Get Over Cold-Calling Reluctance Permanently August 15th, 2013

Originally posted on by: Keith Rosen By Keith Rosen, MCC The Executive Sales Coach TM If you’re like many salespeople, the idea of prospecting or cold calling to generate new business — although effective — may not be the primary revenue-generating activity that excites you. When salespeople resist cold calling, sales managers often respond [...]

6 Tips for Differentiating in the Selling Process August 15th, 2013

Originally posted on by: Mike Schultz See an article about differentiation and it’s likely to be about marketing. Differentiation often starts with marketing, but it’s in the selling process that it truly comes alive. Here at RAIN Group, we recently analyzed just over 700 business-to-business sales made to buyers who represent $3.1 billion in [...]

How to Find, Hire, Train and Compensate a Telemarketer to Make Your Calls. June 1st, 2012

So you’re an insurance agent, real estate agent or other professional and you’re getting frustrated with your lead source. You’ve done direct mail where you’re getting less than a 1% return and other leads are either too expensive, shared with other agents or have just dried up. And you know other agents that are having [...]

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