Posts Tagged ‘Business to business’

The Reason Countless Companies are Losing Business :: Business Development

Friday, June 15th, 2012

Companies all across the nation are losing sales for one simple reason: their sales representatives are not adequately trained in critical thinking. Instead, they rely on scripts. But this is not how business is conducted…at least not success business.

Sales Tips: How to Close a Sales Deal

  1. Build a Relationship: Prospects want to be talked to, not talked at. They want to feel as if they are being heard and that their needs are being met. It is up to the sales rep to make sure this happens. And since this type of conversation requires almost constant adaptation, it cannot be achieved using a script.
  2. Ask Questions: Prospects will be eager to tell you what they think. This also shows that you care about your prospect’s opinion.
  3. Be Personable: Be energetic. No one wants to do business with someone who seems disinterested in what they are selling. If you are not excited about your product or service, why should your prospect care?
  4. Think on Your Feet: If you start to lose a prospect’s interests, you need to figure out how to regain their attention. This cannot be done by reading a script.
  5. Be Flexible: If the sales call starts to go in an unintended direction, go with it. Do not be forceful. Conversations do not follow scripts.

Of course, if you would rather leave the selling to the professionals, outsourcing is always an excellent option!

B2B Telemarketing, B2B Telesales, and B2B Appointment Setting with Grindstone Business Development

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 B2B 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 our B2B Telemarketing, B2B Appointment Setting, and B2B Telesales, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

 

How to Succeed in Sales :: Sales Tips for every Salesperson :: Grindstone

Friday, May 18th, 2012

Forget about the product. Forget about the service. You can even forget about your company. Sales is about forming relationships. Sales is about a salesperson and a potential client. How do you connect? Can you offer him/her something that no one else can? And when you leave that meeting, will the potential client remember you?

That’s the trick: being memorable!

You can know the benefits of your product / service inside and out, backwards and forward. But if you do not make a lasting impression, you have failed to adequately do your job.

Out of sight. Out of mind. Out of business!

Below, you will find 6 tips to help you become a more memorable and thus a more successful salesperson.

  1. Opinions don’t make Sales: Don’t tell someone what your product / service will do for them. Show them what your product / service will do for them!
  2. Be Different: Do something unusual. Every other salesperson will walk into your potential client’s office, introduce themselves, give their sales pitch, thank the client for their time, and leave. What is memorable about that? So how will you set yourself out from the crowd?
  3. Be Exciting: If you are not excited about your product / service, why should your potential client be excited about your product / service?
  4. Less is More: The less you say, the better you will be remembered. Let your product / service do the talking for you.
  5. Don’t be Overly Confident: Some times, confidence comes off as being overly cocky, which can hurt you more than it can help you.
  6. Grindstone Business Development: Or, if you would rather avoid rejection, you can leave the sales work to Grindstone Business Development!

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 B2B 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 about how telemarketing can help you, contact the Grindstone Business Development Group by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

If you have any questions our Outsourced Sales, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

6 Habits of Truly Memorable People

 

Stubborn Clients who Fail to Pull the Trigger :: Business Development Tips

Friday, April 27th, 2012

As a sales person, there are few events more frustrating than a customer or client who fails to pull the trigger, slowly stringing you along. Everything up to this point was positive. All the signs pointed to a sale. But then nothing happened…something went wrong. When it came time to close the deal, your client suddenly hit the brakes.

But you refuse to lose this sale. So what do you do?

The answer: a Compelling Event.

“A Compelling Event has an economic owner, a defined date, and is a direct response to a business pressure. The action is expected to deliver a significant business result (either improving opportunity/capability or reducing pain). The compelling event defines the reason for the economic owner to act.”

Dimensions of a Compelling Event

  1. Internal Pressure: Are there any forces within the prospect organization that are driving a decision to be made?
  2. External Pressure: Is there pressure from shareholders, regulatory agencies, or other 3rd parties that are creating a deadline?
  3. Personal Impact: How does the purchase decision impact the individuals in the prospect organization? Does professional advancement depend on the outcome; or the opportunity to achieve a bonus?
  4. Consequences: Are there any negative consequences of doing nothing? Are careers at risk?

Some sales decisions are easy, requiring no compelling event. Others, like the one we described above, need a little extra motivation. And, when this is the case, it is up to you to create that compelling event!

Leave the Selling to the Professionals

When in doubt, leave your company’s sales and negotiations to the sales experts at Grindstone Business Development.

