The hot topic in sales recently is that cold calling is DEAD. The lead generation landscape has changed. Publish good campaign content and people will flock to you. Engage on social media to begin prospecting conversations. Don’t bother with calling. Nobody picks up their phone anyway. But I disagree – emphatically. Cold calling is not […]
By Kendra Lee Sales as sport – the comparisons abound. Sales TEAMS look to WIN business. Top salespeople are often recognized with TROPHIES. The list goes on. However, there is one connection to sports that often gets overlooked – COACHING. More specifically, coaching sales reps how to better convert inbound leads into sales-qualified opportunities. Sales […]
It was the best of times. It was the worst of times. It was the age of COVID – the age of people who think cold calls don’t work, and it presented us with a tale of 2 clients. Both provide IT services. With everyone increasingly reliant on laptops, smartphones, and being connected 24/7, the […]
The new year came and brought new sales objectives with it. One of the most common goals is, of course, to increase sales. But to do so means you need to increase the number of leads and get your B2B lead generation strategy working for you. With a pandemic on our hands, that hasn’t been […]
Cold calling in a pandemic has taken on a new meaning, and you need a new strategy. When the pandemic will “end” depends on whom you ask – spring, winter, sometime in 2022 – your guess is as good as mine. At this point lockdown feels “normal.” Frustrating and stressful, but normal. We’ve acclimated. Certain […]
Yes, it’s a tough sales year. One minute we’re in lockdown. The next minute we can meet for lunch. Then we’re back to Zoom sales meetings. Your sales funnel may be looking pretty thin. This is the year you figure out if you have sales grit or cowardice. A pandemic is no reason not to […]
Bad SEO is as good as a phonebook: worthless for leads.
Lead generation comes first, then sales, then retention, but all are equally important to survive in 2020.
Each year we have some fun with the season, taking a Christmas song or poem and putting our special sales twist on it. Sing along to the tune of Rudolph the Red Nosed Reindeer and join our fun. May you have a happy, healthy, safe holiday season, closing the year strong (yup, you can still […]
Rejection is everywhere in sales. Cold calling. Email prospecting. Proposal presentations. Closing. Follow up. It’s so common that it’s become part of the job description for a salesperson: “able to deal with rejection with confidence.” In selling, it’s not if rejection will happen, it’s when rejection will happen and how you deal with it that […]