4 tips to set impossible appointments

Recently, speaking at a seminar on Business Development, one of the attendees asked me: "I have tried different techniques for approaching a prospect: phone calls, emails, LinkedIn messages and even presentations through employees of his own company, but the person to whom I try to access, the decision-maker, does not answer me. Do you have any suggestions?"

Adapting to the new rules on B2B sales

In heading2market we have been providing commercial and marketing outsourcing services in B2B contexts for the last seven years and we have observed a dramatic change in the rules of the sale. Now we see how some of our customers come to us because they have reached an extreme where making more calls, or putting more salesreps in the field, is not working for them.

How Sales Outsourcing complements your marketing team

Today, outsourcing Sales and Marketing functions can definitely influence the progress of a company, particularly in generating sales in a sustainable, predictable and profitable way.

Shorten the B2B sales cycle to accelerate deals

B2B sales are characterized by having long sales cycles. Unlike the B2C environment, B2B buying is not done on impulse. The buyer commits significant resources to the seller, and in most cases, his job. In spite of all this, the excuses that surround the long sale process often make improvements difficult.

What is 'Premature Buyer Remorse'?

Premature Buyer's Remorse is that feeling of regret that manifests itself just before making a purchase decision when, apparently, it has already been decided.

5 Tips for a Successful Telemarketing Campaign

Sales will come or not, but nothing will cost you more time, money and potential sales than a mediocrely organized Telemarketing campaign. Not to mention -in addition- the guaranteed frustration that will arise in your team.

Efficient Content Marketing Through Stories

The way we communicate has changed a lot in recent times and marketing is getting on this progress train with new strategies to connect with the audience. Brands use methods and tools to establish a link with their public and, for this, it is not enough to expose a product characteristics, but to build an emotional link between the potential customer and the properties of the product. That's why storytelling is a differential tool for content marketing.

Trying to monetize Inbound Leads?

You just received an Inbound lead. It is an executive of a company in your target market. Just downloaded the ebook that gives you the most performance. This lead is ready for your sales team, but what will they do next? Unfortunately, often the answer is ... nothing. This valuable lead can remain days without contact, until your sales team is able to call and start the sales process.

Do you need more Sales Appointments? Perfect yourself

In prospecting strategies based on emailings, what everyone does is auto submit a draft email before launching the final submission. So you have an idea of what your potential client is going to get, and you can quickly see where you have to make adjustments to capture your potential customer's attention and get a response.

Sales Reps replacing the car by the phone

The telesales or virtual salesrep is taking power in front of the traditional salesrep. Nowadays, the sales effort is no longer based so strongly on face-to-face visits to companies, but on cultivating relationships from the office to facilitate subsequent sale. Something that some organizations is known as "Inside Sales". Why?

3 Guidelines on Selling Cloud Computing Services

Cloud Computing is currently is already consolidated in the Information Technology industry. Recent studies in which the sector is based have concluded that 80% of companies today use some type of cloud solution and more than half expect to increase their Cloud investment by 10% or more by 2016.

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