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Cold calling and raffle prizes – what could they possibly have in common?  I was recently attending an event that held a raffle prize – my ticket stated that I “must be present to win”.  Well, of course, that makes sense, right?  Many people purchase a raffle ticket thinking that was all they needed to …

Successful cold calling requires preparation.  Roger Staubach said “spectacular achievements are always preceded by unspectacular preparation.”  He was referring to sports; however, the same holds true for cold calling. Successful cold calling requires practice.  Athletes practice every day without fail.  Tiger Woods practices his swing even though he’s well known for the success he has …

Lead generation is not telemarketing.  Many people interchange these terms but they are not interchangeable.  Lead generation is a focused and targeted effort.  Telemarketing is more of a shotgun approach – remember how your mother used to throw spaghetti against the wall to see if a few pieces would stick?  Every business has core functions …

I never understood why salespeople hate cold calling. They have two choices – they can either sit back and wait for business to drop into their lap or they can go out there and uncover opportunities through cold calling and prospecting. Most business owners would prefer that their sales reps actively seek new business, via …

In the lead generation business, we are often asked why current sales staff can’t get in front of decision makers today. Typically our client’s sale staff was very effective at attaining meetings in the past but not in the current economic climate. The issue of lead generation is becoming the number one shortcoming for organizations …

Telemarketing Services provide your business with a pipeline of opportunities, which ultimately will increase your bottom line revenue. Choosing a telemarketing services organization is a process which requires a strategic approach. It is critical to select a telemarketing services partner with demonstrated success in the industry. As a telemarketing services organization we are often asked …

Cold Calling and Postage Stamps. What could they possibly have in common? Consider the postage stamp – its usefulness consists in the ability to stick to one thing until it gets there. Consider cold calling – its usefulness consists in the ability to get through to the prospect and stick to one ultimate objective until …

Lead Generation is critical to the bottom line growth of any organization. Most firms today perform lead generation via the newest technology, such as SEO and the internet. While these are effective at lead generation, firms today must also perform lead generation via their sales department in order to achieve the highest results possible. It …

Appointment setting is something sales people do every day. The question is, should they? Let’s do the math. How do we determine the value of time a sales person in order to determine if they should be doing their own appointment setting? Let’s assume your sales rep has a quota of $2 million dollars in …

Arthur Ashe said “One important key to success is self confidence. An important key to self confidence is preparation.” How does that apply to inside sales? Ashe, a professional tennis player, won three Grand Slam titles, ranking him among the best from the United States. His quote holds true in most aspects of life; however, …