Tag Archives: lead generation

Building a Sales Pipeline – Part 5: Your Next Steps

In this series of blog posts, we looked at how to strategically and efficiently stock your sales pipeline. I hope you’ve gained some valuable tools and insights to turn indifference into curiosity among your prospects.    After having identified the universe for your offering (territory plan), having decided whom you should be calling on (targeted […]

Building a Sales Pipeline – Part 4: How to Converse with Executive Decision Makers

Last week we discussed why it’s important to connect with “above the line” executive at prospective companies, those who have the power to secure unbudgeted funds. Now we’ll look at what to say to those individuals when you’ve got them on the phone. How many times have you been delegated down to the project manager […]

Building a Sales Pipeline – Part 3: Creating a Targeted Conversational List

Last week we explored the competitive edge you’ll gain by connecting with prospects that aren’t currently looking for your product or service, and took a glance at the circumstances under which an executive would take a phone call from a salesperson. We pointed out that, though cold calling typically isn’t effective, it is a necessary […]

Building a Sales Pipeline – Part 1: How Do You Turn Indifference Into Curiosity?

In this series of blog posts, you’ll discover how to build your sales pipeline by turning indifference into curiosity among your prospects. Doing this doesn’t require a magic wand; it requires a solid game plan. In this blog, we’ll discuss how to develop a territory plan for your offering, and how to strategically determine your […]

Cold Calling – Part 4: Using the Telephone for Success

How I Learned to Stop Worrying and Love the Phone In the first 3 posts of this series, we looked at common prospecting complaints, different prospecting methods and the common denominator that links them, and the definition of a qualified lead. Now let’s delve into using the telephone for effective lead generation. After researching the […]

Cold Calling – Part 3: What is a Lead?

In my last post in this series, we learned that cold calling is considered the most ineffective method of lead generation. Still, calling prospects – be they hot, cold or warm – is required to generate leads. But what exactly is a lead, and what makes a good one? For under-performing sales people with below-quota […]

Cold Calling – Part 1: Identifying Common Complaints about Prospecting

Common Complaints Salespeople and Their Organizations Have About Prospecting I am always amazed to hear sales people complain about how difficult it is to build their pipeline, and therefore meet or exceed their revenue target. I often hear gripes like: Marketing is sending me poor leads and I am wasting my time going after them […]