Would You Return Your Voicemail?
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
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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
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
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
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
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
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
Sales reps work from sales goals and activity targets. Often, the only time they get a real sense of appreciation is when they gain access to a new account or close a
So, you’ve done everything you can think of to get through to an unresponsive prospect, and it just isn’t happening. Yes, business owners and executives are busy people, but with all your
In email prospecting, one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing
Most people, your prospects included, don’t go onto social media to be sold to. As a sales rep, if you ignore that protocol, you’ll very likely lose credibility and connections. Instead, social
There isn’t one! It’s as simple as having discipline around your prospecting. Over and over, I tell sales reps that a commitment to prospecting on a fixed, regular schedule is key. Prospecting
Stalled sales proposals might seem like they’re dead in the water, but you shouldn’t give up until you get closure. Your prospect needed your help when they first engaged you. It’s likely
Showing customers what you’ve done for them helps build their loyalty, especially when you translate those actions into results and financial gains to their business. Those could be costs you helped them
Referral gathering is typically hit or miss. But referrals are a great growth strategy if it’s effective. If the sales funnel is dry, you remember to ask. Otherwise, you don’t think about
Think about the business owners and executives you’re calling. They’re so busy that they’re probably putting up with issues they shouldn’t have to endure. When you talk to them, offer an obtainable
Many salespeople are terrible at moving their prospects toward a decision! Here’s what you can do to close sales faster. Guide your prospects by setting expectations for them. Tell them what their
Sales prospecting and lead generation get a bad rap, especially in IT companies with small sales teams and where the principal still has a role in sales. I can’t tell you how
Not sure what your message should be? Think about the issues your customers are talking with you about right now. For instance, in IT, data security is a hot button. Don’t call
I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. In return, you get
Volatility surrounds us. The world is on edge right now. Businesses are wondering, will inflation, the banking crisis, and interest rate hikes lead to a recession? Or will we weather it and
When was the last time your LinkedIn profile got a sprucing up? Social media gets stale quickly. It’s important to have it fresh and current to reflect your expertise. Take these 3
In a world where people can (and do!) easily look you up online to see what customers are saying about you, don’t waste time asking for referral letters anymore. Instead, ask clients
Prospects are used to sales reps attempting contact 3 times and then giving up. If that is how you operate, you simply won’t get their attention. My rule of thumb is to
There aren’t many certainties in selling. What works well for one salesperson fails for another. What looks like a sure sale can quickly deteriorate into a competitive loss. One thing you can
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