John Henley, on October 18, 2017
I have been doing sales training and consulting for nearly 20 years and I always get a chuckle when salespeople tell me they need to find ways to close business in two calls. When I hear this today, I wonder where these people are living. Do they live on the same planet as I do? It’s not about the number of calls—it’s about the length of the sales cycle. And the sales cycle doesn’t start until the buyer is ready for it to start.
Tirzah Thornburg, on March 27, 2017
Recently I have had several managers asking about the value of a personal marketing resume for salespeople that are struggling with getting that initial call. Personal marketing resumes can be valuable in getting a prospect's attention and communicating how your salespeople can help, if done well. So, how do you get a personal marketing resume started, and what do effective ones include?
Guest Contributor, on February 1, 2017
You've worked hard in 2016, built up your sales funnel, but 2017 is really going to be your year to shine. Perhaps you would like to get more high-quality appointments or try new prospecting strategies. The comfort zone is certainly a relaxing space, but nothing grows there. It's time to step outside and achieve your sales targets. Here's how.
Jim Hopes, on January 18, 2017
Last weekend I set out on mission to Home Depot. Lately, I have found myself involved in a number of short projects around the house, and I had come to two conclusions:
I knew from keeping a casual eye on technology that LEDs and even some of the new efficient fluorescent bulbs put out plenty of light on battery power that lasts a long time. Sure enough, I accomplished my mission. Ten minutes and $31 later, I had my problem solved. I have already used it twice and it works well!
I bet this story doesn’t surprise you at all. You set out to solve problems in your life all the time, and often find good solutions, right? So when it comes time to approach a prospect, why do so many of us forget one of the most fundamental rules about capturing someone’s attention? It begins with identifying a potential problem within the business that needs attention. Otherwise, why would the prospect pay attention to you? The bottom line is that people only buy when there is a discrepancy between what they need to happen and what is actually happening. Motivated prospects are usually in one of two modes:
Kim Alexandre, on September 19, 2016
Developing revenue for nonprofit organizations can be a challenge for many reasons. One of the main reasons is finding potential donors and sponsors who resemble your best partners and meet the following criteria:
Emily Hartzell, on July 20, 2016
One of the hardest parts of being in sales is creating a list of people to sell to. Finding prospects and creating that list may seem tedious and hard, but in reality it doesn’t have to be! Here's a simple 5-step process that will walk you through the steps to creating an amazing prospect list in no time.
