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

The New Enigma & Necessity in B2B Sales: Sales Development Reps

Posted by Alexia Stath on Sat, Aug 12, 2017 @ 09:22 PM

While spending a good chunk of my day reading through the plethora of B2B business development articles on the web, I noticed a recurring theme of confusion over how the modern sales process should function and more specifically, the definition and role of a Sales Development Representative (SDR) within that process. I found only two traits most people agree on :

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Topics: Lead Generation, Business Development, Sales Prospecting, lead qualification

The Death of B2B Cold Calling: Linkedin's Best Marketing Ploy

Posted by Alexia Stath on Tue, Aug 08, 2017 @ 05:15 PM

Cold calling is dead - the internet tells me this on a weekly basis, via a constant bombardment of ads. If I were to believe such things, I’d likely be thrown into the depths of an existential crisis, seeing as I make my living doing business development. Luckily for my mental health, I’ve not been duped by Linkedin, the company instrumental in spreading this claim. 

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Topics: Cold Calling, Business Development, Sales Prospecting, Appointment Setting, Inbound Marketing, Targeted Account Development

How to Stop Sabotaging Your B2B Prospecting Efforts

Posted by Alexia Stath on Wed, Aug 02, 2017 @ 11:13 AM

Cold calling yields one of two possibilities – a conversation or a voice mail. Ideally the call will result in the former, allowing you the opportunity to dazzle the prospect with your brilliant and infallible sales pitch. The latter option? You leave a nice little message but think, “I’ll really wow them when I eventually catch them." 

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Topics: Cold Calling, Business Development, Sales Prospecting

Pay Per Lead in B2B Appointment Setting: A Great Way to Lose Money

Posted by Alexia Stath on Fri, Jul 14, 2017 @ 03:42 PM

I’ve always thought the old adage, “the simplest answer is usually the right one,” is too often applied in areas where it doesn’t belong. Granted, it’s a good rule in a lot of instances. Is that pain in your stomach a flesh eating tapeworm or just a little gas? Is your next door neighbor a serial killer or just shy and socially awkward? It’s hopefully the latter in both cases.

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Topics: Business Development, Outsourced Sales

3 Sales Prospecting Tips that Never Fail

Posted by Alexia Stath on Wed, Jul 12, 2017 @ 10:47 PM

You've got your list of prospects and now it's time for the work most sales people dread - cold calling. Interrupting a stranger in the middle of their day to convince them that you and your company are that special something they've been longing for all these years. Sounds about as productive and exciting as helping your grandma set up a facebook page, right? Here's where the story gets unbelievable - follow these sales prospecting tips and not only can it be successful, it can actually be fun - for you and the person on the other end of that line.

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Topics: Cold Calling, Business Development, Sales Prospecting

3 Tips for Tackling the Reality of Lead Qualification

Posted by Alexia Stath on Tue, Jul 11, 2017 @ 09:53 PM

I’m going to go out on a limb here and guess this isn’t the first article you’ve read about qualified leads. The topic rivals videos of adorable kittens and carpool karoake in terms of sheer quantity.  There’s no shortage of tips to improve lead qualification. In terms of focus, though, the articles run the gamut – from a broad focus on a buyer’s motivation to specific cold calling techniques.

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Topics: lead qualification

Conquer the Realm of Rejection with these B2B Appointment Setting Tips

Posted by Alexia Stath on Mon, Jul 10, 2017 @ 01:32 PM

Google B2B appointment setting tips and you’ll be bombarded with what seems an infinite amount of advice, along with a good deal of, “give me your money and I'll set you 500 appointments a week!" Advice on how much research you should do, what scripts you should use, how often to call…these are all things entirely within your control. The various forms of rejection you’ll face are a bit harder to maneuver, but great appointment setters thrive off of it. Anticipating and preparing for all kinds of rejection will give you an easy advantage.

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Topics: Cold Calling, Sales Prospecting, Appointment Setting

The Most Comprehensive Guide to Outsourced Sales...EVER.

Posted by Alexia Stath on Tue, Jun 20, 2017 @ 12:22 PM

Handing over business development responsibilities to an outside company requires a great deal of trust. Will they use the right sales tools to get your message across? Do they have the best people prospecting? How will they manage the program? Is integration with your existing sales and marketing functions possible? It can feel like you’re launching a key piece of your company into the cold and desolate corners of an infinite universe, always wondering if it will safely return or remain forever lost in the great expanse.....or maybe just some mild apprehension for you less maudlin readers.

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Topics: Lead Generation, Business Development, Appointment Setting, Outsourced Sales

The Winning Trifecta in Sales Pipeline Management

Posted by Alexia Stath on Tue, Jun 20, 2017 @ 09:20 AM

Creating a consistent revenue stream – it’s the indisputable goal of every business. How to best reach that goal is where the consensus often falls apart. Fortunately, the most successful method for sales pipeline management begins with acknowledging two simple yet irrefutable facts: 1) There are multiple roles in the sales process and 2) You need to find the right people to fill those roles. Once these facts are understood, how to create consistent revenue becomes clear: specialization of sales roles.

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Topics: Sales Focus, Targeted Account Development