Business Development

Building quality business databases phone prospecting

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Database building by phone is about information gathering. That means finding out if the person you are calling is qualified for being added to your new client list. It’s here the weak prospects are weeded out…and the better qualified prospects  are engaged for careful and methodical follow-up calls. Be patient. Building high-quality business databases is process. You’ll get more appointments if you build your prospect list with routine follow-up calls. The ripple effect from real-time follow-up calls Real-time follow-up calls are a form of customer service. These calls can create huge business possibilities…building relationships and a respect for you beyond your […]

Direct Marketing

Discovery Call Qualification Process

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Discovery Call Qualification Process for Acquiring New Business Prospects What is your discovery call qualification process for acquiring new clients? A method I favor is over-the-phone sales prospecting. It’s simple and easy to manage because you can do the discovery call qualification process on your own time. But how to do it. Where to begin? Start with introductory cold calls that qualify each prospect to determine if your business is a good fit for what they need. Make your introduction specific and brief…twenty seconds or less. Keep your call relaxed, almost informal tone. A sales script you write yourself and are comfortable using […]

B2B Lead List

Business Development Database Building

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Business Development Database Building Start building your database by picking prospects you want developed. I do your hunting plus warm-cold calling & pre-sales qualifying with lead management & lead scoring with REAL-TIME follow-up calls for you. I give you full notes & clear records of each call at all stages…plus Daily Call Outcome Reports so you can share information and adjust  tactics. You track response and measure results. Quality Business Development Database Building Begins With You Educating Me About Your Customers. From you I learn about your customers —- what they want and expect from you vs. what your competitors […]

Business Development

Marketing Direct Custom Phone Prospecting Explained

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Forget old way telemarketing. How I contact your prospects is low key…one-to-one and not at all like you’d expect from cold call prospecting. This approach makes your prospects open to learning more about what you can do for him or her. Custom Prospecting Tailor Made to Your Specific Industry Niche But first I learn from you about your customers, your business and how you service your customers —- what they want and expect from you vs. what your competitors are offering. That way I come across as knowledgable and informed… just as you would want someone representing your organization to be […]

Business Development

Business Development Cold Call Process

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Effective Business Development Cold Call Process Unlike Old-way Telemarketing My business development cold call process incorporates a series of personalized customer experience engagements that contradicts every idea you’ve had about telemarketing. It completely eliminates the stigma and annoyance of old way cold calling. It gets your prospects and your customers to “open-up” and discuss what they REALLY want and need from your organization. I do your hunting plus warm-cold calling & pre-sales qualifying with lead management & lead scoring with REAL-TIME follow-up calls for you. You get key sales intel you would NEVER otherwise hear about.    Phase One:  Introductory warm-cold calls […]

Direct Marketing

Sales Follow Up Support

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Why You May Need Sales Follow Up Support  Either your sales people are too busy for sales follow up or have no confidence in working the leads your marketing people give them to pursue. This lowers your sales conversion rates, weakens your credibility with clients and potential customers and harms your bottom line. Why continue down that road? Have me do your pre-sales qualifying with REAL-TIME follow-up calls for you. Phase One:  Introductory warm-cold calls to find prospects worth pursuing. All calls by me real-time using TeleMagic contact management. No voice-mails! Phase Two:  Best prospects are nurtured by routine call backs from me and […]

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 […]

Direct Marketing

Sales Reps Sales Follow Up Problem

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 Is This Your Sales Follow Up Problem? Either your sales people are too busy for sales follow up or have no confidence in working the leads your marketing people give them to pursue. This sales follow up failure kills your lead generation conversion rates, weakens your credibility with clients and potential customers and harms your bottom line. Trouble is you or your sales manager fail to make sure your sales people make these sales follow up calls. Why so? I think Woody Allen has the answer when he says  “Confidence is what you have                 […]