Mike shared with readers that he “fell victim” to an appointment setting technique, and one that had his own organization, Green Leads, used, would give them a tainted reputation.  I’ve seen plenty of BDR’s send Outlook invites to their prospects prefaced with things like, “I hope you don’t mind me taking this initiative…,” or, “I know this may be a bit forward but…” and fully qualify those individuals because they wouldn’t have picked up their phone otherwise but for something that was on their calendar.  Mike’s article, entitled Appointment Setting: Was I Duped? MORE >>

As I was discussing last night’s two-hour opening with some of the BDR’s at work today, it got me thinking – how can you keep your teleprospectors from becoming “lost” on their sales prospecting calls? If you’ve got an in-house team of B2B lead generators or maybe you’re partnering with a vendor to provide you with sales qualified leads, naturally you want to make sure that the folks representing you and your organization over the phone are as effective as possible.  Know when to call your prospects. Ensure they know who they’re calling. Okay – big red flag here!  MORE >>

braving the last matrix of hell known as cold calling to start the conversation that will eventually lead to a deal.”. To set the scene, he’s mad because none of the rookies are passing enough leads.  And as it relates to teleprospecting, we either sell a prospect a time to speak with a product specialist or they sell us on a reason they’re not interested.  Tags: Lead Generation Sales Prospecting Tele-prospecting B2B Prospecting cold calling Sales teleprospecting liked the article a lot, and loved the comments from Sales 2.0 MORE >>

The look on their face when you say you’re in lead generation or teleprospecting is all you need to see to know that they think all you do is smile and dial.  Inevitably, no matter how much I studied my client’s product or service offering, some prospect wound up asking me a question that I didn’t know how to answer.  Talk to ten prospects and chances are you’ll have ten different sets of questions from them, because everyone is different.  Okay, before you read ANY further, I’m going to spoil this season of LOST for you if you read the following paragraph.  You know what?  MORE >>

Think about your prospects for a minute.  Do you prospect your prospects the way YOU want to or the way THEY want to be?  purports that if prospective buyers, Marketing, and Sales were all aligned, the sales cycle might not take so long.  The way I see it, there are three things you should do to make sure that your BDR’s are aligning themselves with how your prospects buy: . Make sure they spend more time listening to your prospects, rather than talking. Second, make sure your BDR’s spend more time listening to your prospects, rather than talking.  MORE >>