Blog

Blog
You might hesitate to reconnect with prospects who slipped through your fingers, but they can be a massive source of future income. Think about it. An email to former prospects lets them know that you care about more than the sale and offers you a chance to continue showing your...
Bad reviews are sometimes an icky part of business. Sometimes people are having a bad day and they’re taking it out on your company online. Sometimes, it’s justified. Either way, it’s always better to reply directly to the review. the elephant on the web. Craft a professional, courteous reply that...
When you approach a new prospect, what do you have to offer? Whether you’re sending an email or cold calling, you need to grab the attention of your contact and make them want to talk with you. But too often sellers spew on about their product or lead off with...
It takes more than an annual sales goal and positive thinking to hit your quota. You need a number to continue measuring your success against. Take your revenue goal for the year and divide by 12. Now tailor a plan to hit that goal every month. That way you can...
To have your strategic recommendations heard and their value fully understood, you need to talk with the person who sets the vision for the company. This is the CEO or CFO in midsize companies and the business owner in small companies. Anyone lower in the company will just be a...
Social media offers an opportunity to build a strong professional reputation as an expert in your industry. When you have active and up-to-date social media accounts, regularly engage on LinkedIn and Twitter, and post original content, you’re a clear authority and more people will want to work with you.
Sometimes it’s hard to give up on prospects who you’ve called, and called, and called. You’ve left voicemails, sent emails, and researched them on LinkedIn. Even though you’ve never spoken, over time, these prospects feel like people you know. Suddenly you’re comfortable calling repeatedly. If you could just get in...
Ever noticed how scarce meetings seem to be on a Friday? Because Fridays are a popular day off. Because of that, more prospects are sitting at their desk, available to answer your call. While other salespeople disappear after lunch, you can really start raking in the results.
This time of year is always more hectic than we think it’s going to be. That can make your new prospecting goals particularly challenging. Here’s one of my favorite tricks: Send a 20-minute calendar invitation with a couple of bullet points about what you want to talk about. If prospects...
1 2 3 38