Cold Calling


[INFOGRAPHIC] Using Data to Recruit Like a Marketer

Recruiting is becoming more like sales and marketing. Yet, only a small number of corporate recruiters are leveraging tools to be more effective.

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Overcome Cold Call Objections

3 Tips to Overcome Cold Call Objections

Cold-calling prospects gets a bad rap. Ultimately, cold calling is an invaluable skill; so, don't ignore it simply due to technological conveniences.

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Preventing Sales Demo No-Shows

11 Tips to Get the Meeting and Not Get Stood Up

How do you ensure that once you do snag that meeting they won’t flake at the last minute and lose momentum?

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6 Common Cold Calling Misconceptions

Working in Sales isn’t exactly a cakewalk. Even if you have the most killer marketing team, it is highly unlikely that you just sit back in your big, cushy office and wait for the leads to come in.

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LinkedIn-blog DiscoverOrg

Six Reasons LinkedIn is Made Even Better with a Powerful Sales Intelligence Tool

LinkedIn, one of the largest and fastest growing social networking sites, is undoubtedly a great prospecting resource. But like many great social media tools, LinkedIn may not give you the complete picture.

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Forrester B3b Sales DiscoverOrg

Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

By 2020, the B2B SALESMAN WILL BE DEAD. Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with

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Death of Salesman DiscoverOrg

Prospecting Fatigue: The True Death of a Salesman

You just spent 30 minutes researching your prospect; calling him and leaving him a voice message, then you sent THE PERFECT EMAIL. It was so perfect that the prospect has to respond- you talked about what their CEO said in his annual report, you knew a project he was currently working on, and you outlined

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Prospector Objections DiscoverOrg

Want to Overcome Sales Objections? Tackle Them Ahead of Time.

No one likes a cold call – no one likes making them and no one likes receiving one. So what do we do in prospecting to get around this problem? Step 1: Don’t Go in Cold. Make sure that you are calling warm. This means that you have consulted your sales intelligence data and are

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Privacy Regulations DiscoverOrg

Strict Privacy Regulations Give You Reason to Change Sales Strategies: Why You Will Never Look Back

The changing privacy laws, most recently seen in the Canadian anti-spam legislation that went into effect July 1 of this year, have been making me think about The Sound of Music. It is a great movie, but specifically how Maria turns a negative into a positive when she says “when a door is closing, somewhere,

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Cold Calling DiscoverOrg

How Can You Prevent Cold Calling Objections?

Guest blog from Vorsight’s Steve Richard The answer to that question is simple: Don’t be a sales person during a cold call. The only goal for a cold call is to get a meeting. So instead of selling, at this point your main objective is proving the value of continuing the conversation. Let’s first look at

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