sales Cold Calling Related Topics 
The Point
JUNE 24, 2022
Key Finding 2: Buyers leverage sales reps for information less (and later) than ever. Buyers are not only contacting sales reps less often (in this year’s survey, they dropped out of the top five most commonly used resources), but sales engagement is also being pushed later and later down the funnel.
The Point
OCTOBER 8, 2015
Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. And secondly, and more critically, these kinds of “touching base” phone calls are the worst possible use of a sales rep’s time.
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The Point
JANUARY 9, 2015
Conversely, the more the reader is forced to decide or ponder the reason or topic for that click or call, the greater the likelihood of hesitation. I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency.
The Point
JUNE 23, 2020
Cold-calling is dead. For those demand marketers promoting complex solutions, with long sales cycles, into large organizations, this is a must read. If we’re to believe the experts, the following is true: * Email is dead. Content marketing is dead. * The MQL is dead. When in fact, none of these things is true.
The Point
APRIL 22, 2009
If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. inside sales b2b lead generation lead generation telemarketing telesales.
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