October 2007

Outbounders vs. Inbounders

I recently had the honor and privilege to serve as a job reference for a former sales employee. A few years ago I hired this talented young man as an inside sales representative, and made it clear to him up front that it was our (his and mine) goal to grow him into a full-fledge enterprise sales representative. The look in his eyes told me everything I needed to know--that was all the motivation he needed. Within 18 months he had his own territory and we had retained a valuable sales employee.

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Posted by by Brian Berlin on 2007-10-07 15:57   0 comments

Cold Calling Alive and Well

Cold calling, or the sales act of phoning a total stranger to introduce a company, product or service, is alive and well, contrary to current opinion. While most salespeople would like to avoid cold calling, ultimately they know they have to pick up the phone to start the sales process unless prospects are literally beating your door down.

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Posted by by Brian Berlin on 2007-10-05 12:50   0 comments