When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting success. Today I was working with…
While you may want to stop prospecting, the reality is that you may not have enough in your sales forecast to generate the new business you need to make your sales goal for the year. But if you begin prospecting…
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly sales rep who was trying to…
Choosing which one to employ depends on what you’re trying to accomplish. Once you’ve made that determination, the decision is easy. I frequently recommend using lead generation, and then in the next breath mention sales prospecting when we’re defining new…
If no one opens your emails, then you have a problem! Use these strategies to turn your email campaign results around and generate higher quality leads. Even if you have a clean lead generation email list, if people never open your…
You are going to hear "no" every day. You can choose to let it beat you down until you are looking for another career path, or you can see the opportunity it affords you. In sales, we’re often trained to…
It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t want to appear desperate. Here are…
To be truly successfully, your business needs to treat its email campaigns like it would any other sales mechanism – progressively providing the information that nurtures, educates, and builds trust with prospects so that they can fully understand the value…
All too often, companies are too quick to purge information that they feel is outdated without first consulting their sales reps. When Yahoo! announced a few weeks ago that it planned to deactivate user IDs that had been inactive for…
LinkedIn recommendations and endorsements can serve as much-deserved praise for the skills, expertise, and abilities you do have. Are you cheating about your skills? If you’re active on LinkedIn (and what sales professional isn’t at this point), you’ve probably received…
Sales experience is virtuous if you ever hope to have an executive level job. There’s a persistent perception that sales is a “last resort” job. I don’t know where it comes from, but you hear people say, “I’m just a…
Pretending is not necessary. Your value is obvious from the first sentence of your email and your prospects will want to respond and talk with you. Use your real value proposition and a genuine approach and you’ll see your email…
