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There’s something about autumn that makes people slow down and have fun. Let your prospecting calls and emails reflect that mood. You don’t need to change your value proposition, just your delivery. By deepening your connection, you’re also laying foundation for sales conversations as clients are looking to spend
Hiring salespeople is hard. You’ve tried and failed multiple times, always falling back on a principal-led sales model. You have one, two or even three salespeople on staff, all missing quota. Even when you hire sales reps who were successful elsewhere, they fail in your company. Your choice? Break
You carefully planned out specific sales qualification criteria, like company size, budget and timeline to weed out prospects who are unlikely to close. So why ignore those criteria during the sales process? Teach your sales reps to qualify and requalify leads as you move through the sales process to
Your prospects don’t know your sales process. It’s up to your sales reps to spell out the next steps to prospects in every discussion. That way, prospects won’t get lost in the woods and wind up with a competitor.
You’ve heard of the compound effect. It’s that ripple effect you get from doing small things over long periods of time – with discipline. Darren Hardy wrote a whole book, “The Compound Effect,” about how you can leverage it in your life with massive results. We’ve all heard the
Monitoring your sales metrics through the sales process can help you detect challenges within your sales process. Look for significant opportunity loss within any of these four phases of the sales process: New opportunities Marketing qualified leads converting to sales qualified leads Opportunities converting to proposals Proposals converting to
You don’t have to go it alone with your new business development. You can enlist the help of partners. That might be solutions vendors, someone who offers complementary services to your business, or colleagues that serve the same market but aren’t competitors. Ask around and look for ways to
If you want someone’s attention, you must address them directly. Applying even the best new business development strategies to an undefined market won’t yield the results you could have with a specific target market in mind. A well-defined target market helps you better understand your contact’s needs and deliver
When anyone gets a call from someone they don’t know, they’re asking themselves one question that will determine if they stay on the phone. “What’s in this for me?” So, when you’re talking to new prospects, stay focused on the business issues they have – not new product lines