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The Center for Sales Strategy Blog

Turn Goals into Reality with a Solid Prospecting Plan

successful sales prospecting planWe are now a few months into the new year. Often, at the end of the prior year, I spend time talking about the year ahead. I ask the sellers that I coach what they want to accomplish. Where do they want to be at the end of this year? We discuss their professional sales goals, and then we begin to make a plan together to help them achieve those goals.

I encourage them to make sure they understand the importance of high priority prospects or what we call target accounts. Ensuring sales teams understand how to identify, develop, and close (or walk away) is a critical part of sellers achieving their objectives throughout the year.

Topics: key account growth prospecting account list management

We Lost the Business... Now What?

what happens when a prospect says noEven the best salespeople hear the word “no” from time to time. You know how it goes; you did everything right. You built up some serious rapport, had that million-dollar idea, and presented a top-notch proposal. In the end, though, it just didn’t happen. The prospect said “no.” NO!!! It’s never fun to lose, but how you handle these losses can make or break you. 

Topics: sales strategy sales process prospecting

Update Your LinkedIn Profile to Become Trusted and Valued by New Business Prospects

become a trusted and valued sales profesisionalThey don’t know you.
They don’t trust you.
They won’t respond to your emails.
They won’t engage in a conversation with you.
They won’t meet with you!

These are some of the challenges we face from new business prospects when it is early in the sales process. Each is a hurdle we have to overcome to connect and move the sales process to the next step. When you boil it down, the problem is linked to a lack of trust and value. Simply put, you are not valued or trusted in the eyes of new business prospects.

Ouch! How can this be when you have some much going for you?

Topics: LinkedIn sales process prospecting

One Hot Tip to Connect with Target Accounts (VIDEO)

Trey-Hunterio

 

Need some help connecting with target accounts when prospecting? Do you know the decision maker you need to connect with at a company, but don't have their email address? Have no fear. Trey is here... to share a hot tip that he uses regularly to connect with target accounts. 

Topics: sales strategy sales process prospecting account list management

The Ultimate LinkedIn Profile Checklist for Sales Professionals

linkedin checklist for sales prosThere are many benefits to using LinkedIn as a sales professional that include everything from personal branding and thought leadership to prospecting, lead nurturing, and recruiting. The problem is, often times, sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. 

You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your social efforts. Use this checklist to ensure your profile is updated and the best representation of your personal brand, the products you sell, and what you have to offer a prospect.

Topics: Social Media LinkedIn sales strategy prospecting

5 Ways to Show a New Business Prospect You Care

show a new prospect you careThe things you do are often more powerful than the things you say. 

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale? 

Here are five things to do before and during a first meeting with a new business prospect to demonstrate you care:

Topics: Needs Analysis sales strategy prospecting

Have a Bloated Sales Pipeline? Here’s the Remedy.

iStock-1086352612Editor's Note: This post was originally published on Liveplan.com.

The longer a sales proposal sits, the less likely it is to convert to an actual sale.

The trouble with these stalled proposals is that you could have 100 potential sales stuck in limbo, but you can’t use those possible sales to pay your real bills. A bloated sales pipeline can start to have a real impact on your company’s cash flow if you’re not careful.

Topics: sales performance sales process sales pipeline prospecting

The 5 P's of Selling (Don't Skip #3!)

5 p's of sellingProper preparation prevents poor performance! 

Take these five P's for a test drive, and your sale performance will improve. 

Topics: Proposal sales performance sales process prospecting

A 4-Step Needs Analysis Process that Really Works

4 step needs analysisIf you are struggling to uncover desired business results that lead to cash, perhaps it is time to modify your needs analysis process. Here’s a new model that is getting rave reviews — feel free to take it for a test drive during your next discovery meeting with a new prospect.

Topics: Needs Analysis sales strategy sales process prospecting

A 10-Step Guide to Building an Account List Management Strategy

build an account list management strategyA new year is around the corner, and it is time to perform some routine maintenance. A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019! 

Topics: key account growth sales performance prospecting account list analytics account list management