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.

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.

07Sep/12

Outbound Prospecting 101: “Thank You” has Value to Prospects 10 Ways

September 7, 2012Messaging, Outbound ProspectingEffective Business Communication, Thank YouElisa Ciarametaro

Thank you is a message that is too often overlooked. It shows good follow-up skills and sets you apart. See 10 tips on sending a thank you message to prospects.

17Aug/12

Outbound Prospecting 101: 5 Tips to Align Sales and Marketing

August 17, 2012Outbound ProspectingAlignment, Sales and MarketingElisa Ciarametaro

Alignment between sales and marketing teams improves prospecting results. Often these teams conflict instead of cooperate. See 5 tips to improve alignment.

07Aug/12

Outbound Prospecting 101: 5 Tips for Better Phone Calls

August 7, 2012Focused Outreach, Outbound ProspectingTelephone skills, TipsElisa Ciarametaro

5 basic tips to make outbound prospecting successful, even enjoyable – the first in a series of 20 tips to improve your outbound prospecting experience.

06Jul/12

Lead Development List Building: The Case for Clear, Clean, Concise Data

July 6, 2012List Building, Outbound Prospectingmanagement processElisa Ciarametaro

Building your list of outbound prospects can be a thorny issue. Consider 5 key points to avoid conflicts amongst those reaching out to prospects and customers.

08Jun/12

10 Reasons Why Prospecting to Few Accounts May Need More Support

June 8, 2012Outbound ProspectingElisa Ciarametaro

Find out if your prospecting strategy really covers your present accounts and provides the support you need to grow your business.

25May/12

Do Your Lead Development People Join Sales Calls? Pros and Cons

May 25, 2012Lead Generation, Methods, Outbound ProspectingOutbound Sales, TechniquesElisa Ciarametaro

Having lead development attend sales calls is an asset to the sales team. Others believe it interferes with sales. Here we look at both sides of the issue.

27Apr/12

Calling Before or After Business Hours: Does It Work?

April 27, 2012Lead Generation, Methods, Outbound ProspectingEffective Lead Generation, OutreachElisa Ciarametaro

One theory in Sales is to call an hour before or an hour after normal business hours to get in touch with executive level decision makers. Does it pan out?

30Mar/12

How LinkedIn Can Work For You During Outbound Prospecting

March 30, 2012Outbound Prospecting, Social NetworkingLinkedInElisa Ciarametaro

There is no question that LinkedIn, like other social media, can provide a resource for outbound prospecting research and connection if used appropriately.