When Your Prospects’ Silence is Deafening

One of the biggest challenges in selling is trying to keep contacts engaged when you’re prospecting. Business owners and C-level executives often have too much going on, which causes delays in scheduling meetings and making decisions. Even the most high-priority projects can fall by the wayside. That means when you’re prospecting, your message has to be doubly compelling to catch their attention. So, what do most salespeople do? They try to lay out all their goodies to show the value in setting an appointment with them. But what does that accomplish? Silence. Suddenly you’re sending a company overview in an

Read More »

Two Steps to Put Clients in a Referral Giving State of Mind

The majority of buyers report that they overwhelmingly trust word-of-mouth recommendations from peers and colleagues. These referrals drive purchasing decisions more than most other factors. You know that referrals are a great way to keep your pipeline filled with qualified leads, but when you ask, you strike out. “Sure, I’m happy to refer you – just as soon as I think of someone,” they reply without fully meeting your eyes when asked. Or, clients tell you they don’t know anybody to refer. Or, that nobody has mentioned to them that they have a problem. I even had one client tell

Read More »

When Sales Reps Aren’t Selling, What’s the Real Problem?

So often when sales reps aren’t selling the first inclination is to blame the sales rep. They aren’t making calls. They aren’t going on enough appointments. They don’t know how to close. The opportunities are too small, not qualified, the wrong solution. The list goes on and on, and we hear it frequently from the business owners and sales managers that come to us. Yes, the opportunities probably are too small. And yes, the rep probably isn’t making nearly enough prospecting calls. After all, you have the sales metrics to prove both facts. But, when these situations are occurring, whose

Read More »

The Key to Sales Success: What Makes You Different

Many companies come to us with no sense of what makes them unique. They feel as if they’re exactly the same as their competitors. Their goal is to run more frequent lead generation campaigns, or hire salespeople who will dial faster and shout louder than their competition. All this so they’ll reach prospects first because they don’t believe they have any unique differentiation to win sales on their well-earned merit. This isn’t a frustration limited to just one industry either. It’s something nearly all companies grapple with – insurance agents, IT managed service providers, software providers, and even landscapers –

Read More »

One Essential Sales Tool You May Be Missing

In my Channele2e cold calling article 3 Smart Cold Calling Strategies to Reach Prospects, Jim Barnet, Director of Sales & Marketing with Promys PSA, shared that “sometimes figuring out who not to sell to has the biggest impact on improving sales.” This fundamental sales tenant is often overlooked by sales, marketing, owners and executives in their quest for increased revenue. “Just sell. We can support anyone. Your goal is to just sell more,” they proclaim. Revenue objectives rise in an attempt to motivate sales and marketing teams to uncover more leads and sell more of their stuff.  But at the end

Read More »

Relying on Cold Calling Isn’t the Best Sales Prospecting Strategy

Can you rely on cold calling as your one and only prospecting method for driving leads? Yes, you absolutely can. The challenge with that, though, is that whenever you employ just one method of reaching prospects, you are constrained to that method. A salesperson can only make so many phone calls. And, you can only talk to a prospect so often before the contact feels stalked, or worse yet, like the sales rep didn’t listen when told “we aren’t going to make any changes for nine months.” I like cold calling as an approach. In fact, we require it of

Read More »

Are You Leaving Referral Money on the Table?

  Your clients love you, right? They rate you highly on their net promoter score survey. They act as references. They provide testimonials. So why don’t all their business partners and colleagues know about you and the great work your company does for them? Why aren’t the referrals flooding in? Referrals are one of the best ways to get more leads. When one business owner asks another for a referral to a trusted provider, the new prospect is better qualified than a cold call lead. The referred prospect is further along in their buying cycle. They’ve identified their needs, and

Read More »

This is the #1 Reason Lead Generation Doesn’t Work

  “I am getting a little worried. I’m not getting any results from my lead generation activities.  I’ve done a ton of activities, but all to no avail.  No bites, no sales conversations … nada,” a sales rep lamented to me this week. “I’ve changed my target market. I’ve changed my prospecting activities. Why isn’t lead generation working for me?” She was nearly in tears. Sound familiar? Here you are, thinking you or your sales team is doing everything right, but nobody seems interested. Not only are there no new appointments, but prospects aren’t even returning the ninth email or

Read More »

3 Smart Ways to Cold Call and Reach Prospects

This week a question asking my opinion of the value of cold calling reached me through our website Contact Us page. It was phrased this way: I’ve read a lot of articles that say cold calling is dead. I believe it’s still a valuable prospecting tool to find new opportunities in addition to other approaches.  What are your thoughts on this? I get asked this question frequently, especially since the subtitle of my book The Sales Magnet is “How to Get More Customers Without Cold Calling.” Does this mean you should stop cold calling? Is cold calling an ancient sales

Read More »

Email Subject Lines That Get Opened

Email subject lines are tricky. In under 3 seconds your prospects determine if they’re going to open your email – or trash it. That’s what I call the email delete barrier. But, the rules of what works and what doesn’t for email subject lines are an ever-changing landscape. Unless you’re following email trends closely, it’s difficult to know when things change.

