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Author: Ken Krogue

The Seven Rules of Cold Calling [INFOGRAPHIC]

Do you need cold calling tips to get more clients? When is the best time to cold call? Learn the rules for cold calling success here! In this article: Cold Calling Tips for Successful Lead Generation Immediacy Persistency Optimize Time of Day Day of Week Get Direct Dial Numbers Local Presence Seven Rules of Cold Calling and Responding to Leads Click here to jump to the infographic. Cold Calling Tips for Successful Lead Generation When is the best time to cold call potential clients? When it comes to cold calling a prospect, there are certain rules that should always be followed....

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Inside Sales Tips: Sort Tire Kickers From Buying Signals

Depending on the type of lead used to generate them, a prospect can either be a Tire Kicker or a Buying Signal. Knowing the difference can help you move your prospects further along the lead funnel. In this post, you’ll learn the difference between Tire Kickers and Buying Signals, which can help you achieve exponential growth in your business sales. In this article: What We Discovered about Our Buying Leads The Difference between Tire Kickers and Buying Signals Sorting Sales Leads The Mistake We Made Free Lead Response Management Study Tire Kickers | How They Differ from Buying Signals...

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10 Executive Conference Gems To Consider In 2018 And Beyond

From my experience, busy C-level executives are increasingly avoiding the biggest trade show events. Why compete with thousands of conference goers for key meetings and conversations? In contrast, leaders are doing an increasing amount of their business at the smaller, more exclusive events. This is also where they get ideas and data that can transform the way they run their department or company. What today’s leaders need to know is what’s working from their counterparts at other companies, allowing them to implement fresh (and proven) ideas and strategies of their own. Here are my picks for ten of the best events...

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Why Sales Reps Spend Less Than 36% Of Time Selling (And Less Than 18% In CRM)

It’s no secret time management is one of the highest requirements for succeeding in sales. But a new study of more than 720 reps (including in-depth interviews with more than a dozen) proves what we had predicted in our snapshot survey of 200 reps during Dreamforce. Today’s salespeople are spending the majority of their time on activities other than sales. Here’s the kicker: nearly two-thirds (64.8%) of reps’ time, on average, is spent in non revenue-generating activities, leaving only 35.2% for functions related to selling. Field reps are somewhat ahead, spending 3.1% more time selling than their inside sales counterparts. Only 22 Percent of...

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