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Open Enrollment is Drawing Near: Are You Ready To Sell Insurance?
As the Open Enrollment period quickly approaches, it’s the perfect time to ensure you are prepared to make the most of all those sales opportunities that await you and your insurance industry...
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Viral + Voice = Long-term Fundraising Success
By now you have surely seen – maybe even been challenged to – the ALS Ice Bucket Challenge. It has been a great effort that has raised awareness for a debilitating disease. This zero-cost awareness...
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Crafting Your B2B Telemarketing Campaign
Many companies have attempted to add a B2B telemarketing component to their existing sales & marketing efforts. Often times, poorly planned initiatives lead to mixed results leaving some people to...
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What’s On Your “To Don’t” List?
This week I read a post on SellingPower.com about the importance of a “to don’t” list. That got me to thinking about creating a list of “to don’ts” that inside sales professionals should use. Here’s...
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Preparing for Your Tele-Fundraising Volunteers
It is almost time for your big Fall Phonathon. Last month, I shared with you a checklist to help you plan your phonathon campaign. This month, I want to touch on ten important tips for preparing your...
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Phonathon Fundraising Check List
Are you already preparing for your Fall Semester Phonathon? Check out these tele-fundraising campaign tips to make your initiative a success. Need tele-fundraising software? Start your VanillaSoft free...
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Trigger Events Warm Up Cold Calls
Savvy sales people have learned to harness the web for social selling. There are great tools for listening to and monitoring prospects online. However, don’t just stop at social interactions. Set up...
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What Would Don Draper Do? Sales Lessons from Mad Men
Are you a fan of Mad Men? If so, it’s no doubt that you recently watched or recorded the Sunday opener of the final season. Don’t worry – no spoilers here if you haven’t watched it yet. However, I...
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Insights from the 51st International Conference on Fundraising
I recently attended the Association of Fundraising Professional’s 51st International Conference on Fundraising. It was a great opportunity for VanillaSoft to interact with one of the key industry...
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Cold Calling is an Art: Debunking Myths
Cold calling is an effective – but sometimes intimidating – sales tactic. However, it’s something that anyone can do, but you have to know how to approach it in order to do it well. It’s a piece of...
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Instill Confidence in Your Inside Sales Reps
If you are mentoring a new inside sales or telemarketing rep, one of the key areas you may need to assist your new hire with is telephone sales confidence. Even some of your old pros may need a pep...
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Celebrating the Greatest Sales Enablement Tool – the Telephone
You may recall David’s blog last year on the anniversary of the patent of the telephone. It’s March 7, so it’s time to celebrate this great sales enablement tool again. This year we’ve assembled a list...
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Appointment Setting Made Easy
Appointment setting is sometimes looked upon negatively; however, it’s really a positive experience for the sales person and the prospect if it’s done properly. This usually means that there has been...
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How Much Do Your Leads Really Cost?
Do you ever sit back and marvel at the flood of leads coming in? You’ve got leads from ads, social media, trade shows, and referrals – but are you managing them effectively? What are the costs of all...
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Why Lead Management Software?
Did you know that February 10 marks the 18th anniversary of a computer beating a world chess champion? In 1996, IBM’s Deep Blue, a computer capable of 200 million moves per second, won the first of a...
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Lead Management: List-Based vs Queue-Based Platforms
Leads are the lifeblood of the sales pipeline; therefore, it’s important to make sure your lead management process is the right one for your team. Did you know that “only 25% of leads are legitimate...
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2014 Trends in B2B Sales
We are one month into 2014 and some of you may be wondering what this new year holds for sales. We’ve put together an infographic to identify some of the trends we expect to see in B2B sales during...
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Lead Management Software – Are You Ready?
Lead management software is an excellent tool for improving your inside sales team’s efficiency and productivity. However, “tool” is the operative word in that prior statement. Too often CRM and lead...
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Leads, Leads, Leads
If you are my age or younger, you weren’t alive when The Beatles were in their heyday, but you’ve still probably heard these lyrics from one of their hits: “love is all you need.” Really? Don’t get me...
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Are Internal Conflicts Stifling Your Sales Productivity?
You may be under the impression that a company and its departmental stakeholders all have a set of shared goals with increasing sales as the primary aim. In theory, this may be true. However, in...
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