Prospect on Fridays
Prospect when fewer people are in the office, like Fridays or the week of Thanksgiving. You’ll reach a lot of voicemail as more prospects take these days off, but those who are
Prospect when fewer people are in the office, like Fridays or the week of Thanksgiving. You’ll reach a lot of voicemail as more prospects take these days off, but those who are
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
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
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,
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
Your prospecting and lead generation emails must get past the gatekeeper to reach your target contact. To do that, write your emails to address issues, questions and points that the gatekeeper can’t
Review all the prospects you’ve worked with over the past two years but never closed. Many never made a decision or might regret the decision they did make and are ready for
To stand out, you have to be different and, more importantly, relevant. We still live in a world of mass communication where generic, untargeted messaging easily gets lost. If you hyper-focus your
The most difficult sales position to fill is that of a hunter. A higher percentage of salespeople are cut out for account management, where clients already exist and the job is client
Your lead generation activities are only one step toward adding sales-qualified leads to the pipeline. Your sales reps also should be prospecting top-tier companies, staying visible in your community and keeping their sales skills sharp
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
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
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
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.
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’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
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
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
Build a list of the 100 sweetest, most ideal companies you’d like as your clients. Prospect to the top 20-30 companies right now. Choose a manageable number to start with and put
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
At Thanksgiving, everyone talks turkey, but it’s pie they’ll double up on without thinking twice. After all the turkey, stuffing and sides, an extra slice of pie seems harmless. Turn that thinking
Businesses are looking at what is left in their budgets, and they want to spend it now before the cash is gone. They don’t know what next year will bring. Start checking
Many sales reps and sales managers might be hitting the Q4 panic button if quota isn’t where it needs to be. Before you do, think about this: when you sound desperate or
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