Here’s an advent calendar that will keep your reps motivated through December! Create a whiteboard chart with columns for the days of the week and rows for sales reps’ names. Each day insert the number of people each rep talked to. Then give out daily prizes to give out
By Kendra Lee Talking price with prospects gives most reps heartburn, so they wait, and wait, and wait, all the way until the proposal. Aside from wasting your valuable time on potentially unqualified prospects, without some discussion of price, you are setting up a sticker shock situation. The Circular
If you’re struggling to reach your Q4 goals, stop and examine your vision. You must have a vision you are passionate about every day. It can’t be anyone else’s goal, and it can’t be an arbitrary monetary goal. It has to be your “why.” Once you know your real
Q4 is an ideal time to generate more customer leads. Customers already trust you and work with you, so the sales cycle is shorter. You can make this more fun with a client-only event that is festive and educational. Cover topics your customers should know about. They’ll appreciate your
By Kendra Lee It’s annual planning and budgeting season once again. Business owners’ favorite two numbers to use to build their plans are growth and operational expenses. But when you ignore your sales team’s capacity, you set yourself up to miss your numbers and potentially lose valuable sales staff.
Help the sales team ramp up Q4 efforts with a friendly game of Connections. Track all prospecting calls for a week to see who made the most calls, connected with the most people or set the most appointments. The loser buys coffee or doughnuts for the team. If the
Unified communications and small and midsize computer high tech are the primary industries we serve. Until the widespread adoption of monthly services delivered via technology, it was computer, communication, and medical device and energy companies that claimed they were “high tech” businesses. The one thing they have in common
Go visit your top prospects! Drop-by calling gives you a stronger connection with your prospect and is more likely to lead into conversations and opportunities. It doesn’t have to be all work either. Compare fantasy football leagues over coffee and doughnuts, drop by with Halloween candy or treat a
It’s fourth quarter, which means the final year-end push whether you’re motivating your team or yourself to meet sales targets. Here’s a list of resources to guide you to find and close Q4 sales. I’ve included a bunch of different formats, so use the one that will galvanize and
For a winning Q4 strategy, make a list of former customers you haven’t worked with recently. It could be a few years since you worked together, but they could need your help now. They’ll appreciate the call and the chance to pick your brain. You’ll have the opportunity to