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Lead Generation Toolbox

The Center for Sales Strategy Blog

Make Your First Impression Your Best Impression

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There was a post on LinkedIn recently about the importance of making a good first impression. The post focused on professional men in beautiful, well-tailored suits, smiling, making excellent eye contact, and shaking hands. Surely there must be more than that.

First impressions are frequently discussed in the context of business meetings. Is it an important first meeting for a job interview? Or is it the first meeting with a client to conduct a needs analysis? It doesn’t matter what the situation, since memorable impressions are critical to both.

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Topics: Setting Appointments, salespeople

When Approaching Prospects You Probably Give Up Way Too Soon

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So, what is the line between persistent and pest when it comes to securing appointments? Two calls? Three calls? Six? When have you crossed the line between getting noticed and risking arrest for stalking? Well, a national study published in the Harvard Business Review recommends at least six approaches. After six approaches is when 90% of appointments are set. So, how many salespeople make six approaches? About 4%. Yes, 4%. The majority of salespeople give up after two. To put that into perspective, making six contacts will give you a 70% increase in new appointments. Would that change your life?

So, why are so many approaches necessary? Think about your own life. Are you busy? Yes. If I am approaching you for an appointment, do you know about my company? Probably not. What do you know about me? Likely nothing, except you know I want to sell you something. What do you know about my track record in helping people like you? OK, so I have a job to do.  And, so do you. 

The numbers are very compelling but you also have to think about how to communicate your concern for indivduals as customers, the expertise you and your company bring to the table, and your problem-solving capabilities. We recommend you follow these steps: 

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Topics: Setting Appointments, Sales, sales process

Generate More and Better Sales Leads in 7 Steps!

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According to a State of B2B Procurement study from the Acquity Group, 94 percent of business buyers do some form of online research before they meet with a salesperson. Your prospects are looking online before they agree to an appointment. And if they're finding information and assistance from your competitors instead of you, who do you think they're going to meet with?

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Topics: internet marketing, Setting Appointments, new business development, inbound marketing, Sales

Finding that Ideal Prospect when Selling Digital Advertising

Selling_Digital.jpgOver the years, I've seen—and still see—a pattern with media sellers in the pursuit of prospects who welcome ideas that include digital. Selling digital as part of an integrated solution requires a certain kind of prospect that will "get" what you're talking about with respect to integrated solutions. To help navigate through your best opportunities, try these tips as you prospect and plan your approach:  

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Topics: Setting Appointments, Digital, selling digital advertising, integrated media solution

FOMO: Did You Miss the Get More Appointments, Waste Less Time, and Sell More Webinar?

Fear of missing out (FoMO) is "a pervasive apprehension that others might be having rewarding experiences from which one is absent." This social angst is characterized by "a desire to stay continually connected with what others are doing."

If you were sitting at your desk on Thursday, October 29th, at 2pm and felt like you were missing out on something important but couldn't quite put your finger on what it was, here's the answer. You missed the LeadG2 webinar, How to Get More Appointments, Waste Less Time, and Sell More!, presented by Dani Buckley.

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Topics: Setting Appointments, inbound marketing, Sales

Five Ways to Beat Cold Calling Boredom

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We know continuous and relentless cold calling can wear you down. It’s a numbers exercise at best, and unless you really enjoy leaving voicemail messages and constant rejection, the process can be boring and downright taxing. But, there are ways to spice things up so that you’re not only more engaged, but also way more productive. Here are five recommendations we have to help you:

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Topics: Social Media, Setting Appointments, Sales

Don't Delete Me! The Sales Email Subject Line

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If you depend on email to grab a prospect’s attention and nail down that elusive first appointment, you should spend as much time honing the subject line of that email as you spend fine-tuning the entire body of the message.

Your competition is doing exactly that. If you do a Google search on "email subject line research" you'll find that myriad studies and tests are being done each year. And make no mistake: The big-time emailers out there may not be trying to make an appointment to sit down with your prospect, but in the email Inbox, they’re your competition. 

Some marketing gurus tell us that writing a good subject line is like—and as important as—writing a newspaper headline. Fact is, the email environment is much tougher, much bloodier. When your prospect sits down with the daily paper, he has usually committed himself to 20 minutes or more of reading, perhaps with a cup of Joe or a glass of wine readily at hand. Not so when he’s reviewing the latest avalanche of messages to arrive in his Inbox! On email, he’s in constant triage mode, ready to hit the delete button, allowing himself only 2.7 seconds to determine if there’s a good reason he shouldn’t. 

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Topics: Setting Appointments, new business development, lead generation, Sales