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 B2B 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 about the Sales Process and Compelling Events, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

Will This Deal Ever Close? A Compelling Event

Tips for Improving your Business’ Phone Practices

Friday, April 6th, 2012

With travel costs through the roof, more and more businesses and salespeople are having to rely on phone calls in order to build rapport with potential clients/customers. The problem is that many salespeople do not processes the skills necessary to effectively build relationships and close deals over the phone. Many inexperienced salespeople (and even some experienced ones) talk too fast, mumble, blather, make remarks that would only make sense with an accompanying hand gesture, etc.

Tips to Improve Your Business Telephone Skills

1.   Record and Review: Record a few of your business phone conversations. Listen to hear what you are doing right and what you are doing wrong. These strengths and weaknesses will be much more evident when you listen to yourself.

2.   Agenda: Know what you are going to say and have talking points ready. Nothing kills a phone call more than silence.

3.   Listen: Make sure you are actually listening to what your potential customer/client has to say.

4.   Pause Briefly Before Responding: Silence is bad. Pausing is good. Take a second or two to formulate an intelligent thought before responding to a questions or comment. Nothing sounds more unprofessional that “uuuuuum.”

5.   Leave The Telesales and Telemarketing to the Professionals: When in doubt, leave your company’s telesales and telemarketing duties to the professionals, like Grindstone Business Development.

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 B2B 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.

So go back to doing what you do best and let Grindstone handle all of your business’ sales!

If you have any questions our Outsourced Telesales, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

How to Work the Phone: 6 Tricks

Making Great First Impressions: The Key to Successful Sales Calls

Friday, March 30th, 2012

While sales has a lot to do about what you are selling, it has even more to do with how you sell that specific product or service. More importantly, sales is about building strong working relationships. After all, sales are conducted between people.

The secret to building a strong working relationship is making a great first impression!

Tips for Making a Great First Impression

  1. Relax: If you are nervous, you will make the prospect nervous.
  2. Smile: Smiles make a difference and can help to break that initial tension.
  3. Handshake: A good handshake says things about you that words never can.
  4. Eye Contact: Making eye contact is a sign of respect and shows that you are engaged in the conversation.
  5. Be Yourself: If you are putting on an act, it will show. Be yourself and let the sale happen naturally.
  6. Show Interest: Listen! Listen to the client’s needs. Listen to what he/she has to say. Listen to everything. By showing an interest in the client, you are showing that you care about their needs.
  7. Be Confident: Being confident coupled with being relaxed leads to a projected self-assurance that is both interesting and attractive.

Happy Selling!

But if you would rather leave the selling to the professionals, contact Grindstone Business Development.

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

•      B2B lead generation

•      Database updating

•      Telemarketing

•      Customer retention

•      B2B 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 our Outsourced Business Development, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

MAKING A GREAT FIRST IMPRESSION

Is Marketing a Part of Sales, or is Sales a Part of Marketing?

Friday, March 23rd, 2012

As a small business owner, you do not have the luxury of hiring specialists for each and every business-related task you have. Because of this, many departments handle multiple roles within a company. And more often than not, marketing and sales get lumped together.

This got us thinking; is marketing a part of sales, or is sales a part of marketing? Is your sales team in charge of marketing or is your marketing team in charge of sales?

“There really is no reason to categorize something as ‘sales’ and some other thing as ‘marketing’ – that is exactly what restricts companies from developing their business,” wrote one business development expert. “Those are just words that refer to interacting with the customer at different stages of the information exchange between the buyer and the seller.

Sales and marketing are just flip sides of a coin. One is absolutely worthless without the other!

So how can you, as a business owner, better balance your company’s marketing and sales responsibilities?

Outsourcing!

More importantly, outsourcing to Grindstone Business Development.

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 B2B 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.

So go back to doing what you do best and let Grindstone handle all of your business’ sales!

If you have any questions our Outsourced Sales Services, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Today’s Business Climate Demands Specialized Sales Teams

Friday, March 16th, 2012

In today’s tech-savvy business world, buyers are much more knowledgeable about what they want than ever before. And with the state of the U.S. economy, business owner’s and decision makers are being stingier than ever before, as well.

Because of these factors, the role of the salesperson is quickly changing. No longer is the best salesperson the best conversationalist – that smooth-talker who could “sell water to a well.” Instead, today’s sales process demands a joint effort – a collective sales team working together to achieve a common goal.

Successful and consistent selling does not come from great individual performances. True success is only achievable when salespeople work well together, in a collaborative and consistent manner.

