• 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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  • 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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  • How to Call Leads Without Being Pushy

    Posted On February 17, 2020 by Evan Lamolinara

    When calling network equipment sales leads, you should strive to convey the benefits of your company's products or services without sounding pushy. According to HubSpot, roughly one in two buyers believe sales reps are too aggressive with their sales tactics. If a buyer perceives you as being overly aggressive, he or she may look elsewhere for a networking solution to their problem. So, how do you call sales leads without being pushy?

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  • 10 B2B Sales Prospecting Mistakes You Want to Avoid

    Posted On January 23, 2020 by Evan Lamolinara

    Prospecting mistakes can cripple your B2B company's sales pipeline. Even if you have a steady supply of high-quality sales leads or Project Reports from SalesLeads, you may fail to convert them into buyers unless you use prospecting techniques that deliver results. If you're guilty of making any of the 10 sales prospecting mistakes listed below, you'll face an uphill battle trying to convert sales leads into buyers.

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  • 6 Voicemail Statistics Your Security Company Need to Know

    Posted On November 28, 2019 by Evan Lamolinara

    As an office security sales rep, you probably know that not all buyers will answer your calls. Most B2B sales calls, in fact, reach the buyer's voicemail. With a little work, you might be able to convince the buyer to return your call and, therefore, convince him or her to make a purchase. However, you should first familiarize yourself with the following voicemail statistics to gain a better understanding of this age-old sales tactic.

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