December 2009

How to Budget for Teleprospecting

As a former VP Sales, I can tell you exactly where to find the money to pay for outsourced teleprospecting.

Posted by by Brian Berlin on 2009-12-24 06:00 0 comments

Outsourced Teleprospecting for Higher Ed Marketers

The difference between a lead and a meeting is not to be underestimated, particularly in a complex technology sale to a university. Identifying decision makers and influencers is very challenging in higher education because it’s difficult to identify a true economic buyer while building consensus among the many influencers.

Posted by by Brian Berlin on 2009-12-22 21:53 0 comments

This Inside Sales Manager is Doomed

Unless your company coffers are brimming, you should outsource teleprospecting.

Posted by by Brian Berlin on 2009-12-22 06:00 0 comments

"I Hired Straightline--Here's Why"

Cost reduction came in dead last as a reason to outsource prospecting. Hmmm....

Posted by by Brian Berlin on 2009-12-21 00:00 0 comments

Five Questions to Help Set Realistic Prospecting Expectations

I once had a client tell me there were "a jillion" prospects in their target market. Turns out it was 100 or less.

Posted by by Brian Berlin on 2009-12-16 15:30 0 comments