12 B2B Touchpoints to Incorporate in Your Sales Cycle

Some sources will tell you it takes 8 touchpoints to make a sale in the B2B world. Others will tell you it takes 8 touchpoints just to book an initial sales call. No matter the actual statistic, the truth is that it takes multiple touchpoints to convert a lead to a customer. Before we dive […]

Call-Based Appointment Setting

Properly Identifying Your Best Prospects Last week both of these emails were sent to me by Dunlap Marketing customers.  “I just wanted to give your team a quick shout out. I just got off a call with the TMRS and they are a perfect fit for our platform, the appointment was set by your team. […]

Implementing Multiple Call Attempts when Prospecting

(And Our Favorite Dating Analogy) How many dates do you go on before you get married? I would be willing to bet that 97% of the time, it takes more than just a few.  We asked this question in an article written in 2015. It’s interesting because now more than ever, I am confident that […]

5 Tips to Increase Success on Prospecting Calls

While conducting a recent team meeting, I asked the staff to share their thoughts on what it takes to have successful prospecting calls. The result of this question lead to a handful of outstanding tips, which prompted me to write this article so I can share them with you.  According to the Dunlap Marketing team […]