Put these 15 sales metrics in place and start monitoring them so you can see how you are performing as a company and individually, and where you need to make adjustments to achieve your sales goals. You can’t achieve your…
A sales rep shouldn’t be your only business-development plan any more than email campaigns can be your only lead-generation tactic. Sales are up. Leads are coming in. We don’t need to keep paying for lead generation, do we? Let’s save…
As salespeople, we’re always looking for ways to provide value to our clients, always trying to differentiate ourselves from the competition, and always working to build customer loyalty. We all want to be indispensable to our clients. Insider Intelligence The…
Use this checklist to determine why your email list may not be performing up to your expectations. Your lead generation email list is one of the top four factors that cause marketing campaigns to fail. This issue comes up in…
There are five personal attraction strategies you can use to keep things fresh for yourself and your prospects: email, letters, postcards, personal networking and of course, phone pursuit. No doubt about it, prospecting can sometimes get boring, and certainly depressing.…
Salespeople sometimes treat LinkedIn like just another cold prospecting tool, and they end up engaging their prospects in a pretty abrasive way. A few weeks ago, I received a LinkedIn message from a user (let’s call her Sally) that I…
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases full of cash… In the 1987…
In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even years), you’ve been a high performer…
Sales prospecting can be tedious, intimidating, and terribly discouraging. Yet, it still has to be done. Why not make a game out of it and get past the boredom? You’ve probably heard the saying that it takes 10 “no’s” to…
How do you know when it’s time to give up on a prospect and stop hounding them, especially when you’re tasked with drumming up new business? Sometimes it’s hard to give up on prospects who you’ve called, and called, and…
There’s a fine line between providing a prospect with information that will peak their interest and giving out vital information that they could potentially run with on their own. Giving away too much results in contacts having little interest or…
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in my sales career I sold to…
