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Cold Calling B2B Marketing sales

Why Most B2B Appointment-Setting Campaigns Never Work

For most businesses, getting their expert salespeople in front of new business prospects is the secret to fast growth and long-term business success. The challenge is, most seasoned salespeople are so busy supporting their existing clients that...

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Why Most B2B Appointment-Setting Campaigns Never Work

For most businesses, getting their expert salespeople in front of new business prospects is the secret to fast growth and long-term business success.

3 Ways to Make Gatekeepers Love You

What I am asked the most about by professional salespeople is cold calling strategies to get past gatekeepers. It is a tricky task that can frustrate

Smile Your Way to More Sales

If you have ever gone through customer service training in a call center environment, you have undoubtedly been trained to “smile with your voice.”

How Many Cold Calls Per Hour Should I Make?

One of the sales questions we hear most often is: “How many cold calls per hour should I make?” Like most sales process questions, there is no simple

Why Cold Calling Is Still Preferred to Reach B2B Prospects

As long as there are phones, there will be a place for cold calling in the B2B sales process. While we acknowledge that advanced technologies like

The 3 Keys to a Successful Cold Call Campaign

There is nothing that sales people hate to do more than make cold calls. Even the very best salespeople who make this activity a regular and

How to Build Rapport With Your Sales Prospects

Over the years I have developed some concepts that have enabled me to be successful in the sales field as a sales person, sales leader and as an

19 Ways to Get Past the Gatekeeper on a Cold Call

If the process of selling was a basketball game, moving beyond the gatekeeper is akin to the inbound play. The offense can’t move the ball or score

How Strong is Your Message? The Key to a Successful Cold Campaign

If you're in marketing or sales, you've probably sent out thousands of cold emails and made the same amount of cold calls to your prospects. With

Is Cold Calling Dead? Proof That It Is Not, From Our Own Data.

In 2012, the industry average was 4.7 calls to reach a cold prospect. Now it takes 9. Why? I sat down with our sales development team members who

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