It’s a few weeks away – that season that keeps Atlantic and Gulf Coast residents and businesses on their toes: Atlantic Hurricane Season. Thankfully, the 2015 season forecasts issued by The Weather Channel and Colorado State predict the number of named storms to stay lower than the historical averages. These forecasts are likely to make … Continue reading Sales by Phone, Hurricanes, Ants, and Grasshoppers
Imagine a call system so sophisticated that it frees your time to concentrate on improving performance instead of spending hours manually collecting and gathering data to analyze; a system that lets you know what’s going on at each stage of the sales cycle to help increase close ratios. Well, this can be a reality with … Continue reading Call Center Rehab: A Seven-Step Program to Greater Profits with Reporting and Analytics
Do you have any Slippin’ Jimmys on your sales team? I admit it: I’m a fan of many AMC originals, and I am going to miss Better Call Saul tonight since the season finale aired last week. Last year I blogged about Mad Men’s Don Draper and the sales lessons he provides. Today I want … Continue reading Sales Lessons from Better Call Saul
If you are like me, you have already attended and/or exhibited at a few trade shows this year with more events right around the corner. You know the drill – hustle to get there, work for leads, get back to the office, then do it all again. Where sales & marketing professionals sometimes drop the … Continue reading Effective Follow Up on Trade Show Leads
In sales, we are all looking for the hot leads, but they don’t grow on trees. On the bright side, the sooner you can weed through the unqualified leads, the sooner you can get to the hot leads. In other words, you have to kiss a lot of frogs before you reach the prince (a.k.a. … Continue reading You Have to Kiss a Lot of Frogs to Find the Hot Leads… But Who Wants to do That?
As Genie mentioned in a recent post, donor retention is a real problem for nonprofits: $92 lost for every $100 raised; 102 donors lost for every 100 gained. Not great. To help fundraisers address the issue of donor retention, we have put together this handy checklist. Want to learn more about running effective phonathons and … Continue reading Phonathon Checklist: Focus on Donor Retention
It’s a scene that plays out over and over again on sales floors across the country. Like a bad B-movie, after completing a call, the sales rep wonders in confusion, “Who do I call next? Which lead will catapult me easiest to the next sale?” This can be very daunting; very time consuming. If a … Continue reading Who Do I Call Next? Introducing Logic and Routing Into Your Lead Management Strategy
Do a Google search for “appointment setting tips,” and you will get back a list of nearly 3.5 Million results! A variety of coaches, gurus, and experts have posts telling you about 9 ways, 5 ways, 46 ways – an infinite number of ways – to improve your appointment setting abilities. A glance through some … Continue reading Three Focus Areas to Achieve Appointment Setting Greatness
Of all the industry verticals we serve, I think nonprofits may see some of the toughest challenges. They aren’t “selling” anything, per se, but they certainly must market themselves and persuade donors to act in much the same way for-profit companies must persuade their customers to buy. Due to the economic downturn of the past … Continue reading Donor Retention is a Major Struggle for Nonprofits
If you are a regular reader of the VanillaSoft blog, you have probably seen references in our blog posts about “queue-based lead management.” Most of those posts have a link to our white paper, “4 Ways Queue-based Lead Management is Shaping the Inside Sales Industry,” but maybe you haven’t taken time to check it out … Continue reading Why Queue-based Lead Management?