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.
Prospecting is not about making 100 calls a day. It’s about having quality conversations with prospects to learn more about them and then nurture them until they’re ready to engage. It might be 60 days, six months or even next year before they’re ready to take that next step. Combine
You can’t achieve your revenue sales goal without monitoring interim sales and marketing metrics. Most business owners focus only on the end goals: closed sales and net new clients. But focusing only on the end goal won’t ensure you’ll achieve it. You have to look at how you’re doing all
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
It’s that time of year again when I write a sales rendition of a favorite Christmas song or poem. This year’s song is purported to be the first song ever played in space back in 1965 by the Gemini 6 astronauts: “Jingle Bells!” Get the tune solidly in mind, then
When I give a gift or send a card, it’s because I want to show how much I value that client, staff member or partner. It comes from the heart, which might sound odd in business, but the holidays are all about heart, so why not show it? It’s not
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?