Blog

Sometimes it’s not apparent if you’re selling to the right person and you’ll waste time. Here’s a quick trick: If your contact is engaged with your strategic recommendations and asks tough questions, you probably have the right contact. If you find yourself explaining the value of your recommendations to them, chances are your contact is too low in the organization. Something More to Ponder Check out these related tidbits... When Your Prospect's Silence is Deafening 3 Smart Ways to Cold Call and Reach Prospects Find us on Twitter, LinkedIn, and Facebook and join the conversation!
When business owners embark on a lead generation strategy, their expectations are all wrong.  It doesn’t matter if they’re hiring a sales rep, focused on appointment setting, running social ads, holding events or implementing email campaigns. Their expectations are wrong. And when lead generation expectations are wrong, so is everything else: the process, the budget, the activities, the content, the staffing. They’re chasing the wrong goal. “We just want to close one deal a month.”  “We just want 2 new appointments a week.” “We just want 10 qualified companies a month to call.” Those all sound easily attainable with the...
Your top goal for prospecting is NOT what you think it is. So, what is it? And how do you make sure you’re calling the right people? And what the heck is BANT anyway? The answers to these burning prospecting questions are the topic of this week’s video tip! https://youtu.be/K_BZSZ8bNGI
Have three questions ready to ask. Make your questions about the trigger event you suspect prospects are grappling with, then pick up the phone. By asking business issue questions, you’ll understand your prospects and their unique situation. You’ll uncover a lot of great information and be able to qualify if they fit your ideal enough to justify a meeting. Find us on Twitter, LinkedIn, and Facebook and join the conversation!
Emails don't sell. People do. Yes, I know I'm going to take a lot of flak for that, especially from the digital marketers. But the reality is if you are in a business-to-business selling environment, emails do not sell. Emails can open doors. I should know. I’ve written a wildly popular ebook about how to prospect more effectively with email and it really does increase your appointment rate. But look deeper, and you’ll find that isn’t the only thing happening. It’s only one piece of the whole new business development puzzle. Why am I sharing this when we develop and...
What sales rep doesn’t want to open more doors, get more appointments and close more sales? You need to know what to talk about in your emails and phone calls – and which solution to lead with. Watch the video now and learn how to pick the best door opener! https://youtu.be/sjU6trhG1hM Something More to Ponder Check out these related tidbits... Why your new business development approach isn’t working The number one way you’re sabotaging your cold calling
We love your ideas and we want to hear from you. Have a favorite sales or marketing tip you’d like to share? Email us and look for it here! Something More to Ponder Check out these related tidbits... If you want a reply, you need a damn good subject line! How to get noticed Find us on Twitter, LinkedIn, and Facebook and join the conversation!
The hot topic in sales recently is that cold calling is DEAD. The lead generation landscape has changed. Publish good campaign content and people will flock to you. Engage on social media to begin prospecting conversations. Don’t bother with calling. Nobody picks up their phone anyway. But I disagree – emphatically. Cold calling is not DEAD. What’s dead is how you approach it. It’s time to rethink cold calling because no matter what other lead generation strategies you use (and we use 14 different activities in campaigns we run for clients), you have to pick up the phone at some...
Business owners don't understand the fundamental law of how new business development actually happens. If you're stuck in a mentality of looking only for opportunities that will close in the next 90 days not only is that shortsighted, but it's wildly expensive and wrong. What are you doing with the leads that aren't ready to do anything in 90 days? What do you do with the contacts that tell you, “I don't want to do anything this year but maybe I'll do something next year?” Do you throw them away? Do you think you'll come back to them at some...
Sure, you have a lot of great solutions your customers need to know about. Funny thing is, customers tend to ignore your emails (even more than prospects!). How do you make sure they listen the next time you talk? Watch this video and find out! https://www.youtube.com/watch?v=tF1WqKZQJqs
1 2 3 35