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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...
- 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.
- 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...
- White papers 2008-01-01
- 7 Cold Calling Secrets Even The Sales Gurus Don't Know
- Cold calling is the process of approaching prospective customers or clients, typically via telephone, who was not expecting such an interaction. The word "cold" is sometimes thought of as being used because the person receiving the call is not expecting a call or has not specifically asked to be contacted...
- 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...
- Blog posts 2008-01-14
- Don't EVER Cold Call Again.
- My first post (now titled "Better Than Cold Calling") was setting up the ground rules for Referral Selling. Since that's a way to avoid cold calling which most sales pros dislike, so I gave the post a title that seemed like a catchy way...
- Blog posts 2008-01-16
- Direct Advertising Response
- Use this template to keep track of the response and cost of your direct advertising campaigns. Enter a description of the project and the particular market that you are targeting via direct advertising. Then enter the "Drop" - the number of pieces of mail, items distributed, cold calls made, etc....
- Tools & templates 2007-09-01
- 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.
- Videos 2007-09-07
- Raise Your Rejection Threshold.
- Hallucinations or not, rejections can still sting. And that's a good thing, because that pain represents a fabulous opportunity to improve your sales skills. Your challenge is to discover your personal threshold of pain and then take action to remove the sting. Here's how.Let's start by understand...
- Blog posts 2007-06-18
- You are What you Believe.
- If you're like most people, you've accidentally scooped up beliefs that help you fail. Change those beliefs, and you'll be more successful. The beliefs I'm talking about aren't specifically religious, but the arbitrary rules that you use to interpret the meaning of events. Often these beliefs can seem to...
- Blog posts 2007-05-28
- 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...
- Blog posts 2007-05-16
- Cold Calling 101
- Let's start with the basics. The absolute suckiest task that sales folk must do is cold calling – trying to get a telephone meeting with somebody who doesn't know you from Adam. There are a lot of "tricks of the trade" when it comes to cold...
- Blog posts 2007-01-31
- How to Motivate Cold, Warm and Hot Prospects
- The best marketing mix reaches prospects throughout all phases of the sales cycle. If a person were to focus exclusively on direct mail or PR, for example, at the expense of other tactics, the person would lose prospects along the way. And it's often essential to combine marketing tactics with...
- White papers 2003-12-01
- 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...
- White papers 2003-01-01
- 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...
- White papers 2003-01-01
- Telemarketing: The Literature Follow-Up Call
- This article is about the Telephone calling time that make the sales more successful. Telephone cold calling is an essential part of your sales success. It defines the tips that should be used to make is purposeful the tips are like. It defines the situations that...
- White papers 2002-01-01
- 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...
- White papers 2000-05-01
Additional Resources
- 'SYLVIA TAUGHT ME THE IMPERATIVE OF STRATEGY: THAT YOU DON'T WING
- MY MENTOR MAUREEN RICE ON SYLVIA AUTON Sylvia Auton was my publisher when I got my first editorship at Mizz. I would credit quite a lot of people with teaching me how to be a journalist, but Sylvia taught me to be an...
- Articles 2008-04-28
- InsideView and Basho Strategies Host Sales Leadership Breakfast on Effective Prospecting
- Event Highlights Web 2.0 Opportunity Intelligence Technology Combined with Powerful Prospecting Techniques SAN BRUNO, Calif. -- InsideView, the on-demand sales intelligence software as a service SaaS company, and Basho Strategies, an internationally renowned corporate sales training firm, invite sales professionals to an Executive Breakfast Summit on "Smart Prospecting."...
- Articles 2007-08-13
- Whole Foods Market Inc.: prepared foods are prominent at the natural and organic outlets.(Whole Foods Market Inc. offers perishable foods at its new store)
- A key driver of the natural and organic movement, Whole Foods Market Inc. is leveraging a strategy that emphasizes the merchandising of high-quality perishables. Perishables account for about 70 percent of sales and John MacKey, chairman and chief executive officer of the Austin, Texas-based chain, reports...
- Articles 2007-04-01
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