Snail Mail Prospecting Opens Doors Snail mail prospecting works because, unlike overflowing email in-boxes, the physical mail box is empty these days. Therefore, when salespeople send snail mail, they stand out. This is exactly why snail mail can help you…
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.…
With a dirty list you can’t even begin to evaluate if your message is on target or not. Clean it up. Your lead generation email list is one of the top four factors that cause marketing campaigns to fail. This…
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…
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…
Testimonials provide a level of credibility that a sales conversation doesn’t instill. Every salesperson knows that client testimonials are like gold in the sales process. The right testimonial can avoid the need for lengthy reference sharing. It can keep you…
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…
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…
