Sales are up. Leads are coming in. We don’t need to keep paying for lead generation, do we? Let’s save that money. The sales rep is setting appointments. He can do it. Or – Hey, lead generation is performing. Yes, the sales rep left but we don’t need to replace
Moving quickly through prospects using a sales script and not putting any effort into establishing a relationship puts you into highly competitive sales cycles with tremendous pressure. Take some time to get to know your prospects and build a relationship with them. They might not be interested now, but when
Acquiring a list is the fastest way to build a list, but it’s not uncommon for 40% or more of the contacts to contain bad data. Alternatively, building an organic list allows you to carefully select and cultivate contacts that fit your target market, so your marketing efforts are more
List building is one of the biggest challenges in sales and lead generation. That’s why strategies like Google AdWords and social advertising sound so exciting. Rather than worrying about a list, you’ll let people find you. They are the modern-day Yellow Pages. Make an ad big enough, and people will
Let’s play a ball game of our own, shall we? Gather a prospect list of at least 68 contacts and start calling and emailing the list persistently. Your Sweet Sixteen prospects will bubble up in conversation. From these, an Elite Eight should set first time appointments. Your Final Four will
Regardless of your role, much of selling is done by phone. Your prospects and clients rarely think about where you’re located until you quote the wrong time zone. Strengthen your relationship ties and always use your clients’ time zone whenever quoting times. If the math is difficult, use your smartphone
The No. 1 reason SMB companies abandon their lead generation strategies is that they don’t believe they got results. Companies invest time and money, but when they look back on their sales results, they can’t attribute closed sales directly to campaigns. Marketing qualified leads aren’t a metric. Closed sales is
You meet. It’s a perfect fit – but your prospect just isn’t ready to take the next step. Don’t dump them and move on to the next prospect. Make sure you tell them when you’ll follow up – and then do it! Between now and then? Send them interesting content
If calls aren’t working, your LinkedIn invitation wasn’t accepted, and your tried-and-true prospecting is greeted with silence, it’s time to get creative and try some old-school strategies. Drop in for an in-person meet and greet, send a handwritten note or send something lumpy. It takes 9+ attempts to gain access. Don’t
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