B2B Marketing Strategy and Tactics | Mike Faherty (3)

How Many Cold Calls Per Hour Should I Make?

One of the sales questions we hear most often is: “How many cold calls per hour should I make?” Like most sales process questions, there is no simple answer. Before you can find the solution that best suits your situation, you need to ask yourself a...

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Mike Faherty

Mike Faherty is the Founder & CEO of ProSales Connection, a sales and marketing firm based in Houston, Texas. ProSales Connection specializes in helping B2B and technology companies grow through sales appointment setting and outsourced inside sales programs.

How Many Cold Calls Per Hour Should I Make?

One of the sales questions we hear most often is: “How many cold calls per hour should I make?” Like most sales process questions, there is no simple

3 Reasons Why Your Company Should Outsource a Sales Development Program.png

3 Reasons Why Your Company Should Outsource a Sales Development

When your company is looking to generate more revenue, consider a professional sales development program to generate leads and set up the sales team

7 Best Practices to Manage and Grow Your Marketing Database

5 Best Practices to Manage and Grow Your Marketing Database

One of the best tactics for marketing managers to help your company gain a competitive advantage is focusing on how to manage and grow your marketing

BUSINESS CHALLENGES B2B MARKETING

Why Your Next Marketing Hire Should Be a Salesperson

It’s been my experience that most B2B marketing departments work at a different frequency than the sales organization. Marketing seems to be looking

SALES LEADERSHIP SALES

How to Lead a Successful Sales Meeting: Part 3

SALES LEADERSHIP SALES

How to Lead a Successful Sales Meeting: Part 2

We have all had sales meetings that we wished had gone better. For some reason, you were not able to get to the objective of your meeting or you were

How to Lead a Successful Sales Meeting

BUSINESS CHALLENGES SALES

How to Lead a Successful Sales Meeting: Part 1

If you ever had a horrible sales meeting with a prospect where nothing seemed to go your way (and we all have), then you have probably made one of

How to Overcome the 3 Biggest Mistakes Salespeople Make During a Cold Call

How to Overcome the 3 Biggest Mistakes Salespeople Make During a Cold

The biggest mistakes that your sales team will make during a cold call with a prospect can easily be avoided. But, some salespeople lose track of

Move Beyond Call Scripts to Call Plans When Prospecting

One of the most important ways to differentiate your company’s product or solution is to utilize call plans instead of call scripts when prospecting.

How to Calculate the ROI on a Lead Generation Program

Every marketing investment a business makes should have an estimated return on investment (ROI). This is necessary to be able to properly frame the

3 Keys to a Successful Follow-up Strategy after a Prospect Meeting.png

3 Keys to a Successful Follow-up Strategy After a Prospect Meeting

Many salespeople do not close deals because they fail to execute on a consistent and well-thought-out follow-up strategy after a prospect meeting. A

Sales Metrics for Marketers- Why You Need to Understand These Four Metrics .png

Sales Metrics for Marketers: Why You Need to Understand These Four

Marketing leaders should understand and care about four important sales metrics. If you are a marketer, perhaps you operate under the assumption that

Follow-up Calls with Prospects - When Has a Salesperson Gone Too Far?

There is a common misconception in the sales industry about the importance of follow-up calls with prospects. The misconception is based on

Four Ways Marketing Can Help Your Sales Team

Marketing has always shared some responsibility for this process by increasing brand awareness while promoting the company and solutions. This is

Marketing Managers: Stop Reacting, Start Leading!

The most important thing for marketing leaders to remember is to develop a plan, follow that plan, avoid the temptation to deviate from that plan,

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