How to Handle the Silent Treatment?

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Posted: Nov 13 2012
Tags: communication, prospect, sales cycle
Comments: 0

Now, a familiar story from the trenches, one I’m sure we’ve all come across before and will do again – The Silent Treatment. A situation when a sale has been going so well and then all of a sudden –…

How to get a meeting with the CEO?

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Posted: Nov 09 2012
Tags: cold calling, direct mail, lead gereration, lumpy mail, sales letters, sales outsourcing
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How to get a meeting with the CEO? The seemingly impossible task; how to get a meeting with the CEO of a multi million Euro, Pound or Dollar Company, even the tier 1 or tier 2 companies? According to many…

When is a lead not a lead?

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Posted: Oct 22 2012
Tags: lead generation, qualification, sales cycle, sales qualification
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When is a Lead Not a Lead? Answer: When it’s not qualified. Generally I like to think of an unqualified lead as a ‘suspect’ in other words it fits your Ideal Prospect Profile but the rest of the basic qualification…

Is Cold Calling a Waste of Time?

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Posted: Feb 10 2012
Tags: b2b sales, business to business sales, cold calling, lead generation, sales, sales outsourcing, telemarketing, telesales
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Is Cold Calling a Waste of Time? According to the poster boy of ‘cold calling is a waste of time’ Frank Rumbauskas – cold calling is a waste of time! Do you agree? I, however, have to disagree with the…

‘Innovated in China’ not just ‘Made in China’ #1

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Posted: Jul 19 2011
Tags: china, chinese software, innovated in china, made in china, software development outsourcing, software outsourcing
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I don’t know how many of you have ever visited China or what your preconceived ideas are about the place? I’ve always had a passing fascination regarding China but been somewhat lazy, I’ve done little to formally educate myself about…