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What Constitutes a Valuable Sales Lead?

An important job for anyone in a sales management position is to define what “valuable” means with regard to leads. Not all leads are the same. Some leads will be very valuable. But other leads will have little value. Therefore, Read more ›

Unique Dynamics of “Cold Call” Prospecting Telephone Sales Calls

Most sales people have a pavlovian reaction to “cold call” telephone sales — quick glances from left to right (anywhere but straight eye to eye contact) and a determined effort to vacate the premises. The fact is that “cold call” Read more ›

Share Topics and Use Discussion Groups to Further Qualify Prospects as You Work on the Complex Sale

As I noted in an earlier post, the “Share” feature of typical Social Media (like Google+) delivers useful benefits to marketers working on the complex sale. Present appropriate and engaging topics germane to your product or solution to attract the Read more ›

Always Postpone Prospect Meetings When Unknown Participants Decide to Joint

Complex sales for enterprise customers invariably include discussions, and meetings with a number of contacts from the prospective business. A decision to purchase a complex product is rarely, if ever, made unilaterally within these businesses. Therefore, when otherwise unknown contacts Read more ›

Control Lead Generation Quality to Control Sales Results

The quality of leads generated through a business’ promotional efforts (including sales leads delivered from staff efforts) is very important to the actual results of sales efforts. Save a lot of time and a lot of money: make certain that Read more ›

Best Practices: Outbound Teleprospecting for Complex Products for Enterprise Business

As I have written earlier in this blog, a teleprospecting campaign can yield substantial results for sales of complex products targeted at enterprise business prospects. These substantial results can amount to high quality sales leads, depending on how successfully the Read more ›