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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 vision for a way out. Share with them how you can help them solve their biggest challenges. Do...
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 next step is every single time you talk to them. Lead them, and they’ll follow.
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 many people I talk with who tell me they don’t want to cold call. They don’t want to...
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 and say, “Have I got a data security solution for you.” Instead, share trends you’re seeing, or share...
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 to share your perspectives and recommendations, highlighting yourself as an expert they want to work with.
Selling is challenging enough without losing your existing customers. Suddenly your new business development quota of one or two new accounts per month becomes three or four new accounts per month. The pressure is on to replace lost customers while also finding new customers, but the revenue to invest in...
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 Take these 3 steps to give it a quick clean up: Remove anything outdated: groups, irrelevant content Add content: Awards, presentations,...
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 to give you a detailed review on Google Business and send them the link to do it. The...
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 call at least 9 times. If they can ignore all 9 attempts, then they don’t have a need...
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 count on, however, is that if you don’t have strong, qualified leads in your pipeline, it’s going to...
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