Sales and marketing professionals are constantly looking for novel ways to generate leads. With so much of our communication done online instead of in person, it can be challenging for your message to stand out in the midst of the hundreds of emails your prospects get each day. In my sales career, I’ve seen success…
As a freelancer or consultant, it’s almost impossible to find success without networking – meeting new people who might interested, or know someone interested, in your services. But networking for introverts? That just sounds like a huge ball of stress. Networking is a supportive system of sharing information and services among individuals and groups having…
Language matters. The way people read and hear certain words may evoke emotions and instincts that even they’re unaware of. Fortunately, it’s easy to substitute these common words and phrases to ensure that you’re putting forth your best effort. Use This Not That Why? Agreement Contract Contracts are what come up in court. While you…
Is the stream of interested contacts flowing through your sales pipeline producing the close ratio you’d expect? Have you ever wondered at what step in the sales process you can relax and start counting on a close? Are you looking for a way to make your lead vetting more efficient and reliable? Developing a steady…
Nothing is worse than being talked at by a pushy, brazen salesperson, who — moments after meeting you — begins force-feeding information on how great his product is, presuming why you need it, and how he has a limited time offer — but only if you buy today. Immediately, you’re put on the defensive and…
You’ve successfully used BANT to qualify your lead but have you looked between the lines? Sometimes, your lead may have shown plenty of interest, but is there intent to move forward? Let’s face it, many of us in the sales industry are self-confident, ambitious, and at times, we can look at a potential opportunity with rose-colored…
The intricate budget dance between purchaser and vendor goes ‘round and ‘round, with a fine line between “driving a hard bargain” and “giving your services away for free”. Thankfully, there are creative ways to open up a more effective dialog in which everyone feels valued and respected, striking the delicate pricing balance between purchaser needs…
The hardest element to verify before truly considering your lead qualified is the budget. We’ve gone over the four basic principles of a qualified lead before. To recap, your lead is not qualified unless you can provide sound details on these four criteria: Budget – does your prospect have enough in their budget to pay for your goods or…
Friends don’t let friends qualify deals alone. Use the Buddy System and BANT for deal qualification. You’ve heard these things plenty of times – Get another set of eyes to review your presentation before you send it Have a teammate review your paper to make sure there are no errors Have somebody look over your…
Digital tools are essential in helping companies win in business. Initial face-to-face meetings without doing homework online has become the exception rather than the rule. Social selling is no longer just a buzzword — it’s become a formidable weapon in any successful sales process. The secret in getting the most utility for social selling is…
