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The Importance of effective follow up

You simply cannot underestimate the importance of an effective follow-up strategy as part of your on-going business development process. Preparing properly for meetings is essential but, in all reality, if you’re not going follow through on the various actions agreed in a timely and professional manner, and then maintain regular contact to progress the relationship, […]

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Return on TIME Investment

The starting point when considering any telemarketing or new business development activity should be the return on investment you want to achieve. Most people measure ROI in financial terms, but an equally important factor is return on TIME investment. Making people busy is a relatively easy thing to do, but often not very useful in […]

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Are you undervaluing the prospecting process?

Businesses failing to achieve their sales objectives is nothing new. It’s important to note that I said objectives, as opposed to targets. Hitting a revenue target is one thing, but for many businesses their sales ‘objectives’ go deeper than that. How’s your conversion rate doing? Is your sales team selling the right mix of products […]

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Why scripts don’t work

At Results, we never work from scripts. Never have done and we never will. Why? Because we don’t believe they work. At least not for the construction, built environment and industrial clients we work for and, especially not for the highly qualified leads they want us to create. Sure, in the generic world of B2C […]

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THE GREAT SALES CONUNDRUM

So your sales team is struggling to get appointments with the influencers that really matter to your business. Getting time in front of these people is a fundamental requirement for your business, its future and its long-term strategic goals. Surprisingly, this is one of the most common dilemmas that companies within the construction and built […]

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The price of results

In life and in business, you generally get what you pay for. Think of the choice of traveling to continental Europe with British Airways versus a budget airline such as Ryanair.  Initially, you may think you are getting a great deal until you examine the finer details.  The hidden costs at every turn, a 5am […]

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