Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, marketing,
Gerri Knilans, President, Trade Press Services

Cold calling is an outbound marketing effort many consider outdated. In fact, there are countless blogs and articles proclaiming in large type, “cold calling is dead!” However, 90% of Fortune 500 companies consider telemarketing an effective marketing campaign and are still investing in outbound calling programs. So, the question is why?

One reason is that amidst rapidly evolving technology, human interaction and out reach are more important than ever. In fact, 70 percent of B2B sales come from human interaction, and 56 percent of those sales start with telemarketing. But cold calling takes skill. Here are some keys to turning cold calls into conversations.

the ceo magazine, revenue,
Rory J. Clark, Creator and Innovator, Focus Selling

It may be called the “summer slump,” but it’s really a revenue slump.

It happens every summer. It is the phenomenon called the “summer slump.”While vacations can be fun, it’s also a time of decreased productivity and missing creativity. Inaccurate forecasts and missed revenue targets are the norm.  To exaggerate the point, Europe is practically closed in July and August as people go on holiday.  Truly, the summer slump happens long before summer.  The cure for it, a way for you to bring distinctive advantage to your business, can be summed upin a word: activity.

emotional intelligence leadership

Research at the Harvard Business School has shown that Emotional Intelligence (EQ) – the ability to manage our own emotions and connect to the emotions of others – counts for twice as much as IQ and technical skills combined in determining who will be successful in their career and in life.  This is true if you are a CEO, the VP of Sales or Finance, or an individual contributor. 

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