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MAY 23, 2014

.” Craig concurred, and here is one SINGLE simple sales strategy that can give you HUGE new visibility, so eloquently presented by Craig: When your prospect or your customer moves to another company: Follow your contact to their new position – don’t wait for them to reach out to you. It’s a simple concept anyone can grasp.

Follow-up 215

Follow-up Strategy Hiring Decision Maker 215

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NOVEMBER 16, 2012

A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. I know companies where marketing holds on to leads for up to 2 days before they determine if they might be sales ready. This must stop.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

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APRIL 29, 2014

You went up to the counter and there was no one in sight to help you. You have a potential buyer and you don’t follow up? Simply by following up with inquiries to your website you will beat the competition. The final step to succeed against your huge industry counterparts is to follow-up more than they do.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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AUGUST 5, 2014

We often come up short, leaving at the end of the day or end of the week feeling dejected. I know this sounds so basic, yet many sellers do NOT have a regular routine or plan on how you go about researching prospects and also most sellers don’t have a no-fail way of on-going follow-up for those not ready to buy.

Follow-up 235

Follow-up Buyer Twitter Inside Sales 235

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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. We’ll talk more on that later.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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MAY 29, 2013

When getting an internal referral (higher up person to lower person), and you don’t get a return call, let that person you were referred to know that you promised (the higher up person) that you’d reach them – this gives some internal leverage. Be persistent and follow-up. and get ON Twitter, ok?).

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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JANUARY 24, 2014

Your word is the one thing that follows you wherever you go. Be sure to document and then FOLLOW UP. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key. Do what you say, say what you do. You build trust with others this way, and in business it is critical to be a person of your word.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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JULY 21, 2014

In your follow-up: do you do what you say in the actions after a conversation? If you said you’d send a follow-up email, do you regularly do that? Start with the biggest issue that is causing you stress and find a system to make sure you are able to follow through. Yea, be that person. It will show.

Ideal Customer Profile 202

Ideal Customer Profile Energy Face-to-face Follow-up 202

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APRIL 28, 2014

You went up to the counter and there was no one in sight to help you. You have a potential buyer and you don’t follow up? Simply by following up with inquiries to your website you will beat the competition. The final step to succeed against your huge industry counterparts is to follow-up more than they do.

Retail 123

Retail Lead Rank Lead Scoring Study 123

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NOVEMBER 8, 2013

In talking with many sales reps this week I’m hit with two words that come up when I talk with the most engaged, most passionate, and most financially successful. But it’s easy to let this trip you up. Then, knowing that you are professional and are proposing something that adds value, be tenacious in your follow-up.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

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SEPTEMBER 14, 2016

Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader.

Conference 120

Conference Follow-up Up-Sell How To 120

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JULY 7, 2014

You think this just comes up naturally in your thought process? Show up at your desk ready to go because you’ve thought through these questions in advance, and have a game plan in place. When will you follow-up, and how? It doesn’t! To do this, plan ahead. Stop being haphazard about sales.

Prospecting 222

Prospecting Education Territories B2B 222

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FEBRUARY 27, 2013

Some will say that it is not important to have a following – but I disagree. While our following is small compared to many out there, it consists of business professionals and people who tend to care about what we’re sharing and thinking. You can also use a service like Hootsuite to help you stay organized with who you are following.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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NOVEMBER 26, 2014

Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Right now, you can sign up for the beta ( https://apps.admin.ibmcloud.com/manage/trial/watsonanalytics.html?cm_mmc=wacom–C24803SW

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

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APRIL 21, 2014

It is underutilized among many sellers who think no one will pick up or will listen to their message. Making Good Use of Time: I have seen sellers spend 30 minutes or an hour working on a well-crafted email when they could have simply picked up their smartphone or desk phone and called. Save hours every week by using the phone.

Skype 243

Skype InsideSales Call-back Google 243

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MAY 15, 2013

Too much is when someone sounds hyped up on more caffeine than a human should be allowed. It comes through when you follow-up, and when you summarize the conversation – sending them notes in an email after talking. From there, she ends up with 2-3 potential new clients, and closes one or two new deals every week.

Energy 222

Energy Inside Sales Lead Rank Lead Scoring 222

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APRIL 20, 2016

Experience has shown that most of us don’t do much pre-event planning, don’t maximize our time at the event, and definitely don’t follow up as we should. Here are 5 tips for making the most of your time at an industry event. If that is you, you’re leaving money on the table.

Trade Show 128

Trade Show Conference Maximizer Inside Sales 128

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JUNE 6, 2012

We have found that many sales people have no problem calling up existing clients to ask them for referrals but they do not call the people in their pipeline that they did not close. I receive many referrals from prospects that I did not close by following up to make sure everything is going smooth and if I can answer any questions.

Referrals 184

Referrals Call-back Follow-up Pipeline 184

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MAY 14, 2012

Crank up your energy two degrees – you will be amazed at how people will receive you differently on the phone and even in your writing. Generally we all need to tune up our enthusiasm level, and that includes in your follow up. Too “busy” to send follow up notes or next actions right away?

