A Client Gift Giving Guide for the Holidays

A Client Gift Giving Guide for the Holidays

It’s that time of year where we start planning our holiday greeting card lists and reflecting on what has hopefully been an excellent year. This time of year, I’m often asked if you should give gifts or send cards (or eCards) to your most valued clients and alliance partners. And, if so – what do you give those clients and partners that mean the most to your business? A standard wine basket? Promotional items? Gift giving – done well – is personal, as is your…

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Three Places to Direct Your Prospecting Attention for Fourth Quarter Sales

Three Places to Direct Your Prospecting Attention for Fourth Quarter Sales

Here we are in the fourth quarter and you have a revenue target that you’re trying to achieve. Do you prospect? Or will prospecting take your attention away from closing business? You have to determine how you are going to spend your selling time at the end of the year. 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….

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Three Fourth Quarter Sales Opportunities to Make Your Quota

Three Fourth Quarter Sales Opportunities to Make Your Quota

We’re coming down to crunch time for the sales year. Either you’re going to make your sales target or you’re not. Whether you’re a sales person or a business owner, this time of year is no fun if your revenue numbers aren’t where you want them. You have just weeks left. It’s still possible to work magic and pull a rabbit out of your hat, but now is when you have to buckle down, focus on sales, and make it happen. You have to look for every possible way…

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Keeping Score: What is Lead Scoring and Why Do You Need It

Keeping Score: What is Lead Scoring and Why Do You Need It

I’ve written quite a bit about lead scoring in some of our recent weekly sales tips and blog posts and have received a number of questions about what exactly lead scoring is and why it’s important. Campaign lead scoring used to be some secret tactic only enterprises with big marketing automation systems could do, but that isn’t the case any longer and I wanted to explain it in more detail so you can use it, too. Whether you’re a marketer running marketing campaigns, or a…

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7 Techniques to Write Sales Content That Converts

7 Techniques to Write Sales Content That Converts

Writing copy, emails and marketing materials is one of the most avoided tasks in marketing and sales. Why? Everyone wants to write that perfect copy that inspires prospects to take that next step in the sales process. Yet, it remains elusive, as if it were magic. Whatever action that you want your reader to take, your content must engage and convince them that it is in their best interest to do it. It’s not “voodoo” like one of our clients said yesterday! You just need…

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