Are You Still Waiting for the Return Phone Call?

It still amazes me how a sales person will make A (single) phone call and then sit and wait for their phone to ring with the return call of the week. Duh!

Look unless you used the most amazing and effective voice mail that made such a favorable opinion on the decision maker – they could not wait to call you back, then welcome to the real world of communication and contact with others.

The fact of the matter is – very seldom will you actually get a phone call back from a busy executive these days. They feel they have NO TIME to do anything except what is on their day planner for the day.

So how do you get someone to call you back?

By being aggressive yet patience at the same time. I know they seem to counter each other – aggressive and patience in the same sentence?

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Five Techniques to Improve Qualified Leads

Those of you who are regular readers of my b2b sales tips know I believe sales AND marketing should be tightly aligned in you want consistent increases in your b2b sales results.

Qualified Leads are one of the most important elements for improving sales results. Why? Because b2b sales people only have one precious thing to trade – their time. If a b2b sales person is chasing every lead they get without qualifying the lead – the b2b sales person loses their irreplaceable time they could have spent on a qualified potential customer.

Therefore, if Sales and Marketing are tightly aligned you will see these five techniques providing the majority of the new b2b sales leads…

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