Because of this, more and more businesses are opting to outsource their sales needs to professional business development firms with the resources and the sales experience to cope with today’s demanding sales process. So if you are looking to boost the profitability of your business, then contact Grindstone Business Development.

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 B2B 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.

So go back to doing what you do best and let Grindstone handle all of your business’ sales!

If you have any questions our Outsourced Sales Services, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

A New World Approach to Transforming the Sales Team

Outsourced Business Development

Friday, March 9th, 2012

As a business owner in a world that fears change, it is often hard to grow your business. This is because in order to grow, you must first change. This is the primary idea behind business development. But if this change is not handled the right way, it brings with it some very real risks, including: failure, embarrassment, unnecessary costs, and the loss of prospects.

In many cases, you must convince your own company to change so you can sell change to a prospect. You must convince both parties that even if your current sales processes are working, they can be improved upon. So, in order to be successful, business development sales people must manage this “fear of change” at both the prospect and at their own company.  This takes a specific skill set, a skill set that is not inherent in many individuals or organizations.

This is why many companies elect to outsource their business development needs to a professional firm – a firm like Grindstone Business Development.

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

•      B2B lead generation

•      Database updating

•      Telemarketing

•      Customer retention

•      B2B 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 our Outsourced Business Development, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

A Word About Business Development

The Benefits of Outsourced Telesales in Atlanta, Georgia

Friday, March 2nd, 2012

More and more Atlanta companies – from small businesses to fortune 500 companies – are turning to outsourced telesales as a way to cut costs without sacrificing performance. Such a service allows you to increase sales, decrease overhead, and maintain a tighter focus on their core business competencies.

Other benefits of outsourced telesales services in Atlanta, include:

  • Growing your Business: Outsourced telesales in Atlanta allow you to focus your attention on what matters most.
  • Utilize Sales Experts: Outsourced telesales firms are experts at selling. So instead of hiring and training employees with less than stellar sales backgrounds, you can put your trust in a proven company.
  • Customizable Sales Campaigns: Business development firms in Atlanta can totally customize your outsourced sales campaign to sell YOUR products and YOUR services.
  • See Results Fast: A Professional Telesales Firm in Atlanta will help you see concrete results and increased sales.
  • Lower Overheard: Outsourced telesales in Atlanta provides a lower cost and greater value alternative to recruiting, hiring, training, and employing a full, inside sales team.
  • Return on Investment (ROI): All the above benefits mean that your investment will be well worth it!

As you can see, there are plenty advantages of outsourced telesales in Atlanta. But you will only realize these advantages if you work with the right company – a company like Grindstone Business Development.

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.

So go back to doing what you do best – growing your Atlanta business – and let Grindstone handle all of your business’ sales needs without distracting key internal personnel from their main business focus.

If you have any questions our Outsourced Telesales Service in Atlanta, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Texas Sales Outsourcing Services: The Benefit of Outsourced Sales in Dallas

Friday, February 24th, 2012

Being a small business owner in Dallas is hard enough. You barely have enough income to get by, let alone hire an entire team of in-house specialists. As a result, you are personally in charge of accounting, marketing, customer service, and, of course, sales. But there is just not enough time in the day for you to do everything you need to do to make your business successful. So you have a few options…

1. Ignore one aspect of your business to focus more fully on another. This is obviously not a real option. You cannot afford to ignore any aspect of your business.

2. Hire additional in-house employees. Well, if you could afford it, you probably would have done this already.

3. Outsource!

Outsourcing sales to a professional business development firm in Texas could be just the solution you are looking for! There are several benefits to sales outsourcing Dallas, including:

Saves Your Business Money: Did you know that you can outsource sales and utilize  an entire team of sales specialists for less than the cost of a single, full-time employee? For this reason, outsourcing provides an excellent Great Return on Investment (ROI).

Focus on Core Business Activities: Let your professional sales firm focus on selling while you focus on what is important, like growing your business.

Fast Results: Outsourced sales teams are experts in selling, trained to deliver fast results.

Other Advantages of outsourced sales in Dallas, include:

•      Expand into New Markets

•      Professional Telesales/Telemarketing

•      Dedicated Sales Team

•      Professional Lead Generation

As you can see, there are plenty advantages of outsourced sales in Texas. But you will only realize these advantages if you work with the right company – a company like Grindstone Business Development.

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 – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!

Check us out on FacebookLinkedInGoogle+, and Twitter as well!