Virtual events, while similar to other online lead generation tactics, differ in one unique way: they allow you to generate and qualify leads early on, speeding up the sales process. Forget about generating a lead and then handing it to sales to qualify, says Dennis Shiao, author of Generate Sales Leads with Virtual Events. People enter your virtual booth, and you interact with them and qualify them on the spot. Listen as Shiao discusses the benefits of virtual events, gives examples of organizations that have succeeded with such events, and explains how to get started using them.

Direct download: Shiao_Virtual_Events.mp3
Category:podcasts -- posted at: 7:00am EDT

We've all heard the rumor: cold calling is dead and doesn't work anymore. Nonsense, says Wendy Weiss, the Queen of Cold Calling. It's actually the perfect tool for today's economy she says. The problem is most people do it really badly. Listen as Weiss explains some of the myths and misperceptions that cause cold calling efforts to fail.

Direct download: Weiss_Cold_Calling_Myths.mp3
Category:podcasts -- posted at: 7:00am EDT

During tough economic times, you may have to take on less-than-ideal clients to keep the lights on and generate the revenue you need. But you must not make that a habit if you want to attract higher-paying ideal clients and grow your business. Listen as Randy Shattuck, President of The Shattuck Group, explains why pursuing ideal clients should be a top priority and how to get those clients.

Direct download: Shattuck_Client_Acquistion_QA.mp3
Category:podcasts -- posted at: 7:00am EDT

We all speak in metaphors: "It's cold as ice," "I don't have the bandwidth to handle that right now," "The room looked like a bomb hit it." It's imperative now that services professionals strategically use them in sales conversations to get prospects to pay attention them. Listen as Anne Miller, author of Make What You Say Pay!, explains how to use metaphors to effectively describe your services, how your services help businesses, how to address client objections, and how to get your foot in the door of a new client.

Direct download: Miller_Metaphors_and_Selling.mp3
Category:podcasts -- posted at: 7:00am EDT





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