Make Your Database Sales Ready
“You are only as good as your data.” Nowhere is this phrase truer than in sales. Should you take the time to organize your database? Will the effort be worth it? In short: you can’t afford not to! Whether you are trying to leverage the efforts of an experienced sales rep or set a new […]
Improve Your Outreach Response Rates
Low Response Rates in Sales Outreach: A Prospect Problem? It’s every salesperson’s fantasy: The CEO of Company X – with whom you have never had contact – calls to say she has heard about your product and wants to place an order immediately. It’s a nice dream, and for a handful of companies, this scenario […]
Sit and Wait is not a Sales Strategy. It's an excuse.
Patience may be a virtue but adopting a wait-and-see attitude in the sales process can cost you the deal. Allowing the prospect to control your sales cadence — the series of activities and contacts that take a lead to a customer — is a surefire way to delay, or even prevent, the close. Those not […]
Humanizing the Sales Process
Often, the process of selling is reduced to words like target, lead, prospect, and buyer. Potential customers are mapped to a pipeline; reports reflect numbers. Entry level salespeople are hyper-focused on meeting quotas and CEOs who haven’t been trained in sales swoop in for the close. While there is nothing wrong with any of the […]
Get Paid for Persistence
Is this scenario familiar? You’ve done your research, identified a strong prospect, and initiated contact. You’ve had a pleasant and promising conversation. Yet, though your initial interaction was positive, your follow-up email or call remains unanswered. Why has your momentum with this highly-qualified, “you-need-what-I’m-selling” prospect stalled? What does it REALLY take to get through to […]
Trade Shows: More than just a fancy booth
You have a pull-up banner, logoed apparel, and snazzy promotional products. Business cards and brochures are printed, and your booth backdrop is packed and ready to be shipped to the convention center. You’re all set for the trade show, right? Not quite yet! None of these items will guarantee a successful outcome — customers! — […]
How to (REALLY) Get Through to Your Prospect
Aim to find three prospects inside the company: decision makers, influencers, or someone who will refer you to the right person. When clients have databases built for the purpose of selling to their ideal prospects, most of what we see is an attempt to reach only one person, per company- a division head, VP, or […]
4 Simple Steps to Describe Your Company and Your Client
There’s that time when I walk into a room and see smiles or concerning eyes attached to a face with attentive ears and I hear the many voices sending a low, escalating rumble throughout the room. This is networking. At my left and at my right, there’s a hand to shake, a smile to give, […]
