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Sometimes results aren’t always in your sales rep’s control. But their performance is, and that’s what you should be tracking through the sales cycle. Are they making the calls and are they following up? If they are not meeting your performance expectations over a period of six or more months,...
Cold calling is the pits for people who answer the phone only to have you launch into a carefully rehearsed product sales pitch. Instead, talk to them about what’s going on in their business. Ultimately, you want to share your solution, but in the first call, your only goal is...
Assuming you offer more than one solution, there are additional revenue opportunities hiding in your existing client base. You’ll notice them during your review meetings with clients. To make sure you don’t miss these opportunities, set up regular review meetings every 3-6 months and use that time to look at...
When you’re cold calling, you're (hopefully!) leaving voicemails. Though they can be nerve wracking, they present an important opportunity as you’re only likely to reach about 12% of your contacts at any given time. To make return-worthy voicemails, record practice voicemails that include a compelling message, your email address and...
Salespeople, as a rule, tend to be bright and outgoing. That’s a good thing! But, managers often make the mistake of hiring the shiniest one, rather than the one who is the best fit. To avoid that trap, here are two important ways to evaluate candidates instead: Review the past...
Identify smaller target markets. These micro-segments combine prospects into groups with similar traits that will be easier to manage. They might share the same pain point, operate in the same geography, or be in a subset of an industry. You can research and create one unique message for each micro-segment...
When contacts go dark, cancel meetings and start ignoring your emails, the right email subject line has the power to reel ’em back in. The subject line needs to remind the prospect why they were talking to you in the first place. So instead of “following up about a meeting”...
Happy 4th of July! This week is more than cookouts, fireworks and the height of everything we love about summer. It’s also the mid-point in the calendar year, making it the ideal time to take stock of your goals and figure out what you need to do in the latter...
When you have solved a problem for a client, they are (hopefully) filled with love for you and your team. It’s that joy and relief that you want to capitalize on. This is when they want to sing your praises the most. To make sure you leverage each such opportunity...
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