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Prospecting
3 Seller MUSTS for Effective New Business Development
I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this customer as an ideal prospect for my printing solution. I found the right contact, called, emailed, called, emailed, called, called, and one day she answered the phone and said, “Tell...
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The Kudzu Effect_ How do your sales messages stand out_
Have you ever heard of Kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen Kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You might recognize it as it...
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Can you score sales on defense
Having a conversation with a Sales Director the other day about his sales team and he remarked that only one seller made their quota last year. Several of the team members were new (6 months in), and the others . . . well, they’re struggling. The one Account Executive that made quota has been there...
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How Failure leads to Confidence
Everyone hates to fail. We don’t want to admit to failure. I despise it. Even though we’re familiar with sayings that tell us how much we learn from failure, how it makes us stronger . . . and all those other rah-rah messages. Sure, we learn what we SHOULD have done. That’s easy to see...
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What does EXCELLENT Business Development Look Like
What does “Excellent” really look like in today’s Business Development efforts? When talking business development with new sales reps or sellers ramping up their efforts with new Biz Dev commitment, they are often stunned when I share with them the number of touches it might take to reach and compel a prospect to take a...
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Make FU _Follow Up_ Your Sales Priority
I will admit I’d like to see your face right now after reading this title. It wasn’t intentionally “click bait” but when sitting in a client’s office and discussing his sales process, he wrote on his whiteboard: “Prospecting: *Research *Call/Connect *FU” He immediately realized his abbreviation for “Follow Up” looked like a particularly nasty insult...
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How do you dramatically increase your WIN rates
This blog is a CHALLENGE to you. If you’re reading it on a Monday, make something BIG happen by Friday . . . I did a double take when I read this statistic on Jill Konrath’s blog, citing a piece of research from LinkedIn “Win rates multiply up to 4 times when you are connected...
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Sales Stats to focus on for 2018
Looking forward to the New Year, I’m thinking about the most important areas to focus on for my clients’ sales teams. Prospecting is always tough, closing is a priority, new business development is critical . . . What’s your data telling you to focus on? If you’re looking for specific places to focus on development,...
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Push back to this common buyer Objection
It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word. “Naive” maybe? Of course, they already use someone else. Their need doesn’t usually fall into YOUR lap unless you’re strictly an inbound rep responding to inquiries or leads – which...
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Feeling the sales squeeze? 3 ways to improve your year end push
It’s 4th quarter – the time when sales teams are looking at closing the gap on their goals and where they are year-to-date. For some of you, you’re okay and on track. Good for you on managing your pipeline, developing new business, or “crushing it” this year. For many of you, this is a panic...
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