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Prospecting Through the Holidays

How to Shift Target Markets in These Uncertain Times

By Kendra Lee The foundation of your lead generation strategy is your target market. It defines the personas you are going to target, the key messages and problems you should talk about,

[Video] 5 Ways to Close More End-of-Year Sales

It may be the end of the year, and it probably feels like the perfect time to let go of your prospecting goals. But it’s not! There’s still time to get through

Prospecting Through the Holidays – Video

Video: The #1 Response Booster in Lead Generation

One of our clients reached 88% of their target contacts doing this one thing to boost responses. Watch this video to find out how to increase responses to your lead generation. Something

Video: What Email Campaign Metrics Really Tell You

How do you know if people are really interested in what you’re sending to their inbox? It’s all about looking at the right metrics. Metrics are about much more than just about

Video: Two Nurturing Emails are Better Than One

Think sending a carefully crafted second nurturing email is a waste of time? Feel like you should be churning out new content every week? Then watch this video. You’d be surprised at

Close the Lingering Proposals

Q4 is here! The pressure to meet quota is on! Want to finish the year strong? Focus on what you can close. Look at all of the proposals that are lingering in

Video: Create Your Own Sales Prospecting E-Z Pass

Sometimes your sales prospecting is like fighting traffic over a holiday weekend. When that happens, your strategy needs a bit of a creative twist. These tips and tricks will help you create

Video: This is Your #1 Goal In Sales Prospecting

Your top goal for prospecting is NOT what you think it is. So, what is it? And how do you make sure you’re calling the right people? And what the heck is

Video: Begin with Your Door Opener Purchase

What sales rep doesn’t want to open more doors, get more appointments and close more sales? You need to know what to talk about in your emails and phone calls – and

Video: How To Do Lead Generation For Customers

Sure, you have a lot of great solutions your customers need to know about. Funny thing is, customers tend to ignore your emails (even more than prospects!). How do you make sure

Video: Social Media as a Lead Generation Content Platform

Social media is changing – it’s not just for sharing your community service and vacation photos. It has evolved to become something much more for businesses to engage prospects and customers. Your

Video: Which of These Email Approaches Is Right for You?

Whether you’re in sales or marketing, there are 3 different types of emails that you can employ. Which one should you be using? That all depends on what you want to achieve.

Video: What To Do When Sales Prospectors Fail

If you’re getting poor results from your sales staff, it might not be your staff. When you’re not getting the results you expect, you need to look deeper. Before you fire your

Video: Lead Generation Strategy When Target Market Doesn’t Know You

The success of your lead generation strategy depends on how well recognized you are in your target market. When your market doesn’t know you, your approach needs to be entirely different. Want

Video: What You Need To Know About Your Target Market

If you want to appeal to your niche more effectively and get a higher response rate (and even more sales!), then you need to get to know your target market better. To

Video: Why LinkedIn Prospecting Fails

LinkedIn is a popular prospecting tool because it’s a non-threatening way to start a relationship with prospects. If you’re failing at prospecting on LinkedIn, it’s not the social media or the prospect.

Video: The #1 Sales Interview Question To Ask Yourself

The key question during the sales interview process is NOT whether or not the interviewee can sell – that only looks at their quota and history. To find out if a candidate

Video: Sales Lead Origination Impacts Price

How your prospect found you directly impacts the price they’re willing to pay – and how competitive your sales process is going to be. Find out what kind of sales leads are

Video: Which Type of Leads Are You Getting?

There are two types of leads. Sales ready leads and marketing qualified leads. Sales ready leads are ready to talk with you. Marketing qualified leads are engaged with your campaigns but aren’t

Video: 3 Questions To Uncover Your Differentiators

Your differentiation is the one thing you have that none of your competitors can claim. They are unique to you and the reason your clients choose you. Use your differentiators in your

Video: Choosing Your Best Strategy To Develop New Business

There are three outbound strategies you need to use if you want more customers. All three strategies are necessary to have a thriving business, but you need to know which one to

Set Monthly Targets

No matter what your skill level, consistent sales activities lead to results. Even the worst prospector gets appointments if he doesn’t give up. Set weekly goals for the number of prospects you