"The Insider's Guide to B2B Teleprospecting"

After 25 years in technology sales and 5 years providing outsourced business development services, I've been a part of and seen many B2B sales and marketing organizations that failed to see the value of a dedicated outbound teleprospecting resource.

So I wrote a book about it, aimed at B2B sales and marketing managers, in the hope that it will light a fire and get them to either build or rent an outbound teleprospecting function.

As I see it, there are two challenges currently going unanswered:

• No sales personnel dedicated to calling and qualifying marketing-generated inquiries. Common excuse is that these aren't leads, and therefore not worthy.
• No sales personnel dedicated to cold calling target companies. Companies may choose to develop targets based on their value proposition and messaging, and then need to find the right contact in each of the respective organizations. Unfortunately, sales people today don't like to cold call, and they probably don't have the bandwidth due to the high revenue expectations.

"The Insider's Guide to B2B Teleprospecting" is designed to challenge B2B sales and marketing managers to dedicate resources to outbound teleprospecting, and provides the business case for doing so.

While writing the book I wondered if I wasn't just stating the obvious. So I've included plenty of step-by-step and additional resources to lead managers to a plan.

This e-book is available in PDF format, and you can download your copy by clicking the link HERE.