Month: October 2022
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Cold call with a purpose. Prospect using iBANT – Interest and Intent, Budget, Authority, Need, and Timing
Cold calling aims to engage prospects and move towards scheduled sales conversations, not immediate closures. It requires persistence and research to identify interested decision-makers using buyer intent data. The initial call should confirm the right contact and establish interest, while the iBANT framework (Interest, Budget, Authority, Need, Timing) prioritizes intent. Post-call analysis is crucial to…
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Is Cold Calling Dead? Cold Calling exits stage left. Informed Calling enters stage right.
Cold calling is not dead; it’s evolved into informed calling, leveraging data and technology for targeted outreach, making it more effective and respectful. Misconceptions about cold calling persist, but it remains a vital tool for business growth.
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Sales Trifecta – Performance, Process, and Quality Assurance
Sales performance, process, and quality assurance (QA) are interconnected; effective Sales QA enhances team performance by ensuring adherence to company standards. It involves continuous feedback, inspecting both successful and unsuccessful deals, and identifying areas for improvement. In regulated industries, Sales QA is crucial for compliance. Utilizing CRM data for real-time scoring improves data hygiene and…