What I'm Reading...

O'Reilly Radar

Gmail Blog

The Forrester Blog

The Sales Wars

The Funnelholic

B2B Lead Generation Blog

Guy Kawasaki -- How to Change the World

Sales and Sales Management Blog

Socom Sales (Koka Sexton)

Dave Kurlan's Understanding the Salesforce

Internet Duct Tape

The Glue

 

Demandbase

The Prospecting Concierge

If you engage with the right (ahem) outsourced business development firm, what you should get is comparable to a prospecting event planner and concierge. Now, I know that sounds odd, so let me explain.

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Posted by by Brian Berlin on 2009-06-25 03:41   0 comments

Why It's Called "Teleprospecting"

I'm working very hard to help people differentiate between telemarketing and teleprospecting. I'm sure most people would look at the two terms and see no difference. But it's important to differentiate, especially if your company is interested in outsourcing pipeline development. Choose telemarketing and you may not get the results you're seeking.

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Posted by by Brian Berlin on 2009-06-21 23:09   0 comments

Cultural Bias Against Outsourced Prospecting

My firm offers outsourced sales, marketing and business development services. One of these services is outsourced prospecting, where our clients turn over top-of-funnel activity to us and we hand over prospects to them. The notion of outsourcing this aspect of the sales cycle to 3rd party professional firms is gaining popularity, but there's still tremendous, and unfounded bias against the idea.

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Posted by by Brian Berlin on 2009-06-21 23:03   0 comments

New Straightline Twitter Profile

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Posted by by Brian Berlin on 2009-05-25 00:53   0 comments

Taking the Folly Out of Forecasting

I really dislike the practice of handicapping revenue forecasts. Saying a deal at the suspect stage is worth 10% of the expected revenue is makes no sense. How can a sales representative know what a deal is worth without qualifying the prospect?

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Posted by by Brian Berlin on 2009-04-12 02:33   0 comments