“Call Me After the Holidays”

“Call Me After the Holidays”

As the cold weather approaches, so does the infamous objection that anyone making prospecting calls dreads to hear: “Call me after the Holidays”.

With Thanksgiving, Hanukkah, Christmas, New Years and other holidays on the horizon, the excuse that prospects won’t have time to talk until after the New Year is going to pop up often. Many prospects will get lost in the thought of good food and spending time with friends and family. While your mind may drift off into similar thoughts of your own, you can use this time to increase your sales pipeline into the New Year!

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The Evolution and Strategy of Outsource Sales from Amanda Puppo

In a fascinating episode of the Transform Sales Podcast, hosted by Amir Reiter, guest Amanda Puppo, a seasoned expert in the outsource sales industry, shares her journey and insights. Puppo’s story begins with a candid admission of being fired from her first job due to a lack of closing skills, despite being adept at cold calling. This moment of adversity propelled her towards entrepreneurship, eventually leading to the founding of her company, MarketReach, over two decades ago.

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Top B2B Sales Strategies for 2024

This year, it’s time for your business to start thinking about the sales strategies that will help them succeed in 2024. While it’s important to continually adapt and adjust your sales strategy to fit the needs of your business and your market, there are some tried and true tactics that have been on the rise for B2B businesses everywhere. 

Here are our top trending B2B sales strategies to try implementing in the coming year.

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Sales Tips for 2024

The new year always brings a fresh start, new ideas, new strategies and hopefully, new sales. Now is the perfect opportunity to revamp your company’s B2B sales and marketing plan. This article will show you how any company can improve its sales in the upcoming year, despite the challenges that may come along the way. Consider these sales tips for 2024: 

Prospect List and Qualification 

Get started by evaluating your company’s prospect list. Identify your most qualified business opportunities. Take some time to reconstruct your target market and focus your attention on them – particularly, your Top 100. It’s important to requalify your list to be sure you have the most practical targets during this time. Refine your list by deciding what factors make for the best segment to target.   (more…)

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How Companies Can Use Social Media to Increase Sales

How Companies Can Use Social Media to Increase Sales

Now is the perfect time to think about how your company can use social media as a tool to increase sales. Whether your company has been experimenting with social media for years, or is more recently diving in, a few things are for sure – social media can help you reach the prospects you are looking for, drive web traffic and, ultimately, generate more sales. Consider using these tips to improve your social media marketing strategy:   (more…)

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A woman making sales appointments.

How to Set Sales Appointments using B2B Telemarketing

Key Takeaways:

  • Find a telemarketing agency with a proven track record. Avoid off-shore telemarketing agencies.
  • Focus on lead gen, make sure to implement a lead qualification process so you don’t waste time on low-quality leads.
  • Don’t be pushy when calling your pre-qualified leads.
  • After you close a sale, deliver exceptional service. This leads to word-of-mouth referrals which makes more inbound leads for your business.

When you run a B2B business, your telemarketing can (and should) look different from other run-of-the-mill telemarketing operations. 

You need every call to drive a deeper relationship with your prospects. You need your leads to not just agree to set a sales appointment – but you need them to WANT to set up a sales appointment. 

Sales appointment setting through telemarketing can be a daunting task, so we’ve compiled a how-to guide to help you get started! 

Let’s dive in- 

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Measuring Sales Rep KPIs

Measuring Sales Rep KPIs

Key Takeaways

  • Identifying KPIs for your sales reps will help you evaluate their effectiveness.
  • Making your KPIs known to your sales reps will help them self-evaluate and improve performance. This reduces the need for intervention from you and other administrators.
  • When evaluating your sales rep’s performance, your highest priority KPIs should include:
    • Opportunity-to-Win Ratio
    • Number of Appointments Booked
    • Rate of New Contacts
    • Number of Qualified Leads
    • Average Deal Size
    • Customer Lifetime Value (CLV)
    • and Monthly Revenue
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Sales Tips for Insurance in 2024

After a long and arduous year, 2024 brings a fresh start. Now is the perfect opportunity to revamp your company’s commercial sales and marketing plan. This article will show you how any agency can improve its sales in the upcoming year, despite the challenges that may come along the way. Consider these insurance sales tips for 2024:

 Prospect List and Qualification 

Get started by evaluating your company’s prospect list. Identify your most qualified business opportunities. Take some time to reconstruct your target market and focus your attention on them – particularly, your Top 100. The pandemic has caused many businesses to change the way they do business, while others had to close down all together. Many producers focus on certain industry segments such as construction, restaurants and manufacturing, all whose ‘face’ has changed quite a bit this past year. It’s important to requalify your list to be sure you have the most practical targets during this time.   (more…)

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Sales Tips to Finish 2020 Strong

Sales Tips to Finish 2021 Strong

Even though there didn’t appear to be much of a “summer”, the calendar kept moving. Not long ago we were writing about What to Expect From Salespeople During this Time and Adapting Your Value Proposition, and now fall has already arrived. Whether vacations were canceled, rescheduled or modified, working people hopefully took some time off to refresh and sales has become top of mind again. Let’s turn up the momentum as decision makers return from their “summer” vacations, eager to start the last quarter strong.  

Track Your Efforts and Re-strategize. 

Identify the prospects you contacted these last few months, and ask yourself the following questions:  

  • Did you make ‘touch base’ calls by phone when businesses were adapting to the pandemic?  
  • Did you utilize any direct mail campaigns or email newsletters and monitor engagement?  
  • Did you attend any virtual networking events or conferences?
  • Did you enter new contact information into your CRM or prospect Excel spreadsheet?   

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The Prospect List

The Prospect List

Even the idea of creating a solid prospect list can be daunting. Your prospecting activity in your list reflects your entire sales pipeline. The more activity against your target market (e.g., phone outreach, email, LinkedIn or direct mail), the better the likelihood of building trust and sales activity that leads to closed deals and more referrals.

To create a steady pipeline, you must rely on the paramount foundation of sales activity, which is best kept as a running log of emails, phone calls and other marketing techniques to get attention, and then acquire sales. Here are some small steps to make the process less overwhelming.

Identify Your Sales Targets

To identify your sales targets properly, start by mapping out your core niche industries and geographic radius. Commission opportunities based on staff size and industry will dictate how best to spend your marketing dollars. If you’re going after property/casualty insurance or workers’ compensation—those groups in which staff size is more important than class of business—determine the staff size minimums that still can justify a marketing-spend in targeting them. (more…)

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