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Set appointments for the last week of December and first two weeks of January to start unwrapping new opportunities for Q1. By setting the appointments now, you’ll get in on their calendar before everyone else, and you’ll come back from the holidays with a calendar full of meetings, ready to
You can make Q4 a huge success, even if it’s December! Start by making a list of all the proposals you closed this year and highlight those things your clients decided to “wait to do.” Revisit those items with your clients and start closing them. Can’t reach them by phone?
This year I’ve seen sales reps in five different companies successfully talk their business owners out of the need for cold calling, only to miss their sales objectives abominably. Invariably the owners call to share that their reps don’t believe cold calling is working. They’ve decided to stop calling and
It’s the season for all those holiday lunches, parties and gatherings at local organizations, Chambers and associations. Those parties are teeming with your prospects, and they’re in the mood to mingle and chat with new people. That’s YOU! Why not join the parties and lunches this year? Collect business cards
At Thanksgiving, everyone talks turkey, but it’s pie they’ll double up on without thinking twice. After all the turkey, stuffing and sides, an extra slice of pie seems harmless. Turn that thinking to your clients. You’ve sold clients on the main attractions and must-haves. What extra slices of pie (add-ons
Businesses are looking at what is left in their budgets, and they want to spend it now before the cash is gone. They don’t know what next year will bring. Start checking in with prospects and clients who are anticipating projects now, so you can help them plan the project
Many sales reps and sales managers might be hitting the Q4 panic button if quota isn’t where it needs to be. Before you do, think about this: when you sound desperate or frantic, prospects smell blood and take advantage of the situation. Keep it confident. Start with these 10 questions
Getting more appointments can seem a bit like witchcraft. Your intention is everything. Expecting a “no” from your prospects? That’s probably what you’ll get. We see inexperienced reps who don’t have those negative expectations score a lot more appointments than their skilled but pessimistic counterparts. Expect a yes, and –
The best way to get prospecting for the holidays is to start earlier and be unique. Here is the holiday to do that! This Halloween deliver bags of fun goodies to your top prospects’ offices (costume is optional!). It’s out of the ordinary, memorable, and puts you ahead of the