Energy 230

Energy Lead Rank Lead Scoring Licensing 230

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AUGUST 28, 2013

You must understand how to listen for nuances, and you need to make the effort to follow-up at the right times and with the right context to move a sales opportunity forward. There are nuances that technology have not been able to pick up on as of yet. When to follow-up, for example?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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MARCH 14, 2012

A reader wrote in and said: The “key words where I believe most of us get hung up on is ‘the purpose’ of the call back or follow-up. Yes, you can shake things up by challenging them (see The Challenger Sale) a bit, but if you have no mutual, respectful understanding going on, don’t even think about a deal.

Buyer 196

Buyer B2B Call-back Decision Maker 196

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FEBRUARY 28, 2014

The company is going to pay $1000 for each person to do it, and Hale and his mom, Judy Hale will each match that so that every bald head (and some beards) will ring up $3000 each in donations to the Dana Farber Cancer Institute. I would LOVE for friends and followers of this blog to HELP ME with a fun second donation.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

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DECEMBER 31, 2012

This site has grown up and is one of the BEST places to find great content. OK, our blog is also featured here, but so are 50 or 60 others – one great way to get caught up in what’s going on in B2B Selling. There are lots of social media marketing sites – we follow a number of them. Alltop Sales. Hubspot Blog.

Video 210

Video Social Media Outbound Hubspot 210

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OCTOBER 26, 2012

If you are a sales leader you need to know that your sales people are not following common courtesies on social media and are not representing you and the company well in many cases. There will be a follow up session on self-focused voicemail messages and self-promotional email messages. It could cause you to lose business.

LinkedIn 207

LinkedIn Social Media Promotion Networking 207

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JANUARY 15, 2014

You walk right up to a CFO or COO from a prospect company of yours and start talking about yourself for the next three minutes. follow through (you do what you say you’ll do). Right now in my LinkedIn inbox is the following request: Mike T. How well do you think you’d be listened to and received?

LinkedIn 246

LinkedIn Lead Rank Lead Scoring Hotels 246

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AUGUST 8, 2012

Twitter followers. My point today is to stop looking for more until you’ve followed up on who you already have a relationship with. What tips do YOU have for following up with existing contacts? The 500+ contacts you were once so proud to have accumulated in LinkedIn. Your Google+ business contacts.

Apparel 193

Apparel Webinar Metrics Twitter LinkedIn 193

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MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. Example: Look at how and when follow-up is happening and how it is happening. One company had a sales rep who would only do e-mail follow-up.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

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DECEMBER 23, 2013

I’ve put up enough consistent numbers that in the summer I work 4 days with three off during July and August. Consider breaking it up in two. You may have other data sources such as iSell by Onesource or InsideView – if you do, you’ll get a daily email (or twice daily) to quickly view other moves and changes in who you are following.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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MAY 26, 2014

For the rest of us – Follow the Buyer: The most simple strategy to finding many more “probable” buyers is to implement the idea I talked about in the last post – Follow Up Strategies to Grow Sales – on how to create a stream of more likely buyers based on when they are new.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

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JULY 15, 2014

Therefore a seller MUST be good at thinking beyond their own heads and coming up with a number of possibilities. Using the advice above – coming up with a number of possibilities, it could be that: the buyer is on vacation. The buyer stopped returning calls or replying to emails. the buyer sees no reason to rush (no urgency).

Buyer 223

Buyer Lead Rank Lead Scoring Call-back 223

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JANUARY 23, 2011

Differentiate Yourself Through Persistence & Follow Up. It is amazing that just by following through on your word you can set yourself apart as one of the top 3-5% of sales professionals (or business owners, as the case may be). Yes, most people mean well, however they do not follow through as promised.

Follow-up 168

Follow-up Lead Rank Lead Scoring Call-back 168

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AUGUST 17, 2012

Instead, pick up the phone once you don’t hear back from a buyer, and leave some added value at the other end of the line. Block out times in your calendar where you go full-focus on lead generation, follow-up and follow-through. You need to research, but you have got to learn how to do it more efficiently.

Hiring 195

Hiring Webinar Metrics Call-back Lead Rank 195

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JULY 13, 2012

Follow through on every email. Instead of feeling like people will reply to you only when they want something – knock them off their homeostasis and double up your messaging – there will be no excuse on their part that they didn’t get it – and it will help you continue conversations better. It is a MUST DO.

Fashion 201

Fashion Follow-up Vendor B2B 201

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MAY 12, 2014

Follow up on all Interested Leads: Sometimes sellers lose track of potential sales opportunities for bad reasons. Because they use a spreadsheet, it does not trigger or remind them about when to follow-up. They do it manually.

Lead Rank 208

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 208

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JANUARY 29, 2013

In a bigger organization, a marketing team might have specific customer reference team members who focus solely on building up a reference library and referral program. Look up some existing customer companies on Linkedin and see if you have any connections to them. They don’t understand how powerful it is to do this?

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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SEPTEMBER 13, 2013

Nearly every day I get asked about good blogs, books, and resources for the sales reps on the front lines – those with quotas who have to come up with new ideas and think outside of the box for success. Reps who make dozens, if not hundreds of calls, who craft emails and need to be fired up every day. Think outside of the box?

Resources 232

Resources B2B Oracle Lead Rank 232

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SEPTEMBER 5, 2013

Every Sunday night I’ll take all the things that I’ve read and all the things I’m following, and I’ll load up a Trello project management board with all the things we want to do throughout the week. It’s extremely important to be of value to salespeople – not just from our product, but through the way we communicate with our community.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233