Is Cold Calling More Difficult Than Closing a Deal or Vice Versa?

April 22nd, 2014 | by admin
By Neil Smith Cold calling is not about arriving at a sale but building up a chance of getting the sale. It’s something like grabbing a black cat in a dark room, you never know whether the prospec

Building a Marketing Analytics Strategy

April 16th, 2014 | by admin
We live in an age of big data and superior analytics. This gives you an opportunity as a marketer to understand your audience in a never seen before manner. However like with all challenges involving

B2B Inside Sales Mistakes Companies Make

April 15th, 2014 | by admin
By Neil Smith Many B2B businesses especially small and midsized ones are moving towards an inside sales based model these days. Which is natural considering the improved bandwidth provided by inside

Can Comments Generate Content?

April 9th, 2014 | by admin
A good amount of content on the web lies buried in the comment sections of your posts. If you look carefully you just might be able to turn this valuable raw content into something of use as part of y

Five Habits of Highly Effective Inside Sales Reps

April 8th, 2014 | by admin
By Neil Smith Inside sales is not easy and it takes a lot of drive, belief, skill set and a special type of personality to succeed in it. Companies are often built on the success of their sales team

Stay Motivated and Focused When Cold Calling

April 3rd, 2014 | by admin
Most sales people will rather endure a root canal then cold call.  In fact to quote a popular site  “Cold calling is one of the least liked tasks in sales. It's emotionally demanding because recei

Why you Should be Using Google Plus?

April 2nd, 2014 | by admin
According to the third party research and a recent Nielsen report, Facebook had 128 million unique visitors and they spent six hours per month on the site, meanwhile Google plus had 29 million visitor

Redefining BANT: The Need for a Quality Lead Qualification Criteria

April 1st, 2014 | by admin
By Neil Smith Most of us in sales would be aware of and familiar with the oft used acronym BANT. Whether it was qualifying leads or handling objections, BANT was the go to framework. However as year

Do You Really Think That You Are An Expert Solution Seller?

March 27th, 2014 | by admin
Answer the following truthfully with a ‘yes’ or ‘no’, then look at the answer key below. Most of my deals start with discussions well before the potential customer knows what they want.

Five B2B Demand Generation Tips

March 26th, 2014 | by admin
Demand generation is always critical to your business bottom line. A successful b2b demand generation program requires meticulous planning, proper execution and a suitable process to measure results.