Around this time each year, I begin to notice an influx of prospects who are evaluating phonathon software for their summer and fall fundraising programs. This always leads me to read up on what our fundraising customers are facing for the year ahead. Here are a few interesting trends for 2015 that I’ve come across. … Continue reading Phonathons and Beyond: Get Ready to Raise Funds!
Lead management is a vital part of the sales process for the solar energy industry. According to the Solar Energy Industries Association (SEIA), 2014 was a great year for the industry. Installations of solar photovoltaics (PV) in Q3 were up 41 percent over the same period in 2013. Third quarter 2014 was also the second … Continue reading Lead Management for the Solar Energy Industry – Infographic
It’s no secret that one of the most painstaking tasks of inside sales managers is hiring and keeping top-performing sales talent. In the revolving door of inside sales, this can be challenging. Good talent is hard to find, and even harder to keep. Your company has to get inside the mind of talent to discover … Continue reading How to Hire and Produce a Top-Performing Inside Sales Team
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