Once you know which audiences most values your offerings (see Who Should I Target module), it’s now time to create a list of possible lead sources: Your Network This is normally the starting point for most people. Caution: This lead
Over my long career meeting tens of thousands of salespeople, there are 2 types: The Service-Centric The Consulting-Centric Let’s see the difference by looking at how each would handle the same situation. Topic Service-Minded Consulting-Minded Customer emails a list of
Even the best salespeople can struggle to stay motivated through the never-ending business development “chase”. Here are some ways to keep your motivation high. Set Small Milestones Especially in the beginning and even more especially when selling in a longer
There are many ways to try open a new door including: In all instances, the door opening or “breaking the ice”, has the same components, just delivered in a different method. Learning the structure will help you generate the most
Prospecting Ain’t Easy: 5 Quick Tips While other modules I have go deep into prospecting or Introduction Calling techniques, this is a simple 1-page summary to help you get going and use as a reminder. Know how to get “in
As we have all experienced, there are many aspects of our jobs and lives we simply have little to no control over. That was very evident in the Recession of 2008-2010. Tactics, strategies and styles employed when the economy was
When you’re in the thick of the sales world, you quickly realize it’s not just about having the gift of the gab or knowing your product inside out. No, it’s about something deeper, something that really makes a standout sales
What is it? It’s a rule to help you measure a customer’s true interest and the quality of an opportunity.
It’s a communication technique that can be used both verbally (phone, video & face to face) and in written correspondence (i.e. emails, LinkedIn, even texting).
For most of us selling a solution (whether a product or service), we have come to expect a long, often drawn-out, sales cycle before the yes or no verdict...