Archive for October, 2011

The Benefits of Sales Outsourcing

Friday, October 28th, 2011

The increasing demands of your growing business have you stretched to the max. And that is not good for you or your company. But you do not have the resources to hire more employees and extra sales people, so what choice do you have.

Well, you have one great option – OUTSOURCING. The benefits of outsourcing your sales include:

•     Save a lot of money and gain more at the same time: An outsourced sales firm is cheaper than hiring a team of dedicated in-house salespeople.

•     Dedicated sales professionals: Since they are dedicated to one major side of the business (sales), the results are usually more significant than when the task is performed in house.

•     Utilizing a new market: Reap the benefits of outsourcing by engaging a third party service provider that understands the market who will enable the product to gain ground fast. This is ideal instead of spending a lot of company time and money hiring and training an in-house sales team for the same sales task.

•     Focus on core business activities: Spend your time growing your business and leave the sales to the professionals.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

Check us out on Facebook and Twitter as well!

Sources:

Get Repped: The Benefits of Outsourcing Sales

Seven Steps to Better Cold Calling and Thus Better Lead Generation

Friday, October 21st, 2011

It may be surprising, but a study found that 92% of Business-to-Business (B2B) buyers are open to cold calls if they are done by well-trained sales people. In fact, it is the untrained and often pushy marketers that have given cold calling such a bad reputation, making it even harder for qualified sales people to effectively generate leads.

Still, cold calling can be a very effective lead generation tool. However, for this to be true you first need to hire and train a dedicated sales team or hire a firm that specializes in teleprospecting. Then they must adhere to the following steps for improving teleprospecting performance. These steps include:

  1. Sustain the call: Do not pressure your prospect to make a decision on the first call. Teleprospecting is a process that takes time.
  2. Make every call count: Even if your target is unavailable, do not give up. Instead, ask if there is another decision maker available.
  3. Throw away the script: Telemarketers use scripts. Teleprospecters should not. Instead, have a conversation. Follow your call guide, but remain flexible.
  4. Respect the executive assistants: EAs can be very influential. Remember, they are constantly in contact with YOUR target. So treat executive assistants with respect.
  5. Always be relevant: Know whom you are talking to. Do not call a prospect without first knowing a little background about them, their business and most importantly, the issues they face and how your product can help solve them.
  6. Gain opt-in: Be proactive in your initial phone call and ask for permission to send additional information in an email. This will help you stay in touch.
  7. Always follow up: Your follow up calls or emails will most likely be more fruitful than your initial cold call.

Good luck. But remember, cold-calling needs to be part of a holistic lead generation strategy.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

Check us out on Facebook and Twitter as well!

Sources:

Seven tips for improving cold calling for lead generation

A Few More Tips to Help Generate High Quality Leads

Friday, October 14th, 2011

Remember, lead generation is not a single event or even a series of events; it is a process. And as with any process, your lead generation probably has room for improvement.

  1. Increase your program response rates: Get more of the right people in the right companies to respond across multiple tactics through testing.
  2. Improve your lead qualification process: To increase sales ready lead conversion rates, deliver leads that your team really wants based on your universal lead definition.
  3. Increase the communication between sales and marketing: Ensure that “sales ready” leads are being fully engaged by sales. Create joint service level agreement between sales and marketing to reduce time-to-sales follow-up.
  4. Improve lead management and nurturing: Build your marketing pipeline to increase your sales pipeline.
  5. Go beyond demand generation: This will help sales reduce friction in order to close more sales.
  6. Outsource: When in doubt, outsource your lead generation to a well-qualified company, like Grindstone.

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

5 Dials to Tune in Your Lead Generation Process B2BLEadBlog.com

Tips for Generating High Quality Leads

Friday, October 7th, 2011

What is the number one thing that sales people need to sell? More leads! But studies have shown that as little as 5 to 15 percent of all marketing inquiries turn out to be truly sales-ready opportunities. So the key is to generate BETTER leads, not necessarily MORE leads.

Here’s 8 tips that you can implement to drive higher quality leads now:

1.    Develop a Universal Lead Definition (ULD) with sales and marketing together

2.    Co-develop lead generation programs with your sales team’s input

3.    Get input from sales on target companies and contacts

4.    Rigorously qualify ALL leads against your ULD and pass only qualified leads to your sales team

5.    Leverage effective lead management practices

6.    Close the loop with sales on leads via feedback huddles

7.    Connect sales and marketing data in CRM especially to measure conversion

8.    Start lead nurturing now!

So get out there, make a few calls, and build those quality relationships. Or trust your lead nurturing to a company who can do all of that for you, like Grindstone.

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

8 Tips for generating high quality leads that sales people love B2BleadBlog.com