So you have been talking with a prospect for the past few weeks. You have explained to them multiple times how great your product is and why they need it. You pick up the phone and make a call to the prospect expecting to move forward toward a close, only to find out that they [more...]
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The follow up call is usually the most important, and the most difficult, call in the sales cycle. Without an organized plan of attack it is easy to lose the interest of the prospect even if they were very responsive during the initial cold call. In an article written by Jim Domanski, president of Teleconcepts [more...] Last week I posted about an interview between Chad Levitt and Kipp Bodnar – this week I came across an interesting interview on the Selling to Big Companies blog in which Chad was the interviewee. Chad talks about how important it is for salespeople to market themselves, and he’s right. In order to maximize results, sales [more...] A recent search on Google for “cold calling” returned more than 33 million hits with titles such as, “Still Cold Calling for B2B Lead Generation?”, “Cold Calling is a Waste of Time”, “Never Cold Call Again” and the old standby, “Cold Calling is Dead”. Are the rumors true? Is the old-school method of telephone lead generation [more...] Sales reps: You are constantly educating yourself on the newest sales techniques and business trends, right? Well doesn’t it make sense to keep up with latest and greatest in social media? Social media is constantly evolving and sales reps need to evolve with it or risk being left behind. Social media tools are no longer only [more...] Ensuring reoccurring business starts from the initial outreach to a prospect – before your customer actually turns into a customer. Turning a prospect into a customer and then into a reoccurring customer is all about building a solid relationship, from the initial first impression all the way to the final sale. In a recent article on [more...] One of the key questions that needs to be determined by sales reps is “against whom am I competing?” The answer determines not only pricing, but overall positioning of your firm’s value proposition and how to avoid the likely traps competitors will set for your firm. If the rep cannot get a direct answer from [more...] |
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