Posts Tagged ‘sales development program’

7 Valuable Misconceptions about Outsourcing Appointment Setting

Friday, April 17th, 2015
  1. annoying callsWhen you outsource appointment setting will get a robocaller making your calls. I don’t know what is worse a robocaller or waiting for the live person to come on the line. If you are selling robocalling systems – then you may want to use a firm that uses them – if not – why annoy them?  Ask what type of calling system the firm uses. It’s a bad idea to annoy the prospect.
  2. Appointment setters are not from the United States. That may be true – and this is something you should ask before you hire a firm. Ask to speak to the team members that are calling on your behalf. They should sound like they are calling from your company. If you’re selling Italian wine – you may want your callers to be from Italy. In general – companies in the US want someone that they can understand. It is a reflection of your business.
  3. Appointment setters make bogus appointments because they get paid on how many appointments they set. This can be true. Once again – ask the firm how the callers are compensated. Ask for references. The goal of a good appointment setting firm should be to give you the highest quality appointment. Why? Because they want you to continue doing business with them.
  4. I’m afraid I’m not going to get what I have paid for. A quality appointment setting company should offer you a pilot program. This is a way you can see what they can provide you without getting in too deep.
  5. Appointment setters are a bunch of people sitting in a room with headsets on. Ugh – don’t you hate when you receive a call and you hear the other conversations in the background. It makes you feel like just a number and they don’t care. A good appointment setting firm should have conversationalists that can make appointments with key decision makers. They should reflect your company. With that being said – when deciding on a firm, look at who your prospects are and what type of firm has a better shot at making an appointment with them.
  6. Outsourcing an appointment setting firm is a waste of time because I have a sales team. There was this lyric from an 80’s band that went like this: “What do the mailmen do? The mailmen do deliver.” Same thing goes for sales – sales people sell. Appointment setters make the appointments – getting the grunt work out of the way for the sales team.
  7. Appointment setters annoy prospects. That would not be a good thing. Appointment setters should be brand ambassadors for your company – they are an extension of your sales team. If you hire a firm that is pushy or stalking prospects – then it is time to find another firm.

 

Finding Professional Prospectors

Monday, February 9th, 2015

ProspectingThe definition of prospecting is the search for mineral deposits in a place, especially by means of experimental drilling and excavation. Similar to prospectors in search of gold or oil, sales professionals also are on the hunt for new prospects – drilling down through lists and excavating warm prospects to turn them into sales. Another definition defines prospecting as “to work to discover its profitability.” Isn’t that what sales people strive to do? Each contact that they encounter – they want to know if the prospect is in need of the products or services that they have to offer.

Prospecting can be a daunting task. Think of the list you developed from social networking sites or the business cards you collected at a trade show (who may have been only interested in the free bottles of water that you were handing out). A recent conversation with a sales professional told me about the BRM’s(business reply mail) that are sent to the main office from a trade publication – only partially filled out – John from Company Q (that has ten thousand employees) is interested in our products. Yup – it said just “John” – no phone number or email address listed. And that was considered a good prospect!

If that is good – what is considered awful? There is no need to call in a forensics team when you can hire professional prospectors. Companies that offer this service can take a list, stack of business cards, or even create a list tailored to your needs and make contact with everyone on the list. Along the way they can weed out contacts that have incorrect information or are no longer with the company, zeroing in on the contacts that are interested in what you are offering. A quality firm will set appointments for you and gather information from the contacts that are not interested in what you have to offer. This information can be used to adjust your approach or give you insight into the needs in the market place.

Leaving it to the professionals – they will mine through a list for you and help you discover the prospects that will be profitable for you.

What Every Sales Professional Needs Right Now

Friday, February 6th, 2015

There are so many lists online of things that every sales person should have – from skills to technology. Some of the lists are quite humorous – listing motivation and selling skills as things sales people need. Nothing like having an unmotivated sales person! Here’s some of the “must haves” from various lists:

Sales professional

  • LinkedIn
  • knowledge
  • selling skills
  • focus
  • motivation
  • ability to work from home
  • fresh breath
  • CRM mobile app
  • Google Maps
  • clean hands
  • small talk
  • presentation
  • various apps for paying, tracking & note taking

There are many more lists that contain information about the latest technology and how it will benefit a sales professional. Did you notice anything missing from the list?  How about an updated CRM or a prospect list? Or a list of industries that use or need your product or service? Developing a prospect list can be done by you or an outside resource. During your meeting with prospects is the time to unleash your gifted selling skills. Your knowledge, motivation, Google Maps, presentation and  gift of small talk will help you close the sale with those prospects.