Read More »

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When Your Prospects’ Silence is Deafening

One of the biggest challenges in selling is trying to keep contacts engaged when you’re prospecting. Business owners and C-level executives often have too much going on, which causes delays in scheduling meetings and making decisions. Even the most high-priority projects can fall by the wayside. That means when you’re prospecting, your message has to be doubly compelling to catch their attention. So, what do most salespeople do? They try to lay out all their goodies to show the value in setting an appointment with them. But what does that accomplish? Silence. Suddenly you’re sending a company overview in an

Read More »

Two Steps to Put Clients in a Referral Giving State of Mind

The majority of buyers report that they overwhelmingly trust word-of-mouth recommendations from peers and colleagues. These referrals drive purchasing decisions more than most other factors. You know that referrals are a great way to keep your pipeline filled with qualified leads, but when you ask, you strike out. “Sure, I’m happy to refer you – just as soon as I think of someone,” they reply without fully meeting your eyes when asked. Or, clients tell you they don’t know anybody to refer. Or, that nobody has mentioned to them that they have a problem. I even had one client tell

Read More »

When Sales Reps Aren’t Selling, What’s the Real Problem?

So often when sales reps aren’t selling the first inclination is to blame the sales rep. They aren’t making calls. They aren’t going on enough appointments. They don’t know how to close. The opportunities are too small, not qualified, the wrong solution. The list goes on and on, and we hear it frequently from the business owners and sales managers that come to us. Yes, the opportunities probably are too small. And yes, the rep probably isn’t making nearly enough prospecting calls. After all, you have the sales metrics to prove both facts. But, when these situations are occurring, whose

Read More »

The Key to Sales Success: What Makes You Different

Many companies come to us with no sense of what makes them unique. They feel as if they’re exactly the same as their competitors. Their goal is to run more frequent lead generation campaigns, or hire salespeople who will dial faster and shout louder than their competition. All this so they’ll reach prospects first because they don’t believe they have any unique differentiation to win sales on their well-earned merit. This isn’t a frustration limited to just one industry either. It’s something nearly all companies grapple with – insurance agents, IT managed service providers, software providers, and even landscapers –

Read More »

One Essential Sales Tool You May Be Missing

In my Channele2e cold calling article 3 Smart Cold Calling Strategies to Reach Prospects, Jim Barnet, Director of Sales & Marketing with Promys PSA, shared that “sometimes figuring out who not to sell to has the biggest impact on improving sales.” This fundamental sales tenant is often overlooked by sales, marketing, owners and executives in their quest for increased revenue. “Just sell. We can support anyone. Your goal is to just sell more,” they proclaim. Revenue objectives rise in an attempt to motivate sales and marketing teams to uncover more leads and sell more of their stuff.  But at the end

Read More »

Relying on Cold Calling Isn’t the Best Sales Prospecting Strategy

Can you rely on cold calling as your one and only prospecting method for driving leads? Yes, you absolutely can. The challenge with that, though, is that whenever you employ just one method of reaching prospects, you are constrained to that method. A salesperson can only make so many phone calls. And, you can only talk to a prospect so often before the contact feels stalked, or worse yet, like the sales rep didn’t listen when told “we aren’t going to make any changes for nine months.” I like cold calling as an approach. In fact, we require it of

Read More »

Are You Leaving Referral Money on the Table?

  Your clients love you, right? They rate you highly on their net promoter score survey. They act as references. They provide testimonials. So why don’t all their business partners and colleagues know about you and the great work your company does for them? Why aren’t the referrals flooding in? Referrals are one of the best ways to get more leads. When one business owner asks another for a referral to a trusted provider, the new prospect is better qualified than a cold call lead. The referred prospect is further along in their buying cycle. They’ve identified their needs, and

Read More »

This is the #1 Reason Lead Generation Doesn’t Work

  “I am getting a little worried. I’m not getting any results from my lead generation activities.  I’ve done a ton of activities, but all to no avail.  No bites, no sales conversations … nada,” a sales rep lamented to me this week. “I’ve changed my target market. I’ve changed my prospecting activities. Why isn’t lead generation working for me?” She was nearly in tears. Sound familiar? Here you are, thinking you or your sales team is doing everything right, but nobody seems interested. Not only are there no new appointments, but prospects aren’t even returning the ninth email or

Read More »

3 Smart Ways to Cold Call and Reach Prospects

This week a question asking my opinion of the value of cold calling reached me through our website Contact Us page. It was phrased this way: I’ve read a lot of articles that say cold calling is dead. I believe it’s still a valuable prospecting tool to find new opportunities in addition to other approaches.  What are your thoughts on this? I get asked this question frequently, especially since the subtitle of my book The Sales Magnet is “How to Get More Customers Without Cold Calling.” Does this mean you should stop cold calling? Is cold calling an ancient sales

Read More »

Email Subject Lines That Get Opened

Email subject lines are tricky. In under 3 seconds your prospects determine if they’re going to open your email – or trash it. That’s what I call the email delete barrier. But, the rules of what works and what doesn’t for email subject lines are an ever-changing landscape. Unless you’re following email trends closely, it’s difficult to know when things change.

Read More »

Search


Get Updates By Email


Get Updates By Email

Email address

NEW By Kendra Lee


Top 100 business blogs image


womens sales pros expert image


Most Innovative Sales Bloggers image


Get Connected

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