Securing Appointments Takes More Tries Than You Think As a sales person the line between professional persistence and harassing peskiness is always on your mind, and it should be! The minute you become irritating in the eyes of your prospect you can kiss your chances of a sale goodbye. But that line is harder to … Continue reading Don’t Give Up!
How Lead Generation Enables Sales People to Make the Most of their Time The traditional prospecting method has changed. The obvious first step is to work any inbound leads. Any prospects who have reached out to you expressing interest are obviously your first priority. But when those are exhausted, what do you do then? A … Continue reading Warm Calling
The way your buyers learn and make decisions is changing. With the wealth of information available at the click of a mouse, people are more informed and further along in the buying process by the time they reach your sales team. The old idea that all you need to be successful in sales is to … Continue reading How to Close Inbound Leads
The concept of effective communication and its effect on sales success is nothing new to any sales department. The foundation of any successful sales person’s strategy must be to communicate value, gain trust, explain complex situations and products, and differentiate your company from competitors. Nowhere is this more important than in a sales email. There … Continue reading Writing Outstanding Sales Emails
Increase Engagement and Email Performance One size does not fit all in the email marketing world. Tailoring your message to the specific needs or wants of a certain group of people in your database increases the relevance of your messaging and boosts your response rates. The key is finding the pieces of data that tie … Continue reading Making the Most of Your Data
It is universally agreed among the B2B world that email remains the most effective and preferred method of communicating with current and potential vendors. Many people receive hundreds of emails every day and only a few of them actually stand out enough to be opened and read. But not to worry! Follow these steps to … Continue reading Step by Step: How to Create Strategy-Based Email Campaigns
Differentiating your email from the hundreds of other emails in your target contact’s inbox is an evolving science that sometimes seems to grow more difficult every day as your prospects not only receive more emails e but also become more selective as far as which emails they open and which will grab their attention or … Continue reading How to Write an Effective Subject Line
Let’s be honest – especially in sales departments, marketing is often misunderstood and its importance understated. But once we break down the marketing machine it’s not only simple and understandable, it’s easy to see how it is the crucial foundation to any successful sales team. Marketing’s first responsibility is to gain the trust of the … Continue reading The Path to Growth Starts with Marketing
As a sales person, you’ll end up sending a lot of emails that don’t get answered. Your prospects, no matter who they are, receive a TON of email. We all do. How do you prioritize which emails to open and which to ignore? Personally, I open those that provide value to me. So, if you … Continue reading Adding Value with Every Email
How to find the line between persistence and harassment. As a sales person, it’s just a fact that you do need to be a little bit aggressive. It’s an unavoidable reality that you will be hung up on, you will receive unsubscribe requests, and you may even receive a few angry emails and less than … Continue reading How much is too much?