Any aspiring salesperson is taught the value of persistence. It is arguably the foundation of the profession as success is rarely attained without it. Yet between all the strategies out there, from initiating conversations to overcoming objections, the virtue of patience can be forgotten. While persistence is a good quality, it can backfire if a […]
Category: Getting the Appointment
Using Appointment Setting for Year Round Lead Generation
With a new year just around the corner, many sales organizations are in crunch mode trying to achieve year-end goals while also gearing up to kick-start the New Year with a big bang. While the 1st and 4th quarters are critical, there’s a lot of momentum and closed deals that take place in the 2nd […]
Voicemail Best Practices
Leaving a voicemail may seem like a repetitive task that rarely sees results. If your sales team can focus and improve upon the strategic tips below, your team will quickly notice a positive impact on the rate at which potential customers engage with your brand and return missed calls. Implementing tactics that capture undivided attention […]
Benefits of Outsourcing Appointment Setting
Appointment setting is crucial for sales organizations that rely on leads and a key element of their success. The sales cycle still involves suspects becoming prospects and prospects becoming leads. A critical step in the process of then converting those leads into actual customers is the sales appointment. The sale comes only after the sales […]
Do You Know Your Sales Team’s Batting Average?
With Spring Training in full swing and Opening Day quickly approaching, have you ever thought about your own “team” in terms of America’s Favorite Pastime? Long before Brad Pitt and Moneyball, baseball has been a game full of statistics and rankings. Similarly, sales leaders and sales teams measure their success based on metrics and analytics. Too […]
The 5 Stages of Sales Prospecting
Sales prospecting is a process that turns your target market into a customer sale. Breaking down the process into 5 stages can help you not only notice areas of improvement but figure out ways in which you can increase sales and make your work more efficient and effective. The first three stages of sales prospecting […]
7 Tried and True B2B Appointment Setting Techniques
One of our favorite lead generation sayings is that within each sale, two sales actually take place: the selling of the appointment, and the sale of the service. Appointment setting, thus, is the first “sale,” and is a crucial step in the purchasing process. So, what steps can your business take today to increase your […]
The Formula for Deal Generation
As lead generation transitions to the more efficient and effective strategy for a deal generation, it is imperative to understand the differences between the two. The primary differentiators can be broken down into four components: strategy, prospects, work and results. Proven methods are an essential component of both lead and deal generation. The noticeable variation […]
The Art of Schmoozing. It’s More Than a Suit & Tie
Wine and dine, booze and schmooze… whatever you call it, showing your prospects a good time is, for many sales professionals, simply part of what it takes to seal a deal. But, just as different parts of the sales process – and indeed, different prospects themselves – require a customized approach, so does the “wine […]
Your Prospect’s Most Common Objections & How to Conquer Them
Whether you’ve been working in sales for a week, a year, or a decade, you know that there are many instances when a prospect will object, for whatever reason, to moving forward with a sale. Some of these objections are legitimate, but many of them – even ones that might seem unsurmountable – might be […]