September 2011

"The Insider's Guide to B2B Teleprospecting"

Blame the misinterpretation of Sales 2.0 where cold calling is proclaimed as "dead" and sales reps continue to ignore marketing generated inquiries.

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Posted by by Brian Berlin on 2011-09-13 16:40   0 comments

Hire a Manager, Not an Advisor

Clients aren't complicated. They don't need help understanding their problems. They wants someone to do the work.

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Posted by by Brian Berlin on 2011-09-13 14:57   0 comments

The Tao of Teleprospecting ROI III Expense-Revenue Ratio

Sales and marketing managers need to understand the company's culture with regards to advertising and promotion spend. Does upper management move on quickly after misfires? Or does it throw around nickels like manhole covers. Understanding the culture will help you provide guidance on what to expect from program spend.

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Posted by by Brian Berlin on 2011-09-04 20:53   0 comments