opportunities or even getting into a strong business conversation with prospects.
What does this question refer to?
So I was doing some light reading and I came across a posting by Brian Carroll (Brian provides some good insight into B2B Lead Generation)
The posting I read was focused on a recent poll that Brian conducted of Marketing professionals asking what causes them the most frustrations when it comes to B2B Lead Generation. Read the rest of this entry »
This is a hard concept to grasp – yet critical in the world of teleprospecting.
It seems odd to say this – how can you have autonomy (??) inside a process that is expected to be followed without deviation?
Well I believe that it is quite simple – trust. Huh? Read the rest of this entry »
There are schools of thought that believe that “less is best” and/or create the idea that when sharing something or trying to teach a concept that the best approach is to be “clear and concise” in your delivery. I agree that these are extremely valuable ideas and try to practice this in my day to day communication.
That being said, a critical piece of my job is training a new employee on what my clients are looking for in a qualified sales opportunity and what we need to do to achieve this deliverable, while at the same time, make the opportunity extremely appealing to the client’s sales rep. A concept I have deleveloped, perhaps concept is not the right word, but approach that I take and find extremely valuable is to relate the process of uncovering that opportunity to the creation of a painting. Read the rest of this entry »
………yummy mush!
I have found that when we remove the “peel” and take a look at the process that a marketing organization uses as it approaches opportunity generation, we find very good content with a number of things that work well, but a finished product that does not appeal to the sales organization and ultimately feed the success goals of the organization as a whole.
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