You may have heard the buzz term "disruptive" marketing. ...But is it just another marketing-hype term? Or does it mean something more than that? I think the latter. Take a look: 1. What Makes Disruptive Marketing Different Than Any Other Form of Marketing When you market your products or services, you usually adhere to [...]
Are you responsible for prospecting at your business? It's tough when that's your duty as a salesperson. It's hard enough when you just have to make sales. If you have to find your own leads, successful referral selling is a gift from above. And even when you don't have to do your own prospecting, it [...]
You always hear all these crazy stories about people building their entire businesses on LinkedIn. They have millions of dollars, streams of clients, and all sorts of great and glorious things. So...why don't you have any of those? Are those stories you hear even real? Or do they just get made up so you'll [...]
Congratulations! The fact you're even reading this post shows you pay attention to every detail as you interact with prospects. And every detail counts. Will a compelling e-mail signature close you millions in new business? Not a chance. Could it be that "extra little boost" to the value you offer that helps just a [...]
"Ugh. Here comes yet another e-mail from that guy." When prospects get cold or follow-up e-mails, that's the first thing they think. Are you worried about "pestering" your prospect? Well, in most cases, if that's your fear, the uncomfortable truth is you are probably a "pest." Isn't persistence a good thing? Yes. Prospects like [...]
If it took you just a few minutes to get the direct contact information of almost any prospect, would you use that route? Of course you would. Who wouldn't? Nobody likes wasting hours trying to find the direct contact information of any prospect. Fortunately, the internet makes it easy, and basically free. Check out [...]
Have you ever had this happen to you? You have a great relationship with your prospect. They love you. They love your solution. It's been one of the smoothest and easiest sales processes you've had so far. Everything looks good. Then, you oddly don't hear back from your prospect. Uh-oh. Something's wrong... You reach [...]
Phil Kriendler, owner of a multi-million dollar sales consulting business, says this is how the sales process works in reality: Salespeople do 70% of the talking. The first opportunity they have, they go on and on about the features and benefits their company offers. Of course, when asked, salespeople always say they spend 80% [...]
“Your price is too high.” “Call me in six months.” “No way!” Beginning sales people dread objections. And experienced sales people don’t even know what they sound like. Isn’t the ideal really to never even experience objections in the first place? What a dream that would be! Of course, it’s impossible to prevent all [...]
I was participating in a LinkedIn group for sales execs lately, and the question came up,”How do I add urgency to contracts so prospects sign faster?” It was an interesting question that sparked a lot of discussion. And I’m guessing that since someone asked that question, many of you have it too. Let me [...]
