Resources
BNET Resources
- sort by:
- Relevance
- Date
- Popularity
- Cold Calling = Dialing for Dollars
- READERS: A comment to yesterday's post "Poll: Is Cold Calling Really Worth It?" was so good that I'm turning it into an official post. The below (written by the sales trainer Ron Silver under the handle "argentix1") gives the clearest explanation I have ever read on...
- Blog posts 2009-01-21
Additional Resources
- Better Than Cold Calling...
- It's been said repeatedly that B2B sales is all about relationships. However, relationships are difficult to forge when you're cold-calling people who don't know you from Adam. The best way to get into a customer account is through a personal referral. Please note that a...
- Blog posts 2008-01-14
- QUIZ: What's the Best Time to Cold Call?
- Most sales reps make cold calls when they feel like it. And that's too bad, because scientific research reveals that timing may be even more important than technique when it comes to cold calling success. This post tests your preconceptions about timing your cold calls, and then...
- Blog posts 2009-07-14
- The True Meaning of B2B Sales
- The True Meaning of B2B SalesRE: The True Meaning of B2B SalesQUOTE: the sole concerns of top management: profitability, image and innovationI agree that top management thinks image is important, but I often think they're more concerned with their own image than the image of the company.Image and innovation are...
- Discussion threads 2008-10-01
- Outsourcing For B2B
- Just as outsourcing works well for telemarketing and cold calling to the general public, it is an ideal solution for B2B prospects, including soliciting prospects, promoting your products and setting appointments. In order to decide on outsourcing for your B2B marketing efforts, you need to compare all of the advantages...
- White papers 2009-01-01
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- Sell to the CEO! Can You Win the GAME?
- Sales managers always tell you to "call high!" But do you know how get a meeting with a CEO? Or what to say when you actually have the meeting? Here’s an simulation to test if you've got the mojo you'll need to "call high." Make your move…...
- Blog posts 2009-05-19
- World's Funniest Sales Training Videos!
- It's Friday afternoon, so it's time for happy hour and of course the Sales Machine weekly dose of video humor. This series of videos, entitled "Mainframe: The Art of the Sale" is simply the funniest thing I've ever seen when it comes to capturing the harsh reality...
- Blog posts 2009-05-15
- Letââ¬â¢s Fix Marketing. For Good.
- Let’s Fix Marketing. For Good.How can anyone flatly discount press releases?Press releases can be very effective especially when used in conjunction with your paid advertising in a particular trade publication (b2b). The two can reinforce one another quite well and work wonders at building your brand while promoting specific...
- Discussion threads 2007-05-09
- Real-Time Collaborative Prospecting
- The article highlights that a well-orchestrated multi-touch B2B marketing campaign should include outbound telemarketing as part of the plan. Unfortunately, many sales team members dread making cold calls. When initial prospecting efforts are outsourced, companies can save costs related to: salaries and bonuses, benefits, management and human resources infrastructure etc....
- White papers 2003-01-01
- How to Generate Your Own Leads.
- As I've pointed out here and here and here, most B2B marketing activities waste money. Even when marketing groups are doing what they're supposed to be doing - generating qualified leads - they do it in a way that's inherently wasteful. For example, advertising and direct mailing...
- Blog posts 2007-09-04
- Gods of Sales: The Runners-Up!
- Yesterday I announced the first annual Sales Machine "Gods of Sales" Search was over.  Next week, I'll be revealing the 5 top winners -- the absolute best of the best in the art of sales. To get you all warmed up, here are...
- Blog posts 2008-11-07
- Common Phrases that Scuttle Sales
- The quickest way to damage a budding customer relationship is to use trite phrases that make you sound like a B2B sales rep. Don't get me wrong... there's nothing wrong with being a sales rep, but if you sound like one, it lessens your ability to achieve rapport and...
- Blog posts 2007-09-20
- << Previous
- page 1 of 1
- Next >>
Presented by American Express