More than likely your reps rely on emails as a follow-up to phone conversations and to communicate throughout the sales cycle. sales tools sales effectiveness getting attention follow-upEmail may not seem like an ideal communications medium when it comes to increasing sales productivity and captivating prospects. It is, however, how most sellers and buyers communicate today. MORE >>

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. Too many people make grandiose claims – they talk but don’t do the actions to back it up. Stand out  by doing these things: Be persistent when following up with a company that has expressed interest in working with you. About. MORE >>

CRM Is the Tool and Sales Follow Up Is Key. The same is true with any cloud-based (SaaS) tools to help you in your business – they must be used, and used properly for you and your company to benefit. Many still think that CRM tools are underutilized because of two things: 1) many that are widely in use are still deemed too complicated and. We need to bring the value of the tools – whatever they are – to the sales reps and show them what is in it for them. These must be documented, and your CRM tool needs to be set up to support your process. MORE >>

While Marketing should not be blamed for generating unworthy leads , they most certainly convey a misguided conviction when demanding that Sales should follow-up on these leads. It is my sincere belief that much of the contention that exists between marketing and sales can be eliminated simply by reaching a detente on the precise definition of an unworthy lead, and subsequently lifting the ill-conceived requirement for productivity-deficient Sales follow-up. Most importantly, it could be setting your sales team and your company up for failure as well. MORE >>

Yesterday I had an positive conversation with a representative from Profiles International ( a business that supplies performance appraisal tools) who was conducting a sales follow-up call regarding a webinar I had attended on emotional intelligence. In our discussion of various psychometric tools, I made this statement (one I have made numerous times before): Executive coaches or organizational development (OD) consultants who provide any solution without first using proven performance appraisal tools are engaged in malfeasance. P.S. On Nov. MORE >>