ViewPoint

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. Mike is author of two of my favorite books: “ New Sales. Simplified. ”

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. We have specialists in marketing and in sales, they need to figure out how to work, nimbly, together through the entire process with the most effective person/job doing their part at various phases of the customer journey. Do you agree these are lies?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

MAY 16, 2013

Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests. Sam Richter, author of "Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

MARCH 17, 2015

At the core of Mike’s philosophy is this quote from Chapter 1: “Many in what’s called the Sales 2.0 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. These false pronouncements are having a severe negative impact on sales performance.”

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

APRIL 1, 2015

Your eyes are wide open to your true priorities and making cold calls is not one of them. I know what that means to me, but I have no idea how that ties into a person’s style—except in a bad way. Personally, I would stop taking the cute marketing intern out for two-margarita lunches immediately, but that’s just me.

Cold Calling 120

Cold Calling Lead Scoring Lead Ranking Sales Qualified Leads 120

ViewPoint

JUNE 15, 2012

There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. If you have outside salespeople, always deliver a proposal in person. Take another look at trade show attendees as leads from trade shows still take fewer touches to close.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 15, 2018

You hear comments, in response to a sales manager’s questions about cold calling or appointments with new business opportunities, such as, “If I don’t keep on top of my current customers, they’ll go elsewhere.”. This represents an unacceptable level of accountability and risk to a sales person.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

MARCH 19, 2013

Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. Effective sales strategies stem from the talent to influence decision makers, not from relying on personal relationships. The EDGY Strategy.

Conversion 120

Conversion Terms and Conditions Cold Calling Advertising Agencies 120

ViewPoint

MAY 2, 2012

Companies are on Facebook, LinkedIn, Twitter, YouTube and have a blog—very often with just one person devoted to maintaining all these outlets. Individual interactions are much more likely to be more intimate in that we share matters of personal opinion and personal observation.

Social Media 120

Social Media Media BtoB Inbound Marketing 120