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Laney Pilpel

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Manager, Client Operations, AG Salesworks

190 points

Experienced in onboarding and managing customer engagements as well as training Business Development Representatives to exude confidence in sharing appropriate messaging to target audiences.

June 24, 2011

Laney Pilpel recommends this answer by Tony Puleston

Bottom line, does cold calling work or not?

Cold calling is not everybody's cup of tea but the fact is...if done properly, it can still be effective. The difficulty is that so many people hide behind their voice mail and email these days that unless you make a direct approach ie. cold call, ... more

June 24, 2011

Laney Pilpel and 6 other people answered this question at this roundtable

Strategies for Getting In: How to Reach That Prospect You MUST Talk To [6/23 @ 1 pm]

Are you comfortable calling a prospect on their cell phone?

I think it depends. If we are talking about cold calling a prospect and they leave their cell phone number on their voicemail recording, I would stay away from it. I think it is only "OK" to call a prospect on their cell phone if ... more

May 22, 2011

Laney Pilpel answered this question

How has CRM helped your business?

Sometimes I wonder how our business would function today without CRM! There are so many ways our CRM helps us and here's a few ways how:
1. It helps our inside reps organize their days. Our reps follow a call plan where they basically reach out ... more

Information Technology

May 13, 2011

Laney Pilpel and 6 other people answered this question

What's the one thing I can start doing TODAY to improve my sales performance?

It seems simple, but make the extra effort to stay late and make a few extra sales calls after 5:30pm. I work closely with a business development rep that stayed late last week even though she was above her numbers and could have easily gone ... more

Sales Management

Sales Performance

Feb. 21, 2011

Laney Pilpel and 5 other people answered this question

What are the top things reps should know or improve to leap into management?

This is a great question. I was actually thinking about this recently - here are a few things that come to mind:
1. Like Megan said, you are no longer responsible for reaching your personal goals - you are responsible for helping each individual on ... more

General Management

Sales Management

Jan. 27, 2011

Laney Pilpel and 9 other people answered this question

Can anyone recommend a good CRM other than Sales force for someone working from a home office?

Hi John,
Good question - I viewed a demo of Sugar and it seems like it would be a good fit for what you are looking for...but you would have to see a demo to see if it has the capabilities you would like. Zoho is ... more

Jan. 19, 2011

Laney Pilpel and 16 other people answered this question

Cold Call "Worst" Practices: What's the worst cold-call techniques you have experienced?

It's great to hear everyone's thoughts on the answer to this question. My best advice is really to be upfront and honest about why you are calling and express that you are interested in learning about your prospect's pains and needs to determine if it ... more

Nov. 10, 2010

Laney Pilpel and 21 other people answered this question

Teleprospecting Best Practices: What are your 3 tips for successful teleprospecting?

There are all great answers! Some of my favorites:
1. Call into at least three prospects within an organization until you find your appropriate contact. This will allow you to get to your decision maker faster. Moving forward, set yourself up with a call plan ... more

Oct. 11, 2010

Laney Pilpel and 1 other person answered this question

Inside sales: Are Monday holidays a good day for increased activity to reach decision makers?

Craig, great question and I have always wondered how effective cold calling on a holiday is. Today's outbound call activity answered this question for me. One of the business development representatives on my team uncovered FOUR highly qualified leads today. I couldn't believe it - ... more

Appointment Setting

Decision Makers

Oct. 7, 2010

Laney Pilpel and 3 other people answered this question

How many outside sales reps should one inside sales rep support?

As Louis and Matt have expressed, I think the ratio can be different depending on a lot of factors. I think it really comes down to the amount of leads an outside rep can handle and the type of sale it is. To give you ... more

Inside Sales Reps

Lead Qualification

Outside Sales Rep

Sept. 27, 2010

Laney Pilpel and 3 other people answered this question

Best practices for researching a prospect before I call?

Chris I always like to spend a few minutes doing a bit of research before calling someone. I think the reason why this is such an important step for me is that early on in my career, I had a prospect say to me "Do ... more

Prospect Engagement

Telemarketing Reps

July 29, 2010

Laney Pilpel and 18 other people answered this question

What are your thoughts on leaving voicemail?

I couldn't agree more with the party analogy. I leave a voicemail every time I call a prospect and I follow up with an email within the next ten minutes. Maybe prospects are screening calls, but at the same time, maybe they left their desk ... more

July 1, 2010

Laney Pilpel recommends this answer by Chris Snell

Inside sales retention: How long can I expect a telemarketer to stay in the job?

Hi Mary,
This is a great question! Tenure at a telemarketing/inside sales job really depends on a couple of things:
1. Activity Expectation, and
2. Culture
Depending on the amount of activity you're expecting out of your inside folks is really going to help determine ... more

Inside Sales Reps

Inside Sales Retention

Following 2 Topics

Following 0 People

Followed by 4 People

Knowledgeable in 12 Topics

#91 of 2156

#2 of 40

#8 of 99

#18 of 290

Telemarketing Reps

#3 of 34

#10 of 141

Lead Generation

#18 of 250

#404 of 2984

Worst Practices

#7 of 22

Decision Makers

#12 of 25

Sales Performance

#17 of 29

Sales Management

#390 of 522