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[2005-05-25] Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale
Many things with lead generation seem easier than they are. Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing.
[2005-05-21] Lead Generation via Industry Experts
Proactively building relationships with industry experts is a powerful way to generate sales leads and positive word of mouth (WOM).
[2005-05-20] Sales Training – A Short Course, Part I
In many organizations, sales managers and experienced producers have training responsibilities for which they are ill-prepared and, in some cases, barely qualified. If that's you, the following may just be a lifesaver.
[2005-05-20] Sales Training – A Short Course, Part II
"I learn by going where I have to go." - Roethke
[2005-05-16] The 2 Step Lead Generation Machine
Cold calling doesn't work, it's no fun and often you end up with leads, or worse yet, clients, that don't really value what you do.
[2005-05-13] What You Can Learn From The Movie Business
Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles.
[2005-05-13] It Isn't A Sale Until You're Paid
Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until you're paid." Most salespeople absolutely HATE calling their customers to ask for payment as they feel like the GOOD GUY and BAD GUY rolled into one!
[2005-05-13] The Rock and Ripple Effect:
Imagine you've just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water.
[2005-05-13] The Golden “Week” of Selling
Have you ever heard of the Golden Hour? I live with a paramedic - so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour."
[2005-05-12] 7 Ways to Cut Loose from Old Sales Thinking
Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.
[2005-05-11] Bite Your Tongue
Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week.
[2005-05-06] Stay in Touch with Leads and Get More Closes
How many leads have come into your business since the beginning of time that never closed? That is a salient question. Who knows how many, but I bet there are a lot.
[2005-05-04] Sell Without Feeling Like A Used Car Salesman
Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous.
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