Finding a Business Development Company That Actually Gets You Business

Posted by Alexia Stath on Thu, Dec 07, 2017 @ 08:03 AM

He’s got the list of targets you deeply desire. He waxes poetic about targeted email campaigns. The appointments promised to your sales team set your insides all a flutter like prom night anticipation. You feel confident you've found the perfect business development company, one that will consistently replenish your sales pipeline and increase your revenue.

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Topics: Business Development, Outsourced Sales, lead qualification

Sales Prospecting Efforts Failing? Maybe It's Time You Stop Talking. 

Posted by Alexia Stath on Thu, Nov 16, 2017 @ 12:21 AM

You’ve called and called and called. You’ve left multiple voice mails (hopefully of the witty and not dreadfully boring variety). You call again, expecting to hear the usual sound of Mr. SVP’s recorded message when suddenly, an unfamiliar sound jolts you out of your daze. A real live human being is on the phone.  

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Topics: Cold Calling, Sales Prospecting

Setting Appointments Via Inbound Marketing Leads: 5 Steps to Failure

Posted by Alexia Stath on Mon, Nov 06, 2017 @ 11:18 AM

A consistent flow of marketing generated leads is a necessity for revenue growth in modern B2B business.

Your company may face its own unique issues that force you to reconsider this necessity. Perhaps you already make plenty of money and are disgusted at the thought of acquiring more wealth. Maybe the amount of effort it takes to create a robust lead generation process isn’t nearly as enticing as the amount of effort it takes to enjoy long, luxourious lunches as often as possible or forwarding hilarious emails to the entire office.

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Topics: Appointment Setting, Inbound Marketing

Finding the Michael Myers of Outsourced Lead Generation Companies

Posted by Alexia Stath on Sun, Nov 05, 2017 @ 09:08 PM

October is one of the best months of the year. The hectic summer socializing schedule comes to a welcome end, the air is refreshingly crisp, the trees burst with brilliant color, pumpkin spice is everywhere and most importantly, the dead come to mingle with the living and fictional serial killers are celebrated as saints.

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Topics: Lead Generation, Business Development, Outsourced Sales

Help Your Sales Team Prospect More Without Threats, Force, & Blackmail

Posted by Alexia Stath on Sun, Nov 05, 2017 @ 02:11 PM

Sales people. Hate. Prospecting. Groundbreaking statement, I know. It's not surprising that a consistent problem sales managers face is lackluster prospecting efforts - it can seem tedious and the rewards aren't immediate.

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Topics: Cold Calling, Lead Generation, Business Development, Sales Prospecting

Apply the Wisdom of Bull Durham to B2B Business Development Strategy

Posted by Alexia Stath on Mon, Oct 30, 2017 @ 11:16 AM

“This is a simple game: You throw the ball, you hit the ball, you catch the ball. You got it?!”

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Topics: Lead Generation, Business Development

Strategic Sales and Marketing - Out with the New, In with the Old

Posted by Alexia Stath on Tue, Oct 24, 2017 @ 03:47 PM

In an ideal world, all of your most sought after prospects are just waiting for you to come courting. They subscribe to your fascinating company blog, follow you on twitter, and constantly hand over contact information via your website. Inbound marketing is definitely a great place to start winning over potential clients, but it sometimes has its limits.

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Topics: Cold Calling, Business Development, Sales Prospecting, Targeted Account Development

It’s More Than Just RFP’s - Business Development for Engineering Firms

Posted by Alexia Stath on Mon, Oct 23, 2017 @ 08:26 AM

Pretend for a moment that bars and clubs are not your go to hunting grounds for new relationships (or CrossFit and pumpkin patches, depending on your interests). Pretend you’re knee deep in the world of online dating. You see a profile that triggers your interest and set up a dinner date. At best, you know a bit more than the bare minimum about that person; in addition to their name and basic demographics, you know they love football, any song by Journey, and a delicious Friday Fish Fry (or vegan burritos and PBR and eccentrically-coifed facial hair...again, whatever floats your boat). Now imagine that you sit down for dinner, make small talk for about 5 minutes, and before your salads hit the table, you get hit with a marriage proposal.

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Topics: Business Development, Targeted Account Development

The Science Behind a Winning Business Development Strategy

Posted by Alexia Stath on Wed, Sep 06, 2017 @ 07:30 AM

I understand that not everyone holds a deep love for science. Don't fret - if a scientific competency spectrum existed, mastering smart business development would fall on the "rocks for jocks" end, far, far away from the theoretical physics cusp. Achieving success is simply knowing all the components within your strategy, learning the best methods for implementing those elements, and then following that process repeatedly. 

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Topics: Lead Generation, Business Development, Sales Prospecting

The Unpleasant Personality and Skills of a Successful SDR

Posted by Alexia Stath on Tue, Aug 15, 2017 @ 09:21 PM

My dog is not a fetching dog. Butterball will never land the part in a dog food commercial if it requires a slow motion shot of him gracefully gliding through the air, catching a Frisbee, and then proudly trotting it back to the owner. If the part required scenes of a dog obsessively sniffing every other dog butt in the park, Butterball would DeNiro the hell out of that role.

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Topics: Cold Calling, Lead Generation, Business Development, Sales Prospecting, Inside Sales, Targeted Account Development

About the B2B blog

Welcome to our sphere of thought explosions on all the fun stuff that happens before the big proposal. Professors of Prospecting. Gurus of Lead Generation. Connoisseurs of Qualification. Ninjas of Nurturing. Artists of Appointment Setting. It's how we roll. 

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