As companies focus on client retention, the account management function comes under scrutiny. Like a seasonal wardrobe, business owners seem to continually change their account management strategy. Who has the skills to be a successful account manager? What should they do? How much support do we have to provide an
Adding a bit of mystery and anticipation to your prospecting is one of the most effective ways to get prospects engaged. Holding back additional information to share in a later conversation keeps prospects interested in continuing the discussion to learn more. The mystery must be compelling to work though!
Getting past the goaltender can be tough. But if you want to score, you’ve got to connect with the right contact. The gatekeeper can block your shot and you’ve got a total shutout. Your best assist? LinkedIn. When you connect on something personal and specific from the target contact’s LinkedIn
In smaller companies account management is critical not just to growing your business but also to sustaining it. Losing a few clients can have a dramatic impact, from staffing to operations. You can’t afford to shirk account management. Yet many business owners focus more attention on getting new customers than
If you’re getting all your leads from one new business development activity, you’re missing out on some great opportunities. You’ll see a significant dip in your sales funnel as each lead source has its own natural cycle. Mix it up with email campaigns, Google AdWords, events, social media, referrals and
Have everyone in a customer-facing role choose one question to use when they want to ask for a referral. Then, teach them how to frame their referral request and transition from the topic at hand to their question in a staff meeting. Your team will practice together, making them more
Perhaps a business owner’s biggest frustration is seeing all those opportunities sitting in the pipeline, but nothing is closing. Proposals were presented. Prospects declared, “I’ll let you know.” But they haven’t, and now you don’t know what to do next. When your reps get all the way through presenting the
Price objections and highly competitive sales processes are clear indicators that you’re not communicating your value to prospects. They see no difference between you and your competitors. Communicate your value in your marketing and ensure sales reps reinforce that value in their conversations. Prospects will love your unique value, and
I firmly believe that email is still the best tool for prospecting and lead generation. It’s personal, targeted, accessible, and measurable. And it can yield a steady flow of very high quality leads. That said, it’s getting harder and harder to break through to the people you actually need to
Marketing qualified campaign leads are contacts who show interest by clicking, downloading something you send, or attending an event you host. They are not a guaranteed sale. 10% will agree to an appointment. The rest are future opportunities. That’s not failure; that’s the sales job.