Bad telemarketing vs intelligent lead generation

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We know that ‘telemarketing’ has a bad rep. It conjures up visions of tightly-packed call centres with clinically symmetrical desks, and perfectly aligned dividers. It makes you think of automated dialling systems, and transient individuals…

What’s the magic number for lead gen cold calls per day?

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The more, the better There’s the ‘as many as possible’ crowd, who value quantity over quality. We’re talking 100-120 calls per day. And sure, that works, in its own way. But it’s hard work, and apart from a very few exceptional…

Is Christmas really a dead period for new business prospecting? Think again.

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It’s only October, and frighteningly, I’ve spotted Christmas decorations and advertising going up already. I call this the ‘Christmas creep,' as the season seems to start earlier every year. For many retailers, Christmas shopping accounts…

How to terrify your salespeople in 1 easy step

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Saying these two words will strike fear into the hearts of most salespeople: Cold. Calling. I recently saw this tongue-in-cheek comment in another blog: What do you call a salesperson who will not cold call?  An account executive. To…