Business Development

Business Outreach Cold Calling

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Business Oureach Cold Calling FAQ plus Tested Tips Question: Why do B2B sales managers consider business outreach cold calling obsolete? Answer: Social media and web based marketing are their focus. And cold calling is misery for their sales people. Question: Is cold call otreach effective? Answer: Harvard Business Review On-Line says cold calling is “the most effective way  to set up appointments with the right decision makers at your target accounts…and should be used by every B2B sales force.” Tips and advice George Clay Effective business development cold calling is a skill—one that can be learned, honed, perfected. Never “Wing It”. Use a script. It […]

Business Development

Your lost customers

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Get back lost customers —- clients you have spoken with or sent a proposal to in the past but didn’t win the business.  I have something that might help you win back a few lost clients. I am suggesting you gently re-establish your presence in a way that builds trust. That way you have a better chance to develop a relationship with some of these clients. And from there incrementally edge your way back by taking on smaller pieces of business. Letting them drift away and giving up on them for good or waiting too long before reconnecting are mistakes […]

Direct Marketing

Cold Call Marketing Process Business to Business

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Step-By-Step Cold Call Marketing Process  What if I told you that an effective cold call marketing process is completely different from old way telemarketing? You would say I am out of touch with the digital age and that cold calling is dead. Harvard Business Review On-Line   Yet Harvard Business Review On-Line says this business practice is “not only alive it’s kicking and should be used by every B2B sales force.” What I’m describing is the art of generating qualified cold call sales leads with an introductory phone call…and then developing the most qualified prospects with follow-up calls, personalized e-mails […]

Business Development

Generating Qualified Cold Call Sales Leads

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Step-By-Step Process Generating Qualified Cold Call Sales Leads  What if I told you that generating qualified cold call sales leads is a methodical process completely different from old way telemarketing? You would say I am out of touch with the digital age and that cold calling is dead. Harvard Business Review On-Line   Yet Harvard Business Review On-Line says this business practice is “not only alive it’s kicking and should be used by every B2B sales force.” What I’m describing is the art of generating qualified cold call sales leads with an introductory phone call…and then developing the most qualified […]