Quantcast

From the category archives:

Customer Acquisition Process

Cold Call/Prospecting Best Times


What day is the best day for prospecting calls? What time of the day is best? My recent post titled Pounce… was focused on the preferred response strategy to follow up a lead generated via the web. Terrific report by Kellogg School of Management and Insidesales.com

Read more →

Pounce, Pause, Nurture or Wait?


“Within a day or two of sending an initial email to someone, leaving a phonemail or posting an interesting blog article or tweet, I see they (or someone from their company) have clicked into and visited our site.
Now, how aggressively do I go after them? Do I pounce immediately? Do I pause and call shortly thereafter? Do I just nurture them? Do I wait a couple days then call?”

Read more →

Salespeople Don't Know?


If your income depends on successfully selling a product or service, you know when changes are occuring. Communication with our customers changes. Decisions are being made by different people within the customer’s organization and the time frames begin to shift. Expectations in frequency, responsiveness and attention are all in flux. If you are in sales, you either know about these changes early on, or you are not selling much longer.

Read more →

Turn Contacts into Opportunity


Using Reach, salespeople and small business owners are able to immediately generate greater sales revenues and expand their number of qualified leads while building collaboration networks with other sales and business professionals. Sales people can now conduct business at new levels of productivity using the collective account knowledge of thousands of sales peers.

Read more →

Don’t Cold Call-Social Call


“Through observing what works, and what doesn’t, we’ve come up with six factors that determine whether a prospect will meet with you.” Nigel Edelshain

Read more →

LinkedIn® Reading List Feature


Are you using the Reading List feature of LinkedIn? You can elect to follow someone’s Reading List. Track the lists not only for those that you might have as a prospect, but also those that you respect. Might be a good idea to connect to the reading list of your executive team. Tremendous window into the interests of those that matter to you.

Read more →

LinkedIn® Groups-Where The Action Is


The real action on LinkedIn can be found within Groups. If you want to increase the benefits and rewards of being a LinkedIn user, consider joining one of the 212,026 groups on LinkedIn. These groups typically are open to everyone, and are comprised of professionals that have a specific area of interest, experience, affiliation or goals. There are Groups for Alumni associations, Community organizations, Industries, Professional Certifications, software programs and even geography. These Groups are an effective way to develop connections with others in your profession or area of interest.

Read more →

← Previous Entries