REDIRECTED – “Call Me After the Holidays”: The 2021 Edition

Winter is certainly coming, but the pandemic is not leaving. COVID-19 is continuing to uproot normalcy and force businesses to change their models. With new daily cases on the rise (as of this writing), the threat of another shutdown seems to linger around every corner.  The pandemic coupled with the frenzy of the holiday season is enough to make anyone want to hold off stressful decisions. It hasn’t been easy to be a salesperson in the last few years. 

Everyone is hoping that come the new year, the pandemic will slow down and ideally come to a screeching halt. Even so, it is important to take uncertainty into account when prospecting and understanding that, “Call me after the holidays” may also mean, “Call me when COVID is over”.  (more…)

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Prospect Qualification for Breakroom Suppliers

Prospect Qualification for Breakroom Suppliers

One of the most important topics you can cover with your sales reps: the effect that a successful qualification call can have on the sales process. The impact is inimitable. Proper qualification saves the sales team time, so that labor that can be properly allocated to pursuable opportunities. This process prevents pipelines from getting filled with an abundance of unqualified, or more so underqualified, prospects that drain your sales rep’s time and energy. Imagine dialing in multiple times over to the same prospect that is estimated to have 120 employees, only to reach them and find out they actually have 22 on-site! Or making 6 calls over 3 months to Suzie, who turns out to be a “coordinator” – hardly a decision-maker.

Although certain criteria requirements vary from Operator to Operator, the importance of an effective qualification call remains constant.

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The Consultative Sell on an Introductory Sales Call

The Consultative Sell on an Introductory Sales Call

Ask Questions To Learn About Your Prospects’ Wants And Needs

It is easy to fall into the trap of “I’m calling to give you a quote” rather than engaging in a meaningful dialogue. Asking good questions is the best way to learn more about your prospect’s needs and desires while, at the same time, building rapport. Rather than being viewed as “another Insurance agent”, you will become a valued advisor. This technique is referred to as consultative selling.

It would be easy if there was one right set of questions to ask that would always guarantee responses that we want. The best approach is to create a mix of open-ended questions that get your prospect talking, along with questions that easily yield a “yes” response or get the prospect thinking of what their current broker is NOT doing for them. (more…)

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Appointment Setting – Today’s Leading Sales Strategy

Appointment Setting – Today’s Leading Sales Strategy

We all know and love movies like ‘The Wolf of Wall Street’ and ‘The Boiler Room.’ They give us an inside peek of what the sales world is like: fast-paced, addictive, and deceptive. Well, that’s how Hollywood depicts it. As much as there is to love about these movies, they have tarnished the reputation of the sales industry and created mass confusion about what appointment setting is.  Luckily, we have research and industry statistics to explain what appointment setting is, what the benefits are, and why it’s best to outsource the practice.

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B2B Prospecting – Know Your Numbers

B2B Prospecting – Know Your Numbers

“Sales metrics can help you guide your prospecting efforts”
As Featured in: Inside Dental Technology

Written By Amanda Puppo, CEO of MarketReach
August 2018
Volume 9, Issue 8

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Hubspot Report Part Two – The Hard Truth About Acquisition Costs

Hubspot Report: Part Two – The Hard Truth About Acquisition Costs (and How Your Customers Can Save You)

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Chances are your Salespeople are Failing at this Critical Skill

Chances are your Salespeople are Failing at this Critical Skill

As a Telemarketing company, we hear it over and over – “Cold calling is dead.”

“No one cold calls anymore.”

“Cold calling is a waste of time.”

It’s hard for us to understand why the average success rate for cold calling is 1.48%.*

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Trends in Phone Outreach and Business Growth

Trends in Phone Outreach and Business Growth

Want to grow your business? Phone outreach is one most efficient and effective ways to generate revenue. But let’s be honest – it’s not easy.

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5 Tips To Achieve Successful Telemarketing Outsourcing

5 Tips To Achieve Successful Telemarketing Outsourcing

So, congratulations if you’ve decided to outsource a task to a company that is outbound. You are now definitely a step forward in the game of closing sales with your customers through appointment setting and relationship building with them. But, wait, you must be aware that outsourcing telemarketing can at times become very tricky to handle if you fail to implement it right. Just deriving outright results will not suffice if you do not appoint a telemarketing company that ensures to represent your business in a manner that’ll be consistent with the brand that you promote.

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Call It What You Want — Just Call

Call It What You Want — Just Call
 For Amanda Puppo, CEO of MarketReach, attending her intuitions has brought on two epiphanies that changed the course of her life.
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