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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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POSTS IN Cold Calling

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.
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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
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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.”
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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
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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
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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
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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
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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
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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
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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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