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FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on.

CRM 238

CRM Outbound Tools Study 238

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JUNE 3, 2013

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. Are you calling deep and wide into prospective customer accounts or are you sticking with your one contact in the company?

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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JULY 31, 2014

It often is based on specific companies you are following who fit your profile for best target companies as prospects. Do you want to learn about your prospective customer’s world? Example: I just became interested in a company after they visited our website. Next, put a plan into place. Follow them there. What did you learn?

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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MAY 19, 2014

when talking directly to a prospect. Real Life Example: I received a call when I was at a conference last week. But the prospective client did not call back when he SAID he would – has that ever happened to you? Prospect says, “This looks great. 30 Ways to Reach Prospects . when talking to a vendor.

Call-back 214

Call-back Ideal Customer Profile B2B Referrals 214

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SEPTEMBER 5, 2013

For example, one of the sales leaders I work with also prospects, nurtures, and closes sales. That ONE habit alone has given him ongoing referrals, new deals, and sets a great example for his reps in the office since actions speak so much louder than words. Are you a Disorganized Seller? Then he has his first cup of coffee.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

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DECEMBER 29, 2014

Here is an example: ACME Corporation (record 1 – which is the only correct listing of the name). So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. The issue – dirty data. It is bad data.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

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JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Most surprising?

Hiring 192

Hiring B2B Video Lead Rank 192

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JANUARY 31, 2014

Micro improvements: self-improvement – finding ways to personally motivate yourself, for example. Macro improvements: overall process and methodology improvement – your whole team adopts a new process to streamline deal identification and qualification, for example. Lead by example. Micro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Example: I mailed a note to a client I had not done any work with for a while.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

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NOVEMBER 25, 2013

For example, Sarah is planning a wedding and trying to also focus on hitting her quota for the year in the next four weeks. If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Learn about the political landscape at _ (a prospect company of yours).

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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AUGUST 18, 2014

When first talking with a prospective new client, ask more questions and work to see that they talk twice as much as you do. Example: Instead of saying, “If you get a quick minute it would be great if you could give me a call back” change to “Call me back at _. I look forward to your thoughts on this.”

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

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DECEMBER 23, 2013

Here’s an example: I enjoy my job helping companies with technology and have been rewarded handsomely for it. If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. Write in the present tense.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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APRIL 15, 2013

Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?” Think ahead, and work to focus on listening to the buyer to hear what is on their mind. Ask powerful questions.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

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SEPTEMBER 27, 2013

Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard?

Retention 254

Retention Company Customer Lead Rank 254

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JANUARY 8, 2013

Jen also is considered America’s Expert Talker and speaks with corporations about the power of communication internally for a company as well as with customers and prospective customers. When you are calling a prospect, how did you choose the “script” you are using? Let’s be blunt.

Travel 258

Travel Outbound Influencer Buyer 258

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OCTOBER 1, 2012

1) Listen harder – really hear what the prospect is telling you. 4) Get good at prospect research. 6) Honor your prospecting time commitments (block out time, and don’t cancel on yourself). 1) Listen harder – really hear what the prospect is telling you. 4) Get good at prospect research.

Outsourcing Services 225

Outsourcing Services Revenue Inbound Hiring 225

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NOVEMBER 1, 2012

We are all starting to look forward to the next “best year ever” and in fact some sellers will ramp down their prospecting in favor of deal closure and future year planning. It doesn’t have to only be a revenue goal, it could be something like developing an exhaustive list of prospects for a new service, for example.

Outbound 216

Outbound Influencer Revenue Lead Management 216

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OCTOBER 2, 2012

Just hush and let the prospect tell you how they want to buy! Regularly and consistently, create content your prospects are looking for and add it to your website. (M. 3. Have a clearly defined prospecting methodology that maps out a ‘touch’ every 4 to 7 days over a month for your top prospects… then do it – consistently.

