Brian Berlin, President of Straightline Strategies, is one of the prominent authorities on outsourced prospecting interviewed for an article in 1to1 Media.
Read more … When a Stranger Cold Calls
For those of you not familiar with the Inbounder and Outbounder labels, let me first say these are not pejoratives. There are inside reps that were born to make cold calls, and there are those who are not. There are jobs and responsibilities for both.
Read more … Inbounders vs. Outbounders
As salespeople we're trained to attack a hot lead, but the prospect may only be in the research phase. So typically sales categorizes this kind of prospect as a "tire-kicker", and the info goes into the deep freeze.
Read more … How to Restore Dated Lead Information
I believe the B2B world is starting to come around to my way of thinking, that the outbound, and possibly the inbound functions should be handed off to a professional services firm to gain expertise, speed and quality.
Read more … Outsourced vs. Contracted Teleprospecting
Organizations that utilize outsourced prospecting firms effectively can shorten their time-to-market by eliminating wasted efforts on hurried plans. Armed with better data, managers can hire better and faster, and arm the sales team with more prospects, create a fatter pipeline and gain a more realistic view of revenues.
Read more … 5 Ways to Shorten the Sales Cycle Using Teleprospecting
The role of insides sales is to make sales, not cold calls. Selling cloud computing and web-based applications has created the rise of the "sales-inside" professional, and as such requires the same support as the field-based counterpart.
Read more … Make Sales Not Cold Calls
Pull marketing and other 2.0 strategies and tactics are important, but are limited in the types of respondents that are captured. Teleprospecting provides the necessary "push" marketing component to give B2B companies balanced go-to-market execution.
Read more … Pull vs. Push--the Yin and Yang of B2B Marketing