Building Trust and Being Authentic is Critical in Sales
I recently read a Management Tip of the Day from Harvard Business Review that said: “When working in a foreign setting with different norms and rules, you’re likely to make cultural mistakes. But you...
View ArticleWhat’s eti’s “secret sauce?”
If you’re curious …. What makes eti’s solution so special? Why can’t I do it in-house (better and or cheaper)? Why is eti’s solution better than the competition? What is eti’s “secret sauce”?
View ArticleWhy good sales people should be terrible at prospecting
Here is a simple proposition: When a sales person is selling, he or she is not identifying new opportunities. And that’s a good thing, because you always want your sales people to be actively selling....
View ArticleOne way evaluate an Outsourced Sales Support agency
One good way to evaluate the professionalism and stability of an outsourced B2B Sales Lead Generation/ Lead Qualification /Lead Nurturing service is the quality of their Business Development staff and...
View ArticleThe New Sales Machine
A few months ago I read an article in the Harvard Business Review entitled ”Dismantling the Sales Machine” that I thought provided some vital insights into the ways in which the selling paradigm has...
View ArticleGiveback for Feedback Pilot Program – First Year’s Success
Closing the loop with Sales Reps is one of the biggest challenges facing companies engaged in sales lead generation programs. To assist ETI clients win more new customers and higher initial orders ETI...
View ArticleBrand Can Affect Tele Prospecting Results by an Average of 30%
I recently conducted an analysis of work done for ETI clients since 2001 by categorizing them into 2 buckets … “Well Know Brands” (WKB’s) and “Lesser Known Brands” (LKB’s). We then evaluated the number...
View ArticleBe Smarter About Your Lead Qualification program
You have a fixed budget with little flexibility for expansion and want to develop a Lead Qualification effort to support your company’s marketing inquiry generating activities (top of funnel) to...
View ArticleSales Leads are a Perishable Asset
How you manage leads makes the difference between a wasted investment and a solid return on investment! Once your company spends money to find a prospect, the clock starts ticking; each inquiry has a...
View ArticleLead Generation is about building Sales and Revenues. Not about fairness!
Companies often look at their sales force as if all reps were equal. But of course this isn’t so. We appreciate the motivation of clients being fair insofar as the number and type of leads each rep...
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