In the cult classic sales movie titled Glengarry Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel are missing from sales processes and techniques that are taught to salespeople. Here [...]
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 [...]
We improve our results by keeping our eye on the ultimate goal when making sales telephone calls. It’s sometimes best to have appointment-setting be our primary goal when making true cold calls. It’s easy to lose sight of that goal by getting sidetracked and trying to go beyond that goal to selling something or even [...]
One must have a bidirectional lead generation strategy in order to truly create power lead generation. There must be outbound sales efforts to create leads as well as a strategy to produce inbound leads. Outbound Lead Generation In order to drive outbound lead generation, there are a few different methods to use. Using the [...]
When working on qualifying sales during cold calls, lightly qualify first because we’re simply attempting to determine if it makes sense for everybody to keep investing their time in the conversation. Some examples of what to look at when asking light qualifying questions are general questions that identify if things are great, ok, or have [...]
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 [...]
Both cold calling and email play such a big role in sales prospecting, so having a cold call email strategy is important. You greatly improve your probability of connecting with the prospect when you combine the two communications methods together into one strategy. Creating and Using Cold Call Email Templates The first thing we [...]
