28Jun/13

Call Metrics For Outbound Prospecting: Part 2

June 28, 2013Metrics, Outbound ProspectingElisa Ciarametaro

Call metrics for social media activity count activities and connections. Find how to note and track your outbound prospecting calls, to include social media activity

31May/13

Call Metrics For Outbound Prospecting: Part 1

May 31, 2013Metrics, Outbound ProspectingMetrics, Social mediaElisa Ciarametaro

Some do outbound prospecting by email or calls only. Do we stop measuring at call based metrics only? Consider the role of social media in how we know our prospects.

29Apr/13

How to Use Customer Knowledge for Better Outbound Prospecting: Part 2

April 29, 2013Lead GenerationCustomer Knowledge, outbound prospecting, Outbound SalesElisa Ciarametaro

A well thought process to gather and share customer knowledge provides powerful insight for your outbound prospecting initiative.

16Apr/13

How to Use Customer Knowledge for Better Outbound Prospecting: Part 1

April 16, 2013Lead GenerationCustomer Relationship, outbound prospecting, Outbound Sales, salesElisa Ciarametaro

Customer knowledge is often spread across an organization. Find out how to gather and use it before doing outbound sales prospecting

28Feb/13

Why is Accurate Data so Important in Outbound Sales Prospecting?

February 28, 2013Lead Generation, Outbound ProspectingLead Generation, Market IntelligenceElisa Ciarametaro

Accurate, current prospect data stands behind any successful outbound sales prospecting initiative. Here’s why you should get the data you need about your niche.

30Jan/13

Tap New Opportunities in Existing Accounts: 3 Outbound Prospecting Tips

January 30, 2013Outbound Prospectingclosing opportunities, field representatives, target accountElisa Ciarametaro

When reaching out to target accounts, work closely with field representatives before your outbound prospecting campaign to help you find untapped opportunities.

09Nov/12

Inside Sales Part 3: Getting Management Support

November 9, 2012Inside Salesorganization, sales managementElisa Ciarametaro

Here are 4 tips to help you introduce inside sales into your organization. This approach puts you in the strongest position to achieve success.

27Oct/12

Inside Sales Part 2: What You Need For Success

October 27, 2012Inside Salesmanagement process, organizationElisa Ciarametaro

Inside Sales Requirements: A brief list of 17 resources you will need to organize a well-run operation

15Oct/12

Inside Sales Part 1: What It IS, and Why It’s Important

October 15, 2012Inside SalesOutbound Sales, Planning ProcessElisa Ciarametaro

The inside sales enables customers to buy through outreach, instead of in-person meetings. This has proven to be an efficient model for many organizations.

21Sep/12

Outbound Prospecting: Why a Request for Information Is the Kiss of Death

September 21, 2012Outbound ProspectingRequest for InformationElisa Ciarametaro

In outbound prospecting, your contact’s request for information may seem like a good step during a call. Here’s why it’s not the forward motion it may seem.