Posted by Beth Avery at 11:10 AM on 03/09
We recently discovered
Whoozy, "The People Search Engine." This site is extremely useful for prospecting because it aggregates data from all social networking, search engine, photo/video sites and puts it in an easy-to-use interface.
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Posted by Beth Avery at 10:51 AM on 02/16
When conducting sales training, the most common challenge I hear from sales people is, “I can’t get anyone on the phone.” Caller ID largely causes and can help you solve this problem.
Consider the following to flip the tables and make caller ID your ally
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Posted by Beth Avery at 04:36 PM on 12/31
A successful introductory email to a prospect is about generating the prospect’s interest and getting a response. With an introductory phone call, you would also determine if there is need; this is trickier via an introductory email.
There are many factors contributing to whether or not the prospect will even read your email (timing, spam filters, etc).
Once your email does land in front of your prospect on the screen, you only have a small time frame to make an impact before the prospect moves on to the next email.
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Posted by Beth Avery at 04:34 PM on 12/11
Is your company considering working with an outsourced meeting scheduling firm?
What is the difference between an outsourced meeting scheduling firm and a telemarketing firm?
When evaluating outsourced meeting scheduling firms, there are some things to consider.
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Posted by Beth Avery at 04:30 PM on 12/04
There are many ways to reward your sales team. There are cash rewards, non-cash rewards, extra time off, outings and events, just to name a few.
Praise is often overlooked, though it can be a very powerful tool.
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Posted by Beth Avery at 04:24 PM on 11/20
There are two times of the year when prospects categorically write you off; during the winter holidays and summer. Seasoned executives shrewdly use the excuse, “Call me back after the New Year” as an easy way to get you off the phone, delay having to meet with anyone, and postpone any additional decision making.
Why, then, does this objection work so well in getting salespeople to back off?
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Posted by Beth Avery at 06:35 PM on 11/12
Do you have a
Hoover's subscription? Hoover's is just one tool that you can use gather detailed business reports and profiles of accounts and prospects that you are targeting. Hoovers is also a great way to build targeted and specific account lists to prospect.
Hoover's has recently partnered with the
Jigsaw business directory and
LinkedIn to help you find more of what you need in one place. Are you making use of these additional tools?
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Posted by Beth Avery at 04:22 PM on 11/02
A third baseman could stand ready during an entire game and never have a ball hit his way. But every time the pitcher throws a pitch to home, the third baseman gets in his ready stance in case the ball gets hit his way.
Just like making cold calls, you dial the phone all day and sometimes no one picks up.
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Posted by Beth Avery at 03:54 PM on 10/21
When sending emails to new prospects, are you getting a decent response rate?
Is your email standing out among the hundreds of spam and vendor emails your prospects are receiving daily?
There are a few things you can do to help ensure that your email is opened, read, and not marked as spam.
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Posted by Beth Avery at 01:41 PM on 09/23
The biggest fear many cold callers face is a fear of rejection. There are many ways to deal with rejection before it occurs and after.
Rejection can come in many forms, such as:
- Fear of hearing "no"
- Fear of not being able to answer a prospect's question
- Fear of being hung up on
- Fear of negative feedback
There are many ways to address cold calling fears, and many articles available online, such as those surrounding positive thinking, visualizing different outcomes, and focusing on the prospect rather than yourself.
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Categories:
Cold Calling •
Posted by Beth Avery at 02:04 PM on 08/14
Reaching a prospect on the phone can be tough. Depending on the size of the company and level of seniority, it can be even tougher.
So how do you reach your prospect?
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Posted by Beth Avery at 01:31 PM on 07/01
Have you ever had a difficult time getting someone to listen to your message on the phone?
There are so many tips, tricks, and tactics to make your message more interesting with the hopes that your prospect will tune in, but we often overlook them. One tactic in particular is telling a story; it allows us that additional time to capture the prospect's attention.
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Posted by Beth Avery at 01:38 AM on 06/18
Inside sales teams face difficulty connecting with their prospects. Their prospects are sometimes difficult to reach, and finally reached on the phone, they usually have very little time to speak.
Countless voicemails and e-mail messages can either can either come across as professionally persistent or nagging. Herein lays the million dollar question: How do appear professionally persistent instead of overbearing?
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Posted by Beth Avery at 02:15 PM on 06/05
LinkedIn can be an incredibly valuable prospecting tool.
What you probably don’t know are the many advanced ways of using LinkedIn to enhance your prospecting search.
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Posted by Beth Avery at 02:24 PM on 05/13
Today's blog post is by one of our partners, Julie Thomas, CEO of ValueSelling Associates, LLC. Please visit Julie's blog.
High performing sales professionals, in all industries, tend to have some common traits. In my experience, those traits include competitiveness, resilience, tenacity, and empathy. But there is another common factor among world-class sales professionals. That characteristic is the ability to assimilate information to learn and continuously improve.
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