August 2009

Teleprospecting and Sales 2.0

After hearing the term Sales 2.0 get thrown around with great frequency, I decided to determine the real meaning. As it turns out, teleprospecting fits very well in the Sales 2.0 world.

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Posted by by Brian Berlin on 2009-08-23 17:01   0 comments

How to Pester a Prospect Following the First Meeting

There are only three good reasons to follow up on your prospect following a productive sales call, and only one bad reason.

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Posted by by Brian Berlin on 2009-08-23 01:00   0 comments

When Does a Lead Become an Opportunity?

The rule of thumb that I've always followed: a lead becomes an opportunity when the prospect is going to buy something, from someone (maybe your company) in a defined timeframe.

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Posted by by Brian Berlin on 2009-08-22 00:45   0 comments

Business Development for Solution Providers

Straightline has announced a new service aimed at helping solution providers who sell B2B to mid-to-large enterprises generate new business opportunities on behalf of their vendor partners. The service is called Business Development for Solution Providers.

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Posted by by Brian Berlin on 2009-08-11 02:42   0 comments