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January 2010

Tracking the Incremental Expense of Lead Qualification

Don't overspend on lead qualification and development enroute to conversion.

Posted by by Brian Berlin on 2010-01-27 14:15 0 comments

When a Stranger Cold Calls

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

Posted by by Brian Berlin on 2010-01-26 22:01 0 comments

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

Posted by by Brian Berlin on 2010-01-25 14:07 0 comments

How to Restore Dated Lead Information

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.

Posted by by Brian Berlin on 2010-01-25 01:01 0 comments

Setting Proper Teleprospecting Expectations

Think of it as a process of elimination.

Posted by by Brian Berlin on 2010-01-18 14:53 0 comments

The Best Teleprospecting Script is Not a Script at All

The tightest, most economic "script" will still sound like a script, which is off-putting to any potential prospect.

Posted by by Brian Berlin on 2010-01-18 06:00 0 comments

More Reasons to Avoid Building an In-house Teleprospecting Team

Really, can't we all just agree that building an in-house prospecting team makes no sense?

Posted by by Brian Berlin on 2010-01-14 00:17 0 comments

Outsourced vs. Contracted Teleprospecting

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.

Posted by by Brian Berlin on 2010-01-11 13:47 0 comments

5 Ways to Shorten the Sales Cycle Using 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.

Posted by by Brian Berlin on 2010-01-08 13:53 0 comments

Social Media No Substitute for Real Time Prospecting

My sales manager DNA makes it impossible for me to equate Sales 2.0 tools as a replacement for phone calls. Plus I just know better.

Posted by by Brian Berlin on 2010-01-07 13:53 0 comments

Posted by by Brian Berlin on 2010-01-06 06:00 0 comments

Using Teleprospecting to Shorten Sales Rep On-boarding Period

What if you could reduce on-boarding to three months from seven? That’s a 57% decrease in on-boarding time. Imagine what that could do for your forecasts!

Posted by by Brian Berlin on 2010-01-04 13:48 0 comments

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