… how well we DO it. – Erik Qualman, 2011… Continue reading
Teleprospecting vs. telemarketing
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Teleprospecting is prospecting for new business via the phone. Where telemarketing takes a one-size-fits-all approach to phone work, teleprospecting looks for live sales opportunities based on “pain” being experienced by the target market. If you are a teleprospector, a prospect should be speaking with you to help them solve a major business pain. The conversations will typically be scripted for the initial introduction, but after that, the representative making the call must be trained to listen intently to the answers being given and be ready to ask the most appropriate next question. Continue reading
Small B2B Businesses do benefit from social media. And here is why.
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In the consumer world, many companies send their visitors directly to Facebook. This strategy seems to be based on the fact that people are already on Facebook and why should companies encourage them to leave the environment. B2B companies will understand this year that it is more productive to drive traffic to their owned property, their website. This is where they control the environment are not Continue reading