It takes 9 or more attempts to reach a new prospect and only a small percentage of sales reps are happy to pick up the phone every single day. Set KPIs for your reps that recognize the importance of consistent prospecting follow-up to reach target contacts, so you aren’t setting

Tempting as it is to go into lengthy explanations, more than two-thirds of all emails in the U.S. are read on smart phones. Couple that with short attention-spans and you’ve got an audience that wants to declutter their inbox. Anything that isn’t a quick read gets deleted in three seconds.

Remember all those sales you didn’t close last year (i.e., last week)? Revisit those proposals and see what you can move forward right now. Companies operating on a calendar year now have new budget to spend and a set of fresh initiatives for 2019. Plus, your contacts will all be

It’s the last week of December and all through the office, decision makers are nestled snug at their desks with visions of 2019 dancing in their heads. That makes this an ideal week for getting on the phone. Call warm prospects and clients you haven’t talked to lately and ask

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?