You could choke every horse in South America with the amount of supposed “thought leadership” written on B2B lead generation in the last 5-10 years, with most of it being pretty fluffy. It’s usually 35,000-foot stuff that would be hard for a sales team to then execute on. (Or a
Not a big fan of the “number in headline” list posts, but this called for one. Outbound sales. A lot of people do it. Some run from it. Why would you need it, though?
There are a lot of different articles and arguments all over the Internet (especially some true BS on LinkedIn) about cold calling vs. cold emailing and effectiveness rates. We can make this pretty simple, actually.
I was on LinkedIn the other day and saw a “LinkedIn sales influencer” — you know, one of the keynote speaker/thought leader guys — post this. It’s a quote from his friend that reads: “Cold calling is not only alive and well. It’s more important than ever before. Wanna know
When you get him/her on the phone, you better deliver! Here’s the dilemma: Seasoned inside sales managers, who would have the right skill set to lead a conversation with the check-writing SVP on the phone, hate quantity-centric telemarketing/cold-calling instruments and don’t use them. A standard staff of cold-callers that are willing
Wrote a post in September on outbound sales being “sexy” again — meow! — and I definitely still agree with that months later. Inbound has been high praised for a while, but outbound is making a comeback (or maybe it never left). But before we get too excited about outbound,
When sales guys ask me about the phone and the role of the phone now, this is what I always say: the phone actually can be turbo-charged as a sales engine, but not because of anything to do with cold calling people. It gets turbo-charged by email.
Sometimes I get asked why, if I work in outbound sales, I also do content marketing. For example, I have a blog (you’re reading it now) and I have an e-mail newsletter (you might read that too), and those are sometimes things that outbound sales specialists don’t do. What gives?
Since digital tools became more available (which seems to increase every year), there’s been a constant debate around sales methodology for first approach and nurturing. In short: is cold calling dead? Should you stop cold calling? Should you replace cold calling with e-mailing, or should it be a mix?
Traditional sales, thought of in a relationship-building context, usually involves one sales rep getting a “lead,” nurturing that lead into a paying client/customer, and then continuing along with that person, who is now probably slugged as an “account.” (This all varies by organization in terms of the words people use.)
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