The Art of the Voicemail: Call Me Back, Please!

To leave a voicemail or not to leave a voicemail – that is the question! Leaving a voicemail “cold” and hoping the prospect responds can be wishful thinking. Many times it’s a better use of your time to move on and not leave any message. Here are some strategies to encourage that elusive call back. Provide a convincing reason for … Read More

How Outbound Calling Helps with Branding

Most medium to large companies focused on B2B sales employ an inside sales/telesales team as a tool for appointment setting. But, a frequently overlooked benefit of this team is its effectiveness in driving brand awareness. Telephone calls to build branding? Can this work? The answer is a resounding YES, and its impact seems to be on the upswing. Obviously, those … Read More

Active Listening in B2B Cold Calling

Active Listening – It’s not so much about what you say, it’s about what you hear. Have you ever heard the saying “less is more?” Nowhere is that more applicable than on a sales call! The minute a caller feels the need to drive his or her point home with an arsenal of facts and figures, the more successful caller … Read More