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How to Find the CRM Solution that’s Right for Your Business

Written by Jeff Kalter Monday, 13 August 2018 00:00
How to Find the CRM Solution that’s Right for Your Business
According to Gartner, Customer Relationship Management (CRM) became the largest software market in 2017. This large and growing market has lured many companies into the business. Given the plethora of CRM solutions, it’s easy to become overwhelmed figuring out which one is right for your organization. What you’re looking for is a CRM solution that enables you to achieve your objectives, fits with your existing systems and allows you to maximize your sales opportunities. Given that, here are some steps to finding the right CRM.

6 Signs B2B Lead Management Could Boost Your Sales Results

Written by Jeff Kalter Tuesday, 31 July 2018 00:00
6 Signs B2B Lead Management Could Boost Your Sales Results
A lead management system lays out your standard practices for working with leads efficiently and effectively. It outlines how to create leads and transform them into sales. So how do you know whether you need lead management? If you see any of these six signs in your company, you have an opportunity to boost results by implementing a lead management process or strengthening an existing one.

The Revolutionary Future of B2B Telemarketing

Written by Wednesday, 11 July 2018 00:00
The Revolutionary Future of B2B Telemarketing
Recently, I received a call from a talented telemarketer. As a telemarketing professional, I love to challenge the agents who call me, asking tough questions and raising objections. At some point, the rep will usually hesitate or provide a less than perfect answer. However, in this case, every time I posed a question or raised an issue or rebutted a response, she had the textbook answer. Also, there were no pauses. No ums. No unnecessary words. After a while, I wondered, “Am I talking to a real person or is this a robocall?” To find out, I repeated a question to which I had just received a perfect answer. The telemarketing rep then reiterated the same response word for word. It was only then that I knew for sure that I had just spent twenty minutes talking to a robot.

B2B Telemarketing Ain’t What It Used to Be

Written by Wednesday, 20 June 2018 00:00
B2B Telemarketing Ain’t What It Used to Be
Sometimes it’s hard to imagine what the world of B2B business development was like 15 years ago. Many may think telemarketing today is much the same as it’s always been. It turns out, however, that the old dog of telemarketing can learn new tricks. While inside sales reps’ central communication device is still the phone, they increasingly rely on digital tools for a more holistic approach to lead qualification and B2B business development. To understand how technology has empowered telemarketers, a little retrospective is in order.

A Guide to the B2B Inside Sales Process

Written by Wednesday, 06 June 2018 00:00
A Guide to the B2B Inside Sales Process
Are you looking for a cookie-cutter inside sales process you can implement in your company without changes? If so, you’ll be disappointed. No such thing exists. That’s because you need to tailor your process to your market, target audience and product or solution. Most importantly, how you approach the sale has to be in sync with your buyer’s journey. How do they make the buying decision? What questions do they ask along the way? How can you help them choose the right product or solution? To illustrate an inside sales process, let’s take a fictitious example — a company, Zippy, Inc., which offers a marketing automation solution.
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