Nurture Through the Year

Prospecting is not about making 100 calls a day. It’s about having quality conversations with prospects to learn more about them and then nurture them until they’re ready to engage. It might

It’s Not Over Until the Ball Drops

It’s the last week of December and all through the office, decision makers are nestled snug at their desks with visions of 2019 dancing in their heads. That makes this an ideal

The Best Gifts for Clients

When I give a gift or send a card, it’s because I want to show how much I value that client, staff member or partner. It comes from the heart, which might

Unwrap Delicious New Opportunities for Q1

Set appointments for the last week of December and first two weeks of January to start unwrapping new opportunities for Q1. By setting the appointments now, you’ll get in on their calendar

Make a List & Call it Twice

You can make Q4 a huge success, even if it’s December! Start by making a list of all the proposals you closed this year and highlight those things your clients decided to

It’s the season for all those holiday lunches, parties and gatherings at local organizations, Chambers and associations. Those parties are teeming with your prospects, and they’re in the mood to mingle and

The Trick That Will Get You More Treats

The best way to get prospecting for the holidays is to start earlier and be unique. Here is the holiday to do that! This Halloween deliver bags of fun goodies to your

NOW is the Time to Give Prospects a Way to Reduce Their Tax Liability

You may not be thinking about taxes yet, but you can bet your prospects are. If they still have budget for the new year, they’d rather invest in their business than lose

Winning is Not Everything – But Making the Effort to Win Is

Vince Lombardi didn’t lead the Green Bay Packers to 5 NFL championships in 7 years without putting in effort. And, he didn’t quit in the fourth quarter. Set up your 4th quarter

Easily Grow Revenue from Existing Clients

Assuming you offer more than one solution, there are additional revenue opportunities hiding in your existing client base. You’ll notice them during your review meetings with clients. To make sure you don’t

Would You Return Your Voicemail?

When you’re cold calling, you’re (hopefully!) leaving voicemails. Though they can be nerve wracking, they present an important opportunity as you’re only likely to reach about 12% of your contacts at any

How to Get More Sales in a Large Territory

Identify smaller target markets. These micro-segments combine prospects into groups with similar traits that will be easier to manage. They might share the same pain point, operate in the same geography, or

Reeling ’em Back in With a Subject Line

When contacts go dark, cancel meetings and start ignoring your emails, the right email subject line has the power to reel ’em back in. The subject line needs to remind the prospect

The Perfect Time to Ask for Referrals

When you have solved a problem for a client, they are (hopefully) filled with love for you and your team. It’s that joy and relief that you want to capitalize on. This

Whoop It Up for Your Reps

Sales reps work from sales goals and activity targets. Often, the only time they get a real sense of appreciation is when they gain access to a new account or close a

Stop Selling on Social Media

Most people, your prospects included, don’t go onto social media to be sold to. As a sales rep, if you ignore that protocol, you’ll very likely lose credibility and connections. Instead, social

The Biggest Secret to a Steady Flow of New Leads

There isn’t one! It’s as simple as having discipline around your prospecting. Over and over, I tell sales reps that a commitment to prospecting on a fixed, regular schedule is key. Prospecting

It’s Not Over Until It’s Over

Stalled sales proposals might seem like they’re dead in the water, but you shouldn’t give up until you get closure. Your prospect needed your help when they first engaged you. It’s likely

Show Customers the Money

Showing customers what you’ve done for them helps build their loyalty, especially when you translate those actions into results and financial gains to their business. Those could be costs you helped them

Spring Clean Your LinkedIn Profile

When was the last time your LinkedIn profile got a sprucing up? Social media gets stale quickly. It’s important to have it fresh and current to reflect your expertise. Take these 3

Stop Playing the Same Game as Everyone Else

Prospects are used to sales reps attempting contact 3 times and then giving up. If that is how you operate, you simply won’t get their attention. My rule of thumb is to

Give Free Advice Often and Freely

When you offer to share your expertise freely, you’re not shooting yourself in the foot, despite what you might think. Few companies you speak with will be able to implement your suggestions

Leave a Better Voicemail

By now, you probably feel like an old hat at leaving voicemails. Try this trick: instead of waiting by the phone for them to get back to you, tell them you’ll call

What Savvy Salespeople Do on Friday

Ever noticed how scarce meetings seem to be on a Friday? Because Fridays are a popular day off. Because of that, more prospects are sitting at their desk, available to answer your