What’s missing off of your sales “must have” list?

Advertising that Costs $150,000 Per Second

Monday, January 19th, 2015

super bowl

Before the Super Bowl last year, NBC already started selling ads for Super Bowl XLIX.  NBC is charging about 4.5 million for  a 30 second spot. That is about $150,000 per second! And that is for just one spot!

At LeadGen we don’t charge nearly as much an eighth of a second of an ad running during the Super Bowl. And we target prospects – we’re not selling a meat lovers pizza to vegetarians. We hone lists and finesse messages to develop a rapport with prospects. One-on-one conversations with key decision makers who have the power to buy what you are selling.  We work seamlessly with your marketing efforts – and support those efforts. Are you emailing prospects, attending trade shows, planning an event, sending a direct mail piece? Meshing a calling program with any of these efforts will create the largest impact and put your company right in front of the prospects.

Thinking of your upcoming marketing efforts – does an ad during the Super Bowl or a direct calling campaign fit?

 

What Should You Do Before a Business Networking Event?

Sunday, January 8th, 2012

Getting the most out of a business networking event can be challenging. Here is a list of eight things you should do before an event to maximize your networking and prospecting potential.

  1. Bring your networking tool kit.  The networking tool kit includes: an ample supply of business cards, your name badge, any collateral material (flyers, brochures, etc.), and your marketing message (often referred to as your elevator pitch).
  2. Define your goalWhat is your goal for the event? Will you be able to achieve this goal? How will you achieve this goal? Goals could be about how many people you meet, the number of company contacts you establish, or meeting key people.

More…

The Allocation of B2B Marketing Budgets

Wednesday, December 7th, 2011

It is very interesting that firms are allocating large amounts of their marketing budgets to trade shows. What are they doing about prospect follow up? A recent article that I read stated that most leads/contacts from trade shows are not followed up on. It makes me think that companies should invest more of their budget in telemarketing to make sure there is proper lead follow up.

Most Challenging Marketing-Sales Funnel Process

Thursday, October 20th, 2011

This chart, provided by www.marketingsherpa.com, shows the results of over 1,700 B2B marketers who were asked what is most challenging in the marketing-sales funnel process.

MarketingSherpa.com Chart of the Week

As you can see, Lead Generation comes in a close second.  Using a lead generation expert, such as EAS LeadGen, will remove your lead generation challenges in this process and will provide you with prequalified, face-to-face appointments.

What do you find most challenging in your sales funnel process?

 

Need a 4th Quarter Sales Infusion?

Tuesday, September 20th, 2011

The third quarter of 2011 is upon us. Are your sales on target? The better question is, are you surpassing your sales goals?

It’s time to look at getting a fourth quarter sales infusion. Contacting EAS LeadGen, a professional lead generation firm, can help you increase your sales pipeline by providing you with qualified leads.

It’s time to amp up your game. Trade shows may be coming, email blasts are being sent out; what are you doing to follow up? To optimize the leads, hire a pro at optimizing. It is a very simple process:

  1. Contact EAS LeadGen
  2. Agree to a trial
  3. Provide us with a list or we will create one for you
  4. Attend your appointments
(There is also some paperwork that needs to be completed.)

Sales Presentations – What do people remember?

Monday, August 15th, 2011

This has been posted several places on the web – and I found it interesting when thinking about the sales process.

Do remember, during a sales presentation, people typically comprehend:

11% of what they hear

32% of what they see

73% of what they hear & see

90% of what they hear, see & discuss

For other great information about sales meetings/presentations, check out EAS LeadGen’s next newsletter. Sign-up here.

Greatest Sales People

Tuesday, March 29th, 2011

With EAS LeadGen being a business-to-business lead generation organization, our main focus is to generate leads for you to turn into sales. We found this article really interesting and thought we would share it with you. A complete article about these “Top 10 Sales People” can be found on www.inc.com.

Top 10 Sales People

  1. Mary Kay Ash
  2. Dale Carnegie
  3. Joe Girard
  4. Erica Feidner
  5. Ron Popeil
  6. Larry Ellison
  7. Zig Ziglar
  8. Napoleon Barragan
  9. John H. Patterson
  10. David Ogilvy

Each of these people has a very unique story. One of them found 1-800 Mattress, and another was the leading Steinway piano sales person with over $40 million in sales. They are pioneers in the sales industry.

Can you think of any other sales pioneers that should be listed?