As I spoke with the owner of a small engineering firm yesterday, he talked about how surprises keep popping up in many of his meetings with prospects. “I feel as if I’m giving free consulting and getting nowhere closer to a contract,” he said. “I’m not even sure this is a qualified prospect. I feel […]
Up Front Contracts Learn More »
I read a Harvard Business Review article awhile back that emphasized that as salespeople we must sell ourselves first, our company second, and only then have we earned the right to present our product. After several tests of this approach – I believe it wholeheartedly! Prospects want to know who to trust. A salesperson’s ability
The salesperson is the biggest differentiator in a competitive market. Learn More »
Cold calling is a key component of a company’s sales cadence, but the success rate of it is less than 3%. After seeing that statistic, your first question might be “Does cold calling still work?” The answer? It all depends on you, and how effectively you are approaching the prospect and the call. What is
Does cold calling still work? Learn More »
Since the beginning of the pandemic, selling has become harder and harder! With the shift to more online interactions, buyers have become extremely comfortable with doing their own research and involving sales professionals much later in the buying cycle. This means that what made the salesperson valuable in the past no longer exists. Further, the
Why Prospecting is Essential to Successful Selling Learn More »
We are excited to be hosting a session of our Welcome to LinkedIn Marketing: A Simpler Way to Prospect course on Wednesday, May 11 at 9:00 AM. During the three-hour session, we will be reviewing the following with you: Targeting: define, find and reach your ideal clients through LinkedIn Nurturing: build trust and report through LinkedIn Marketing
LinkedIn Selling Class Learn More »
Last week in the first of this two-part series about turning conversations into customers, we talked about the importance of having a strategy to drive lead generation for your company. We outlined some of the key components you need, including the four pillars of LinkedIn marketing to reach your target audiences by doing the right
Turn Conversations into Customers – Part 2 Learn More »
Generating leads and increasing revenue can be difficult and stressful, especially if you don’t have a strategy. However, even with a lead generation strategy, many can be ineffective because of random activities that demand hours of time and a lot of luck for consistent ROI. One consistent problem we see from our clients is how
Turn Conversations into Customers – Part 1 Learn More »
As we discussed in part 1 of this series, an impact statement is a tool your sales team should use early in the sales process to get the prospect’s attention by building rapport, trust and establishing credibility. A well-written impact statement does two things: Qualifies the prospect to see if they are a good fit
Impact Statements – A Redefined Approach to Selling – Part 2 Learn More »
Prospects will decide in a matter of seconds if they want to continue to listen to you, so how you start the first sales conversation is important. The fact is, without the first conversation, nothing else can happen. This means your sales team needs to be equipped with a strategy that provides a step-by-step plan
Impact Statements – A Redefined Approach to Selling – Part 1 Learn More »
Many companies suffer from unpredictable sales. And, as sales begin to slow, management invariably begins to focus on the bottom of the sales funnel. But the fact is, they’re looking in the wrong place. Problems at the bottom of the funnel almost always start at the top with poor quality leads, unpredictable lead flow, or
Grow Sales with the Lead Generation “Machine” Learn More »