Ideal Customer Profile 195

Ideal Customer Profile Revenue Buyer Persona ACT 195

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AUGUST 14, 2012

Here are a few examples. You can use this idea internally (showcase your sales team, for example) or outside of your organization (showcase your industry or next trade event). You can write it off as a picture party for the female population on the web, or you can see ways to grow your name, your cause, and what you stand for online.

Social Media 233

Social Media B2B Strategy Media 233

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AUGUST 21, 2012

It is that next step, one of engaging with more probable prospects, that takes you to discussions around how you could help through your products and services. Here is one example that is extremely simple, easy, and has high pay off: Interacting with people on LinkedIn. They write, they post, and they go on about their business.

Influencer 201

Influencer Ideal Customer Profile LinkedIn Call-back 201

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JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. Research is critical, because you are learning online where your prospects and customers are, and coexisting. As in real life, you need to go where your customers are. What communities?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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JUNE 8, 2012

What I love about this book is that it is chock-full of specific examples of what to do instead of the usual strategy stuff that is not specific. For example: Gain your buyers trust: Michael offers tips for online companies to get fewer people abandoning a potential order by including specific things on the order page (page 63).

Guarantee 197

Guarantee B2B Sales Leadership Buyer 197

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FEBRUARY 20, 2013

Inconsistent prospecting activity – low impulse control or delayed gratification. Then, when he or she encountered a tough prospect, all their good selling skills went out the window. LR: Can you give me a specific example of how emotional intelligence can help salespeople achieve hard sales results? He goes along to get along.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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DECEMBER 9, 2013

For example, retailers used to rush to greet customers with, “May I help you?” What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. NO is a word that you come to appreciate as having many meanings when it comes to buyers and sellers. No Means Many Things in Sales.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

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JANUARY 4, 2013

If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are). These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities. Number of qualified strategic or referral partners that you talk with.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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JULY 15, 2014

For example, one seller was telling me that if they phoned one of their dealer reps with a lead, they should not send an email immediately because it would seem too pushy. In the last 10 hours of speaking with sales reps, some things surfaced which caused me to think about this trap we get in figuring how many people must think the way we do.

Buyer 223

Buyer Lead Rank Lead Scoring Call-back 223

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JUNE 24, 2013

Example: You sell business intelligence to executives in SMB and mid-sized companies. To do this, first come up with a list of services that go on in many of your prospect and client companies that are outsourced. Find other sellers who work with those same companies in recruiting, training, technology, and leadership.

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213

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SEPTEMBER 2, 2014

If you are a sales rep, are you leading with your prospects and existing customers? If you are a sales leader, are you leading your team by example? How are you leading today? If you are a sales rep, are you updating your sales manager before he or she comes to you for updates?

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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NOVEMBER 30, 2012

your prospect [helpful, value-added]. You rarely can go wrong with any ONE of these, and if you did the trifecta, well – you could shine this holiday season: THE GIFT OF AN INTRODUCTION (or two) – Who can you connect one of your clients, prospects, or partners to that would help them and their business?

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

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OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. For example: I’m about to step into an appointment and my phone rings. How did that happen?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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NOVEMBER 1, 2013

You do this with the words you choose, the pace you go at, the follow-up, the examples you give, and others in their industry you have helped. Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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AUGUST 26, 2014

For example, if you call on primarily CFOs, visit websites created for them. By applying science and metrics to your client and prospect buying cycle, you can impact connection and real support to help them. What challenges do they face daily? What are the factors that plague or slow their growth, if anything?

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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AUGUST 21, 2014

When your big website is optimized for a smart phone, for example, your buyers can review products, services, payment options, and even purchase or initiate a conversation as soon as they think to look you up. A responsive website is designed to allow the optimal viewing experience no matter what device you’re on.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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JUNE 18, 2014

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. Have a negative image of what a Gatekeeper is and instead align with them.

Gatekeeper 234

Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

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NOVEMBER 20, 2013

For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent. How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228