How Cold Calling Will Yield The Largest Sales Opportunities

Categories Proposing, Sales
Cold Calling

As a sales rep, finding qualified prospects and converting them into customers is the ultimate goal. Many agree that, when properly done, cold calling yields the greatest outcomes in regards to large opportunities. Still, there are others that consider cold calling to be archaic with a low strike-rate regardless of opportunity size. While everyone is entitled to their opinion, let’s evaluate the pros and cons. Advantages If you’re starting without an existing network of connections, then cold calling is an ideal option. In a B2B…Continue Reading “How Cold Calling Will Yield The Largest Sales Opportunities” →

The 5 Stages of Sales Prospecting

Categories Getting the Appointment, Negotiating, Presenting, Proposing
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 are the ideal customer profile, suspects, and prospects. These three stages are essential to determining who you want to target, which of your suspects fit into this target and interacting…Continue Reading “The 5 Stages of Sales Prospecting” →

The Formula for Deal Generation

Categories Getting the Appointment, Negotiating, Presenting, Proposing
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 between the two strategies is the focus on quality over quantity. Lead generations’ quantity focus results in a 75% less efficient use of resources while deal generation’s quality emphasis highlights…Continue Reading “The Formula for Deal Generation” →

4 Absurdly Simple Lead Generation Tactics

Categories Negotiating, Presenting, Proposing, Sales
lead generation tactics

The first and most important step of online lead generation is to understand your customers – what do they want and how can you meet their needs? Once you have established this strong foundation, you can develop a strategy with lead generation tactics that allow you to engage with your customers at the right time and in the right way. Know Your Target Prospect – Before you can optimize your online lead generation strategy, it is essential to understand your leads. Developing a lead-centered strategy…Continue Reading “4 Absurdly Simple Lead Generation Tactics” →

The Best Way to Sell Add-ons

Categories Proposing
The Best Way to Sell add-ons

If you’re like most seasoned sales professionals, you have a method to your approach. There’s a specific “stack” you want to sell, and your efforts revolve around techniques that put that stack first and foremost. For many pros and their companies, though, there are things to sell beyond the stack. Add-ons can be a powerful tool in your toolbox and can take a mediocre sale to a great one, or entice a reticent customer to commit. Here are our tips for making add-on selling a…Continue Reading “The Best Way to Sell Add-ons” →

How To Convert Consumers In The Decision Making Process

Categories Negotiating, Presenting, Proposing
Convert Consumers In The Decision Making

Many marketers use a sales acceleration strategy of more frequent contact, more information, and more repetition. However, with an overload of information, consumers may just shut down. Too much choice can be debilitating for the consumer decision-making process. In a widely cited and revealing experiment, Sheena Iyengar, of Columbia Business School, presented a sampling table in front of an upscale specialty market that offered shoppers tastings of flavored jams of several brands and a discount coupon for the purchase of any. The first test included…Continue Reading “How To Convert Consumers In The Decision Making Process” →