Category Archives: Lead Management

engage with prospects

Engage With Prospects Early in the Buyer’s Journey

The sales game continues to change thanks to the ways technology has empowered the modern buyer. Purchases that once required a salesperson to engage with prospects through a phone call or face-to-face meeting can now happen partially or entirely online. Customers research solutions via search engines and review sites. They crowdsource feedback through social media … Continue reading Engage With Prospects Early in the Buyer’s Journey

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Sales Lead Management for Winners: Prioritizing Your Best Leads

Poor sales lead management is much like spending hundreds of dollars of groceries to cook a gourmet meal and then letting the food spoil in your refrigerator. You “shop” for leads online through your website or social media, webinars, ebooks, or free reports. Offline, you attend trade shows and network. The problem: you don’t follow … Continue reading Sales Lead Management for Winners: Prioritizing Your Best Leads

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telefundraising tips

5 Telefundraising Tips to Boost Fundraising Event Revenue

The art of telefundraising will never go out of style. Why? To put it simply, calling donors on the phone allows you to connect in a way that’s engaging, direct, and, ultimately, highly profitable for any type of nonprofit organization. Even better, telefundraising pairs perfectly with other fundraising efforts, including the equally classic event fundraiser! … Continue reading 5 Telefundraising Tips to Boost Fundraising Event Revenue

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text prospecting

Text Prospecting: Proceed and be Bold

By Josiane Feigon Inside salespeople are the early adopters of new ways of prospecting. As they struggle to survive in today’s dying telephone culture, they’re still in the business of getting a response. Text prospecting is one of the fastest ways to get responses (text messages are read within the first 5 seconds), increase connectivity, confirm … Continue reading Text Prospecting: Proceed and be Bold

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price objections

How to Respond When a Prospect Questions Your Pricing

If you’ve been in sales for any length of time, you’ve had a prospect (or a few) insist that your price is too high. But what does that statement really mean? Is the price objection due to budget, a lack of knowledge regarding the market, or is your product missing standard features and falling short of the … Continue reading How to Respond When a Prospect Questions Your Pricing

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cold calling fears

Helping New Reps Overcome the Fear of Rejection

New reps come in with one of two mindsets. Either “let’s do this, I’m ready to dial and smile,” or “what if they hang up on me or even worse, say no?” The potential of rejection for novice sales representatives can be debilitating. It’s management’s job to help new hires tackle their cold calling fears. … Continue reading Helping New Reps Overcome the Fear of Rejection

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auto dialer software for call centers

Call Center Tips and Tools for Your Sales Team

Successful businesses build their call centers on a foundation of talent, technology, and training. Employing competent sales talent and providing them with proper training will set your company up for success. Productive and efficient teams also have access to the right technology. Automated utilities, such as auto dialer software for call centers, help keep your team … Continue reading Call Center Tips and Tools for Your Sales Team

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