“I was asked to recite this script a hundred times – literally,” said a wide-eyed friend who was a trainee at a call center. A lot of hard work goes into making cold calling a success. A script may be prepared with care, but it must be presented with spontaneity, and it needs to flow as naturally as conversation. The secret to excellent cold calling depends as much on a well-prepared speech as it does on a well-trained speaker. Here are two tips I’ve learned when preparing for a call:
Octane Results: Sales
My daughter and I have a tradition. Every week, we go out for sushi and visit the nearby bookstore. It might not sound like much, but being able to consistently share something that we both enjoy means the world to us. As the founder and CEO of a business, work keeps me very busy, so the time that I get to spend with my family is precious and rare.
But by mid-2012, my company was facing the possibility of bankruptcy. We’d invested our entire marketing budget into just one strategy, and when that strategy failed, we were left in the lurch.
This didn’t just put my business at risk. It jeopardized
Are you ready for EO24? Do you even know about this amazing 24-hour, interactive experience that will feature top-class speakers, rich learning opportunities and the ability to live-chat with these speakers and other entrepreneurs globally? We can’t wait to host this updated, fresh take on a celebration of learning for entrepreneurs worldwide.
Robert Tercek is a digital business guru, author and previous executive at MTV, Sony Picture and The Oprah Winfrey Network (OWN); and his new book, Vaporized: Solid Strategies for Success in a Dematerialized World, is sending a resounding message to all business owners and consumers: Digital technology is overtaking traditional business models – adapt, or be forced into obsolescence.
However, the proposition doesn’t have to be business’ death sentence; rather, Tercek argues this transition has the opportunity to revolutionize your company and save you from “demand destruction.” We spoke with the author and his predictions for the future of business. Here’s what he had to say:
Jason Forrest, an EO Fort Worth Member and CEO of Forrest Performance Group
Price isn’t enough to set one product or service apart from the competition. Answering the question, “What makes us unique?” and developing three signature features provides a simple but effective training method to prepare sales teams to speak confidently and persuade customers to choose you over other options.
By Jenny Vance, president of LeadJen
In the early stages of a business, an entrepreneur typically takes on several roles to get his or her company off the ground. One of these roles might deal with sales. However, keeping the sales pipeline full is often not the best use of an entrepreneur’s time. He or she should spend time closing the deal, not cold-calling. As the need for support grows, many companies wind up outsourcing their lead-generation needs. In my six years of experience helping clients guide their sales goals, I’ve seen how beneficial lead-generation partners can be. They offer:
What does it take to surpass the US$1 million threshold in business? Is it luck, hard work, networking or something less obvious? Lauren King, EO Accelerator Program Director, spoke with us and shared how the program is fueling entrepreneurial innovation and growth globally:
By Chris Goward, an EO Vancouver member and CEO of WiderFunnel Marketing Inc.
Companies and marketplaces are dynamic. As an entrepreneur, you know this better than anyone. I started WiderFunnel as an innovative conversion optimization agency for high traffic websites in 2007. Since then, due to growth and changes in the market, we’ve overhauled our service offering, moved headquarters, shifted clientele and developed a cohesive team of A-players.
By Brad Stevens, CEO of Whiter Image LLC and an EO Atlanta member
Many have journeyed down this road who have numerous tales of strife and challenges that riddle it along the way; staff turnover, data quality issues, CRM (Customer Relationship Management) software challenges, defining compensation plans, finding solid management to name just a few. However it doesn’t have to be a nightmare with the proper game plan and strategy in place.
I started studying sales models and insights from them resulted in an effective strategy that delivers higher profits, scalability, and predictability! It has taken numerous overhauls and tweaks but we finally got there. In no particular order, these are the next four key areas that I found to be the most critical for building an effective inside sales organization.
By Caryn Kopp, “Chief Door Opener” at Kopp Consulting and an EO New Jersey member
Why spend the last two weeks of December cleaning out files when you could be filling next year’s pipeline with new business? Most business owners and salespeople believe that trying to reach prospects at the end of the year is pointless and spend time getting organized for the coming year instead. But by doing this, they miss out on one of the best times of the year to reach key decision makers. Here’s what we’ve learned about prospecting in December: