One of the best ways to improve b2b cold calling is to focus on the simple goal of getting the meeting. This can be easy to forget because our ultimate goal is to sell the product. And if we end up on the phone with a prospect, it can be easy to get excited and [...]
It can be easy to see that a cold call script is needed when making outbound calls and then feel that an inbound call script is not needed when receiving calls from prospects. Why We Feel This Way This is very understandable for two reasons. First, inbound calls, where a prospect calls you, are a much easier sales [...]
In the cult classic sales movie Glengarry Glen Ross, Alec Baldwin’s character outlines a sales process using the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things I feel are missing from sales processes and the techniques taught to salespeople. Here is a quick breakdown of those. Missing Item #1 - [...]
Effective networking is the best way to generate leads and improve sales. Follow these 12 easy steps, and you will see an immediate improvement in results. 1. Set a quota for yourself It is easy to find an excuse to not go to a networking event. To help with this, set a quota for [...]
One common goal you might be working toward is making appointments with target prospects during outbound sales. There are very clear and simple things that can be done to improve your results and effectiveness, even though it sometimes can seem challenging. 1. Stay Focused on the Primary Goal Staying focused on the primary goal [...]
There are clear things to incorporate in order to create a successful lead campaign. Focused Target List Building a target list of prospects for the campaign is a step often overlooked or not given enough attention. It’s common to quickly pull together a target and attack list with more time focused on other areas. [...]
Time and investment should be made in a few areas to improve the chances that your sales campaigns will be successful. 1. Define the target audience Having the ability to clearly define the target audience for a sales campaign is one important step usually overlooked. You will be better at generating leads if you [...]
It is very helpful for a salesperson is to have a template for a follow-up sales email. The email could be with information already filled in, and you just change a few details. Then, simply send out the email when needed. A salesperson finds this helpful when cold calling and sales prospecting because one of [...]
