Blog

  • How to Turn More Structured Cabling Cold Calls into Meetings

    Posted On August 08, 2019 by Evan Lamolinara

    As a structured cabling sales rep, you'll probably spend a significant portion of your workday cold calling prospects. Even with the rise of inbound marketing, cold calling remains one of the most commonly used B2B sales channel -- and for good reason. It's simple, easy to perform and yields results. But not all cold calls will land you a meeting. According to HubSpot, only an average of one in 50 cold calls result in a meeting with the prospect. It's frustrating when a prospect declines to set up a meeting, but there are ways to turn more of your cold calls into meetings, including the following.

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  • How to Streamline Your B2B Sales Calls

    Posted On August 08, 2019 by Evan Lamolinara

    How much time does your sales team spend calling prospective buyers in a typical workday? While calling prospective buyers or sales leads can often yield new sales opportunities, many sales reps don't have an efficient or effective calling strategy. In fact, one report found that B2B sales reps spend an average of 40% of their workday searching for prospective buyers to call. If this sounds familiar, you should consider the following tips for lead generation and streamlining sales calling efforts.

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  • What is Your Voicemail Delivery Strategy?

    Posted On July 04, 2019 by Evan Lamolinara

    How much time do you spend in a typical day leaving voicemails? Statistic show roughly four in five sales calls don't reach the intended prospect. While you can always attempt to call back a prospect at a later time, you are more likely to reach the prospect if you leave a voicemail. However, you should optimize your voicemail delivery strategy so that you aren't spending too much time on this sales tactic. While leaving voicemails can help you reach and connect with more prospects, it can also divert your time and resources away from other important tasks. Here are a few ways to maximize your voicemail delivery strategy.

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  • Quick Tips for Driving More B2B Sales Leads into Your Pipeline

    Posted On June 19, 2019 by Evan Lamolinara

    Utilizing a sales funnel is a highly effective way to nurture B2B sales leads or prospects, capture invaluable data, and generate more revenue. Whether your company sells a product or service (or both), you should implement a sales funnel for these reasons. But if you really want to succeed with your marketing efforts, you'll need to focus on getting more sales leads into the top of your sales funnel, which is something we're going to discuss here.

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  • Do You Know Your True Business Development Costs?

    Posted On June 06, 2019 by Evan Lamolinara

    It's a good idea for sales managers to go back to the basics when analyzing your business's development costs, beginning with the value of your sales development representatives' (SDRs) time. Some executive management and sales executives assume it's more cost-effective to allow their SDRs to perform multiple steps in the sales process, including initiating contact with prospects, following up with those prospects, and even researching information about prospects and leads.

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