Blog

  • Q&A with Evan Lamolinara: Selling in a Time of Crisis

    Posted On April 06, 2020 by Evan Lamolinara

    B2B sales reps and marketers have had to make a variety of adjustments. The pandemic has put ‘business as usual’ on hold, sending many people home to work. This ‘New Normal’ is causing sales and marketing to figure out new ways to uncover potential sales opportunities. We asked Evan Lamolinara, President of SalesLeads to give us some insights into selling in a time of crisis. Q: Sales has quotas, and marketing has KPIs. How can you keep from falling too far behind?

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  • 9 B2B Sales Tips on How to Deal With Unresponsive Prospects

    Posted On March 18, 2020 by Evan Lamolinara

    As you've started to work from home, you may have noticed most of your calls are going into voicemail. It's frustrating, no doubt. However, there are other ways and channels that can...and should be used. Right now, prospects can be on-site at work, working from home, or a combination of the two. Being thoughtful on when to contact, as well as clear on your message is more important now...than ever.

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  • 9 Tips to Perfect Your B2B Sales Voicemails

    Posted On February 29, 2020 by Evan Lamolinara

    Not every lead or prospect whom you call will answer their phone. Statistics show roughly four in five B2B sales calls go to voicemail. It's disheartening when you spend your morning or evening calling buyers from your company's office, only for few or none of them to answer. Even if a call goes to voicemail, though, you may able to compel a buyer into returning your call, which could then pave the way for a sale. There are a few things you need to know, however, when leaving voicemails for buyers.

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  • How to Deal With B2B Buyers Who Reject Trigger Events

    Posted On February 19, 2020 by Evan Lamolinara

    Monitoring a target company's operations for trigger events can help you identify highly qualified B2B buyers. If you're trying to sell commercial construction services, for instance, trigger events to consider monitoring include expansion or an increase in budget. If a target company is planning to expand its operations into a new area, or if the target company has announced a budget increase, you want to contact them to pitch your B2B company's commercial construction services. But how exactly do you deal with B2B buyers who reject trigger events?

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  • 7 Tips for Permission-Based Marketing Success

    Posted On February 19, 2020 by Evan Lamolinara

    Statistics show the average person is now exposed to 4,000 to 10,000 ads each day. As a result, many B2B companies use permission-based marketing to connect with their respective audience of buyers. This alternative marketing strategy involves seeking a prospect's permission before sending him or her commercial messages. It's a non-intrusive, non-disruptive way for B2B companies to connect with their audience. If you're thinking about using permission-based marketing in your B2B company's operations, though, you should follow these seven tips to increase your chances of success.

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