Reference RareAgent’s library to learn expert advice on Lead Demand Generation Best Practices, New Research, and Recommendations to improve your Marketing and Sales Process and Calling Campaigns:

The Value Prop Generator:
How to Craft a Value Proposition your Buyers Can’t Refuse
By Jill Konrath, author of SNAP Selling and Selling to Big Companies

The single biggest obstacle preventing salespeople from getting in front of decision makers is a weak value proposition. If you want to set up a meeting with today’s crazy-busy decision makers, you have to punch it up.

Here’s why: Time is short and most savvy buyers protect what little free time they have by hitting the “delete” button as soon as they come across an unsolicited e-mail or voicemail from a self-promoting salesperson. If you utter these offenses over the phone, you’re typically blocked by an administrative assistant.

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In the world of teleprospecting, the goal is to get potential buyers on the phone and keep them there long enough to get them interested in your product. But if you can’t speak their language, you’re dead in the water before you even pick up the phone. Developing and using personas is key to any successful marketing campaign. In today’s Web 2.0 marketplace, you have to know who you are selling to, what their specific pains are and their communication preferences, and how they get information before they buy.

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Teleprospecting and Inside Sales: To Outsource or Not to Outsource?

Outsourcing is nothing new. In the mid-1980s, many forward-thinking companies took advantage of outsourcers for their prospecting needs. But today, as salespeople have continued to be laid-off and leads have continued to dwindle, even more companies have turned to outsourcers to keep their pipelines full. Until enough sales close to justify taking on the expense of full-time employees, outsourcing can be a very cost-effective solution.

But is it the right solution for your organization?

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