Sales Archives | Page 4 of 6 | MarketReach Inc.

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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Amanda Puppo B2B, Cold Calling, Lead Qualification Process, Prospect List Management, Sales, Telemarketing, Vending, Coffee and Micro-Markets Comments Off

Rekindling Prospect Connections

How many networking events, trade shows, seminars, and conferences did you attend this past year? How many business cards did you collect? If you spoke with people at an event, gathered business cards, or connected for a brief moment on LinkedIn- you are now on your way to cultivating warm leads! The trick is to turn that connection into a sale. Writing down notes on business cards after meeting someone will warm up the introduction to the call or email when you reach out somewhere down the line. Distinct dialogue from that initial conversation will help them remember the time and build rapport. Attending various events are all great ways to meet people and gather leads, but without follow-up, how will you get closer to the sale? Those prospects will rarely come knockin’ on our door. Actively go after your target market through a conversation that uncovers whether there is a reason to pursue towards a sale. Here are a few tips to help you pick up the phone and start building and managing that relationship!

ORGANIZE YOUR LIST.

The day after an event, take time to organize and capture the new names you have collected on your prospect list. Add the names, contact information, where you met, and any pertinent information about them to a spreadsheet, if you don’t have a more sophisticated database management system. Highlight the “hottest” leads in red and call them first, or, insert a call priority field to notate the opportunity as A, B, or C. This activity will offer more clarity on how much time should be spent on any given lead. Then, use the sort feature so you can differentiate your leads based on call priority. (more…)

Amanda Puppo MarketReach Blog, Sales, Telemarketing Comments Off

The End of Summer: A Strong Finish to 2019

By Jessie Geevers

Back in the beginning of the summer, we provided tips to keep your sales pipeline flowing through the summer months. Now let’s keep the momentum going as the decision makers return from their summer vacations, eager to finish out the last quarter strong.

Track your efforts and strategize.

Identify the prospects you contacted these last few months via phone or email, and ask yourself the following questions: Aside from traditional forms of outreach, did you utilize any direct mail campaigns or email newsletters and track clicks? Did you host or attend any summer networking events or conferences? Did you enter new business cards and contact information into your CRM? Did you get your foot in the door when business was slower in the summer? If you engaged in any of the above, hopefully you were recognized for your efforts to distinguish your company among the competition. Your summer efforts can push you forward in the line of competitors vying for the same business now that fall is around the corner.

There is no time like the present to follow up. Find out if there were any holes in your lines of communication. Who did you meet with this summer that should hear from you again? Identify these opportunities and strategize by assigning priorities to each task. (more…)

Amanda Puppo B2B, Insurance, Marketing, MarketReach Blog, Sales, Vending, Coffee and Micro-Markets Comments Off

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…)

Amanda Puppo Appointment Setting, B2B, Cold Calling, Insurance, Sales, Telemarketing Comments Off

You Better Believe What You See

HOW VISUAL MARKETING CAN ENHANCE BUYER AND ORGANIZATIONAL UNDERSTANDING

MarketReach sells Sales Appointments. But did you know we also sell visual sales and marketing collateral? What does this mean for your business? What follows is a series of tactics and statistics that are representative of how the conveyance and discernment of information has evolved.

Business executives and marketing departments create a focus on making their product “sticky” by impressing upon the minds of their buyers. The effort to differentiate their respective value proposition from that of the competition has become increasingly more important. A less explored avenue is the resource of organizational belief- the belief structure inside the organization that internally promotes the product or service and empowers sales teams to work well beyond the desire to generate revenue. (more…)

Amanda Puppo Marketing, MarketReach Blog, Sales, Trends and Research Comments Off

When Customers Want to See the Human Behind the Product

Harvard Business Review article by Adam Waytz on June 05, 2019

Everywhere you look these days it seems that modern commerce has been designed to separate humans from each other. Smartphones keep our attention locked in a virtual realm, online retail allows us to browse and shop without leaving our home, and automated tellers and cashiers seem designed to remove human interaction entirely.

My research and that of others shows that when people think of what it means to be human, they typically consider two fundamental capacities: conscious experience (i.e., the capacity to feel) and agency (i.e., having thoughts and intentions). Human-to-human interaction is central to this conception. As a result, businesses that try to distance its customers from other humans are missing a critical tactic — refocusing their products on services around the power of human interaction provides an opportunity to create enormous social and economic value.

Human contact has an almost magical power: For example, research shows that holding a spouse’s hand or in some cases even holding a stranger’s hand reduces the aversiveness of painful stimuli (e.g., excessive heat, electric shocks).

A human touch also imbues experiences and products with special significance and so increases people’s perception of the value of those (more…)

Amanda Puppo B2B, Marketing, MarketReach Blog, Sales, Telemarketing Comments Off

Don’t Let Your Pipeline Dry Up this Summer!

Summertime is here: the weather’s hot – but don’t let the summer heat wilt your business. In fact, summer is a great time to market – no matter what type of business you have.

Sure, it’s true, more people go on vacation during the summer, but that doesn’t mean that companies shut their doors and head to the beach for the entire three months of summer. The average worker gets two or three weeks off, and the rest of the time it’s business as usual.

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Amanda Puppo Appointment Setting, B2B, Lead Generation, Marketing, MarketReach Blog, Sales, Telemarketing Comments Off

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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Amanda Puppo Appointment Setting, B2B, Cold Calling, Sales Comments Off