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The art of cold calling, lead generation and sales boils down to influencing.  Each step of the sales process, from the initial conversation to the closed deal, involves influencing the decision maker.  Cold calling and appointment setting requires the ability to influence decision makers over the phone. In order to influence decision makers on the …

Qualifying leads is a drastically underrated step in the sales process; countless companies still aren’t performing this function and, therefore, wasting precious time and resources on uninterested prospects. Qualifying a lead is a lot like going on a first date, learning about the other person and gauging their interest. Are they into you? The same …

Storm damage appointments to grow your roofing business. Would it be beneficial for you to get in front of prospects that have been hit with hail and wind damage within days of the storm? We start calling and setting appointments immediately.

Tradeshow planning is the one area that many exhibitors neglect. A successful tradeshow involves more than lining up the optimal booth location and setting up an exhibit. A successful tradeshow involves a plan of action before and after the event. The ultimate purpose of participating in a tradeshow is to grow your business and drive …

Storm season is here with a vengeance. Getting in front of decision makers in businesses that have been hit by recent storms is critical to growing your business. Hail, high winds and heavy storms occur each year. While you can’t plan for them, you can certainly plan your response to them. And response time is …

Cold calling is the second most effective way to grow a business.  And growth is a pre-requisite for business success.  In today’s ever changing business environment, most companies need to grow just to stay in place.  They need to expand market share, seek out related and new market opportunities, and constantly pursue new customers just …

Getting in front of decision makers is crucial for salespeople. It is the only way to present your product or service and close opportunities. In today’s economy a business owner or high level decision maker will only take a meeting if they feel that your organization has something different to offer. Your offering must provide …

When a storm hits timing is of the essence.  The best and easiest storm damage appointment opportunities to close are those obtained immediately after a hail or wind storm.  There are two industries to call upon when a storm hits – homeowners and businesses/commercial.  This article specifically focuses on businesses/commercial. When a business is hit …

Cold calling is the second most effective way to grow your business after referrals.  But can it be effective in consultative solution based campaigns?  The simple answer is yes, as long as the execution and methodology is in place to ensure its success. Your salespeople must be in front of prospects closing and generating revenue.  …

Telecom agents and brokers very often focus on the bandwidth speed of their clients without evaluating their own internal bandwidth.  Getting in front of qualified prospects that have an identified need or interest in your services is the only way to close business and generate revenue.  Time is limited today and salespeople must dedicate this …