You might be losing business because your follow up system doesn’t work.Nearly 30% of those prospects who ask for a follow up call or email become long-term customers. Problem is, many sales reps forget. In the never-ending quest to find new business, their system falls apart.To make more money, invest in a sales tracking program such as ACT or Goldmine. It will provide you with every detail of a sale from first contact through closing. The system will prompt you who to call, when and what is... Read Full Story
Sales resolutions, like fitness and diet self-promises, are already starting to lose their grip. Selling professionals have fallen back into the same old rut of not prospecting, not filling pipelines and doing anything to avoid paper work or worse, making a cold call. And when it comes to organization and time management, most good sales people lack the skills.Don’t despair, the year is young and you can get in touch with your resolutions once again and make this a great sales year.Here are 8... Read Full Story
At a holiday party, a well-dressed, articulate woman and I engaged in conversation. She said she was a former account executive for a top marketing company and I told her my company makes prospecting cold calls and sets sales appointments for a variety of companies.She looked at me and said, "I get it. What a great idea. When I was a sales rep there was no way I was going to make cold calls, in person or on the phone!" She went on to say that she relied on internal leads from an ins... Read Full Story
Using an outside sales appointment setting group is expensive, or is it? At first glance, with fees upward of 30 bucks an hour, it seems real expensive and maybe even cost prohibitive. A second look will show that this might be the best investment you ever made.Let's assume that you've been enlightened with the idea that using an appointment setter(s) to make your sales reps more productive is the right thing to do. Let's further assume that you've at least thought of using ... Read Full Story
by Brian Grinonneau If a deal seems too good to be true, you can bet it is.When searching for a sales appointment setting firm, some clients are tempted by the pay for performance model. It is intriguing. Have the appointment setting/ telemarketing firm only receive pay if appointments are made. It seems risk free. It is not.Most pay for performance models are hatched in offshore call centers. The problem, aside from a language barrier, is these performance based companies push too hard, don... Read Full Story
If you want a prospect to meet with you, there better be a good reason--a compelling can hardly live without knowing more reason.Today’s business world flies at break-neck pace making time the most precious commodity and if a prospective customer is giving up some, he has to get something of greater or equal value in return.What do you have to give? What is your value proposition? If you don’t know, it’s time to define it.A prospect will spend time with you if he perceives you have something ... Read Full Story
You have to get two basic steps right to successfully set a sales appointment. You have to call the right prospect and deliver the right message.Brilliant, huh?You might be surprised how difficult it is.Most business owners, big and small, Fortune 500 and entrepreneur, spend the majority of their energy calling the wrong prospects. People who will never do anything but waste the sales reps’ time. This isn’t an intentional strategy, but one born of poor planning and sometimes outdated manageme... Read Full Story
You need a medium that is immediate, personal, trackable and talks with those who are anxious to hear from you. That medium is email marketing. It is the strongest and fastest growing marketing tool available today. Big companies are moving money away from TV, print and radio and moving it into email campaigns. Why? Because it works. Consider this:82% of email users have purchased a product because of an email offer.US online agency Doubleclick predicts a rise of 17% in email marketing budget... Read Full Story
MaSM, The Marketing and Sales Management Group has partnered with the world leader in email marketing, Constant Contact, to provide its customers with full service email programs.MaSM is a sales appointment setting, consulting firm that focuses on direct response marketing. Constant Contact is the world leader in email marketing programs that not only help attract new customers, but build long-term profitable relationships with existing clients.In making the announcement, MaSM COO, Elizabeth ... Read Full Story
