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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 sale. Both actions are tough, and they don’t happen frequently. If you want to increase sales activity and...
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 efforts, you’d think they’d respond after nine separate attempts. How do you get them on the hook? A...
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 – from the perceived length to the content and call to action. You can quickly see where you...
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 media is a tool to build relationships and share your expertise. To do that, start with one platform...
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 requires long-term commitment and consistency. If you do it sporadically, that’s what you get back. When you’re consistent,...
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 that they still need your help. If nothing else, reach out by phone to understand what happened.
Referrals are one of the best – and easiest – ways to find new opportunities, but they’re often overlooked. “I don’t want to seem like I’m begging,” moan some sales reps. “Customers never have anybody to refer,” complain other sales reps. What do business owners share? Their primary new business...
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 avoid like productivity losses or savings you’ve helped them realize. These numbers go a long way into helping...
Set up a referral program so your sales team has something to offer when they ask for referrals. It will make them more comfortable. If you’re the sales person and your company doesn’t have a formal referral program, think about what you can afford to offer for a good referral....
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 asking for referrals. And if you don’t hit, you’ll absolutely miss. When it’s a formal part of your...
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