Let’s face it, making contact with C-level executives and other decision makers is not an easy task. 92% of C-level executives NEVER respond to email blasts or cold-calls. According to the 2011 Sales Performance Optimization Survey from CSO Insights, the average...
Every morning I arrive to work, I spend about an hour or so scouring the discussion boards of LinkedIn. Not only do I find the dogfights between business strategies to be extremely entertaining but I also love seeing perceptions on discussions from both sides of the...
Leveraging social media and online communities to drive revenue works. You may remember the post Should Sales people be Blogging where we explained how IBM is leveraging social selling. In the Social Selling University we have had great speakers like Jill Konrath,...
There are many alternatives to cold calling. Most companies have already discovered that their customers are spending their time online in some social network like LinkedIn, Twitter or forum. Customers are asking questions and getting recommendations for products and...
Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. The word “cold” is used because the person receiving the call is not expecting a call or has not specifically...