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DECEMBER 29, 2014

Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. Sample Data Policy: A new record must have the prospect’s first and last name, company, and e-mail address at a minimum. Add the phone number if available. Every time a new prospect is contacted, there needs to be a next action set.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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JUNE 18, 2012

If you submit a proposal, offer a summary overview at the beginning rather than the end. Examples include: Employed by – instead of works for. Empowered to – instead of approved to. Competent – instead of knows how to. Be clean and clear in your messaging.

Customer 225

Customer Proposal Buyer Coaching 225

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JUNE 25, 2014

It’s always easy to say why something is not going to work – it is quite another to propose an alternative. Become more focused on new ideas than being stuck on one specific one. Be open to criticism and ask for it to be constructive. Do you have an open door policy?

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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JULY 30, 2014

Build your way toward further getting to know them and proposing ideas that are a win for them and a win for you or someone else. Relationships don’t develop overnight. Just like meeting someone in person, you start with a handshake and short conversation to learn about them. Do this every day and it becomes a way of life.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

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JUNE 17, 2013

Unless something else happened, like a co-worker is out and they are taking on more work, or they took off on vacation, chances are they did not see ENOUGH VALUE to be thinking about whatever it is you proposed. So work to re-engage. Do this not by saying, “Did you get my last email?”

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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NOVEMBER 20, 2013

How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? Every seller should have that visibility! It is one of the no-brainer, must do sales tools to look into. At that point I pick up the phone and just call them.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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MAY 28, 2013

You can see the two other videos, Painting , and also The Proposal. . Maybe it was because I was quite the Girl Scout cookie salesgirl in my day – OR it was just that it best conveyed what we as marketers and sellers are working to do (perhaps both?) Big Data Integrated.

Company 208

Company Film Study Lead Rank 208

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JULY 26, 2013

They proposed an idea, and the frustrated buyer loved it. Recently a reader to the blog did, and it turned into a sizable piece of business – just by seeing what a frustrated former client was sharing online. It was not confidential, and it was the voice of frustration.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

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MARCH 25, 2013

In “seeing” and proposing ideas to help solve a business issue for your buyers, it takes vision and creativity. Somehow they need the vision to determine what they need in place to succeed, and then find a way to make that happen at the company they are at – or they should move where they will be better supported.

Inside Sales 174

Inside Sales Guidelines Outbound Lead Rank 174

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JUNE 26, 2012

Therefore, if you have a collaborative solution for a midmarket company, the time has never been better to reference the study as a way of gaining access to discuss partnering ideas – assuming you have a very value-added proposal for your prospect.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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AUGUST 14, 2012

In the old days, we did this by helping our buyers craft proposals. When you ARE able to be proactive, you can still identify those buyers who are a great fit for what you provide, and you have the opportunity to work with them to craft their solution. In the social web we can still do this – just with different vehicles.

Social Media 233

Social Media B2B Strategy Media 233

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OCTOBER 18, 2013

Many systems now connect to proposal tools, email systems, web landing pages, customer service logs, and just about anything that would matter to customer-facing reps. Does it show what stage each of your sales opportunities (or your buyers’ buying opportunities) is in?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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JULY 26, 2012

They want to know why out of 10 deals proposed, they only won 6. Is it a “nice to have” or is it something you must do to succeed? What I have always loved about sales professionals are that most – at least the good ones – always want to know more. They want to find new ways to be more efficient and effective.

Licensing 192

Licensing Video Face-to-face B2B 192

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DECEMBER 26, 2012

Later on, I started working on bigger, complex deals where in the process (months) – someone at a new company I’m proposing to work with reaches out to connect with me on LinkedIn. I started doing this because, as mentioned, I don’t network by seeing other people’s connections, and assumed that others were like me.

LinkedIn 232

LinkedIn Conference B2B Networking 232

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JULY 17, 2013

78% of companies prepare their proposals manually (wow- I find that hard to believe – thought it was just us SMBs). Create an influence map of your prospects and populate with social intelligence. Only 8% of companies analyze their sales pipeline for root causes. Most surprising?

Hiring 192

Hiring B2B Video Lead Rank 192

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MARCH 14, 2012

When you work long and hard, and then propose to people who are not ultimately the decision makers, you end up having people who are not you presenting your solution. Learn what is important to them. First find out if your contact person or people are part of the decision-making team. If not, you are fishing in the dark.

Buyer 196

Buyer B2B Call-back Decision Maker 196

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MARCH 18, 2013

As you get more creative, you open the possibilities up for bigger sales opportunities with companies you’ve researched and selected to work with rather than proposals someone wants you to respond to. Maybe the whole idea of competing should be looked at in terms of collaborating and creating.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Competition 221

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MARCH 14, 2014

There are times when one of your contacts goes through an email with proposal information and you can see that it is getting passed around, re-opened, forwarded, other emails are getting opened, and it becomes a whirlwind of activity for them.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

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SEPTEMBER 22, 2011

I am waiting for my manager to call me back with the pricing for the proposal. My only suggestion is that maybe – just maybe, there are one or two obvious prospects you could be talking to NOW – before your database is completed – to get the sales process going? . link] Lisa Johnson.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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JANUARY 24, 2012

For example, Keller and Berry propose five attributes of influencers: Activists: influencers get involved, with their communities, political movements, charities and so on. Connected: influencers have large social networks.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150