Resources

10 Resources for

sales force management and cold calling

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4 Simple Ways Software Can Enhance Your Sales: Whether you're on the road making sales calls or in the office making cold calls, you probably spend more time than you like writing proposals or generating sales reports. After all, time spent on paperwork is time not spent engaging potential customers. So with the goal being to gain time...; Tags: Sales strategy, Sales force management, Microsoft Corp., cold calling, sales call, sales, tool; White papers
Business Development Prompter: Use this template, targeted scripts to increase the success rate of sales cold calls. Each of the three can be easily modified to meet the needs of your organization.; Tags: Sales tools, Microsoft Corp., cold calling, business development, sales; Tools & templates
How To Diffuse Cold Calling Pressure Points: Sales pressure is a mighty saboteur. And it comes in all shapes, sizes, and flavors. Beginning any conversation with the anticipation of a sale puts the whole conversation under pressure. This doesn't normally create good outcomes. It usually triggers pressure, resistance, and tension. People have received so many calls with...; Tags: Sales strategy, Sales tools, Sales force management, cold calling, sales call, sales; White papers 2008-01-01
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...; Tags: Sales strategy, Sales tools, Sales force management, Geoffrey James, referral, sales, cold calling, Referral Source, New Contact, Referral Selling; Blog posts 2008-01-14
Too Little Team Conflict Can Lead to Disaster: We remember sitting in a sixth-grade classroom on January 28, 1986, watching the catastrophic events of the clear, crisp morning near Cape Canaveral, Florida unfold on a large television screen. What many saw and remember as the explosion of the Space Shuttle Challenger, barely on its way to the Earth's...; Tags: Team management, Jeff Palfini, NASA, Morton Thiokol, team, commission; Blog posts 2008-01-13

Taking the Chill out of Cold Calls: Keith Rosen, author of "The Complete Idiots Guide to Closing a Sale," shows how permission-based prospecting can increase your chances of moving a cold call forward to the next step.; Tags: Sales tools, cold calling; Videos 2007-09-07
How to Qualify Leads: I've been harping on lead generation because that's where sales pros need a lot of help. In fact, over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie, the head of the research and...; Tags: Sales strategy, Sales force management, Sales tools, Strategy, Geoffrey James, sales, industry, sales pro, target industry, cold calling, Tom Roth; Blog posts 2007-05-16
Do You Make These 10 Common Sales Training Mistakes?: Generally the most valuable lessons of successful sales and sales training are the ones that the biggest mistakes sales people make... mistakes that turn off prospects, and stop most sales people cold. This article is a powerful tool and you should begin closing more, and earning more, as soon as...; Tags: Sales strategy, Sales force management, Sales tools, Office Technology Consulting Inc., sales training, cold calling, sales people, sales, phone, tool; White papers 2003-01-01
The Rules of Selling Have Changed: Article conveys that the old fashioned sales routine of cold calls, telemarketing, pounding the pavement, knocking on doors, ignoring “No Solicitors” signs and trying to visit people who don’t want to see the sales person, is DEAD. One is in the best negotiating position with customers when the marketing generates...; Tags: Sales strategy, Sales force management, Sales tools, cold calling, telemarketing, sales process, sales, marketing, strategy, tool; White papers 2003-01-01
Cold-Calling that Sells Research: Articles main focus is on the sales growth and provides few tips rules that should be implemented or taken into consideration at the time of contacting prospects. It states that cold-calling is the single most expedient, cost-effective way to generate new business. It is more immediate than advertising, more compelling...; Tags: Sales strategy, Sales force management, sales people, direct mail, sales, advertisement, network; White papers 2000-05-01

Additional Resources

Making the call: after 25 years, Fairlawn's InfoCision is stronger, wiser and triumphant over legislation that could have put it out of business.(IB's BIRTHDAY CLUB): When the Federal Trade Commission FTC implemented the national Do Not Call registry in 2003, prohibiting telemarketers from contacting phone numbers on the registry, it also marked the demise of many teleservices companies. Since many of these companies relied heavily on cold calls...; Articles 2007-07-01
'Do not call' does not hurt direct marketers; Forced shift to opt-in tack yields results equal to or better than cold calls.: Byline: IRA TEINOWITZ The do-not-call list, now 87 million numbers strong, has had surprisingly little impact on the marketers who dreaded it and spent more than $80 billion a year on telemarketing. Marketers and their associations said the 2-year-old list-which...; Articles 2005-04-11
Taking stock after a sweltering summer: the long, hot summer could lead to a Christmas of cold comfort for retailers struggling to meet festive demand.(Alcoholic Drinks): Try as brand managers might to replicate the excitement of last year's football World Cup, which gave beer a massive boost, growth in alcohol sales has taken a dip. Although alcohol remains buoyant, bringing 6.6bn [pounds sterling] into the multiples and co-ops annually, the...; Articles 2003-10-18
Learning from a recession. (parting shot).(how to increase market share): If manufacturers and dealers are going to learn one thing from this recession, it has to be to overhaul their entire operations when it comes to gaining market share. They must ask themselves how well they are doing at taking business away from well-entrenched competitors. This ...; Articles 2003-07-01
Generating unique sales leads: Non-banking financial intermediaries are rapidly infiltrating customer bases once the sole domain of banks. In attempts to hold on to its market share, the banking industry is striving to appropriately train, motivate and prepare its sales force. In this changing environment, it is becoming increasingly important for the relationship banker,...; Articles 2003-05-01
need for networking, The: PRODUCER-RELATED ISSUES Expending time and effort on the right kind of relationship-building pays off One truism that has always held fast throughout my career both as an agent and as a sales manager is that in order to succeed in this business, one must either know a lot...; Articles 2002-05-01
My Brilliant Career - Vivienne Starkey: `I was always being told to: After changing her career path on many occasions, Vivienne Starkey has settled in the world of financial advice. Today, at 58, she is a partner at the London-based independent financial adviser IFA, Equal Partners. How did you get started in financial services? ...; Articles 2000-10-08
Bostonian offers retailers updated business plan. (Bostonian Shoe Co.): The Bostonian Shoe Co has taken an alternative route to retail sales by making changes in its sales force. The company restructured its sales organization by increasing the number of sales personnel. Traditional roles have been taken over by three regional sales managers, 15 territory managers and six sales service...; Articles 1994-02-21