The Compound Effect of Prospecting

You’ve heard of the compound effect. It’s that ripple effect you get from doing small things over long periods of time – with discipline. Darren Hardy wrote a whole book, “The Compound

Monitor Sales Metrics To Identify Challenges

Monitoring your sales metrics through the sales process can help you detect challenges within your sales process. Look for significant opportunity loss within any of these four phases of the sales process:

Why You Need Customer Lead Generation and 4 Ways to Get Started

Over 90% of lead generation is focused on attracting new prospects, but customers frequently present the most profitable source of new business. In the quest to add net new logos, clients often

Enlist Your Allies to Get More New Business

You don’t have to go it alone with your new business development. You can enlist the help of partners. That might be solutions vendors, someone who offers complementary services to your business,

How to Get the Right Attention

If you want someone’s attention, you must address them directly. Applying even the best new business development strategies to an undefined market won’t yield the results you could have with a specific

What’s in This Call for Me?

When anyone gets a call from someone they don’t know, they’re asking themselves one question that will determine if they stay on the phone. “What’s in this for me?” So, when you’re

Show Your Clients the Money!

Are you wondering how to close those opportunities lingering in your funnel? While these are admittedly challenging times for many, I still see lots of sales being made. So what’re those sellers

Change Your New Business Development Focus to Relationships

Focus your new business development efforts on establishing relationships and identifying the drivers that compel potential buyers to work with you. This approach is much more effective than only trying to score

Craft Your Emails with Gatekeepers in Mind

Your prospecting and lead generation emails must get past the gatekeeper to reach your target contact. To do that, write your emails to address issues, questions and points that the gatekeeper can’t

How to Increase Reps’ Appointment Setting Results

Has your team mastered the basics of writing sales prospecting emails and bemoaned they still don’t get replies from cold prospects? Are they blaming gatekeepers, voicemail and the email delete barrier for

Revisit Old Prospects

Review all the prospects you’ve worked with over the past two years but never closed. Many never made a decision or might regret the decision they did make and are ready for

How to Make Testimonials Work for Lead Generation

Testimonials are a fantastic lead generation tool, especially to communicate to your specific target market and niche markets that you understand their needs and have satisfied customers in their industry. Keep the

Make Your Email Stand Out

To stand out, you have to be different and, more importantly, relevant. We still live in a world of mass communication where generic, untargeted messaging easily gets lost. If you hyper-focus your

FREE Yourself from Cold Calling

This is NOT me telling you not to cold call. But it can take as many of 9 attempts to reach a new prospect. Reach out in different ways for those 9

How to Hire a Skilled Sales Hunter

The most difficult sales position to fill is that of a hunter. A higher percentage of salespeople are cut out for account management, where clients already exist and the job is client

Are Your Accounts Growing?

Account managers should be on the lookout for revenue uplift opportunities and ways to expand your company’s footprint with each client. Rather than tactlessly soliciting your clients, a good account manager knows

Do You Even Prospect?

Your lead generation activities are only one step toward adding sales-qualified leads to the pipeline. Your sales reps also should be prospecting top-tier companies, staying visible in your community and keeping their sales skills sharp

Hiring Sales Reps: Is ‘Hire Fast, Fire Fast’ Right for You?

A popular approach to hiring sales reps is to hire fast and fire fast. If you’re going to do that, there are several things you have to take into consideration. Considerations When

Share the Details with Your Reps

Be sure your sales reps know your target market and persona details. When you share this information, your reps know who to target, why and how. You’ll improve their campaign follow-up, change

Getting to ‘No’ You

It’s only after you hear “no” that you can begin to improve your sales process and sales skills. Follow up on all proposals until you find out what the situation is. Even

Top 3 Account Management Best Practices Every Small Company Should Use

As companies focus on client retention, the account management function comes under scrutiny. Like a seasonal wardrobe, business owners seem to continually change their account management strategy. Who has the skills to

Whodunnit?

Adding a bit of mystery and anticipation to your prospecting is one of the most effective ways to get prospects engaged. Holding back additional information to share in a later conversation keeps

Get Personal to Get Past the Goaltender

Getting past the goaltender can be tough. But if you want to score, you’ve got to connect with the right contact. The gatekeeper can block your shot and you’ve got a total

What Good Account Management Looks Like

In smaller companies account management is critical not just to growing your business but also to sustaining it. Losing a few clients can have a dramatic impact, from staffing to operations. You