Lead Follow Up
When cold calling phone prospects, over 60 percent of my calls are answered by voice mail. Any hints on how to entice prospects to call back?
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If your company goes to trade shows, the pre-show process is probably a well-oiled machine. The staff knows who is going, the proper signage is ready, the handout information is packed, and your team is ready to meet potential new clients. Getting everything together and organized may take some time but it is almost automatic to you at this point.…
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Q. My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail. What’s your opinion of this? A. I really think there are two questions here. The first has to do with this practice – Is it a good idea to…
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This is a Sales Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. Q. How do I get to see new prospects who won’t return voice mail? A. Since this continues to be one of the most asked-questions I receive, I’ve decided to spend several months on this…
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Larry Caretsky, Commence CEO, has released the white paper “Don’t Let Quality Leads Slip Away: Executive Takes Action with CRM Software.” Here’s an excerpt including the introduction and you can download the full white paper below: “As a sales executive of a computer software firm, I became consistently frustrated when comparing the number of leads that we generated every quarter to…
Read More This is a best practice for sales people by guest poster Erica Bell. Now, you’re probably thinking you’ve heard this many times before – how being persistent while on a call or making a pitch can improve your results. However, this article isn’t just about being persistent; it isn’t enough to just keep trying. Continuing your sales efforts at the right time and…
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